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Senior Sales Lead, Custody & Wealth Management
Contract type
Ongoing
Work mode
Remote
Experience
Senior · 7+ years
Job description
Senior Sales Lead for Custody & Wealth Management at Payward Services, leading global go-to-market for institutional custody sales and B2B2C embedded custody and digital asset wealth solutions. Reports to the Global Head of Sales as a senior individual contributor.
At a glance
- Work mode
- Remote
What you'll do
- Lead and help define the global GTM strategy for Custody across institutional segments, asset managers, ETF and fund issuers, hedge funds, market makers and prop firms, banks and wealth platforms, corporates and treasuries, family offices, token issuers and foundations, and exchanges requiring third-party custody
- Grow assets under custody and custody revenue as the primary outcomes, with clear ownership of targets, forecasting, and pipeline discipline
- Develop commercial frameworks across custody, trading, and yield products including vaults and staking
- Lead revenue across a range of relationships from long cycle RFP driven enterprise mandates to mid-market motion for funds, corporates, and crypto-native clients who need to onboard fast
- Own the full client lifecycle from qualification and diligence through agreement negotiation, onboarding, and expansion into staking, trading, collateral, and settlement
- Build and scale a revenue growth in the custody and wealth management vertical across a global Sales and BD organization, with an AI-first approach to tooling, pipeline management, and operational efficiency
- Establish Payward as the default custodian across the institutional ecosystem, fund administrators, wealth managers, family offices, consultants, prime brokers, OTC desks, and the service providers who shape custodian space
- Partner cross-functionally with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align commercial strategy with platform capability and the regulatory perimeter of each entity
- Expand Payward's custody footprint across the UK, Europe, US and APAC and other priority markets, with a clear view on licensing constraints and how to sequence market entry
- Feed the product roadmap with structured client demand: asset and chain coverage, staking, reporting and integrations, collateral mobility, and off-exchange settlement
What we're looking for
- 7+ years of experience building and scaling B2B or B2B2C revenue organizations within digital asset custody, Wealth management, traditional custody and asset servicing, or regulated financial infrastructure
- Proven track record closing and expanding complex, long-cycle mandates with institutional clients where security, regulatory, and operational diligence sit at the center of the buying decision
- Deep understanding of the wealth management space, how institutions actually select a custodian, risk and investment committees, operational due diligence, asset segregation and bankruptcy remoteness, insurance, audit and control reporting, and multi-custodian mandates
- Deep experience structuring custody economics: AUC-based pricing, minimums, revenue-share models, and multi-product commercial agreements
- Strong commercial judgment, negotiation skills, and executive presence at the C-suite and board level
- Experience building and leading high-performing global Sales and BD teams
- Demonstrated ability to implement AI-first sales tooling, CRM discipline, and scalable go-to-market systems
- International experience strongly preferred; US and European market knowledge
- Genuine conviction in crypto and the future of financial market infrastructure or deep, transferable expertise from traditional custody, fund services, or prime brokerage with a clear path to crypto fluency
Nice to have
- Direct experience selling qualified custody, staking, or prime brokerage services to institutional clients
- Relationships across the institutional service provider ecosystem: fund administrators, auditors, consultants, transfer agents, and ETF issuers
- Working knowledge of institutional key management (MPC, HSM, multi-sig), cold storage architecture, off-exchange settlement, and collateral mobility
- Familiarity with KYC/AML frameworks and digital asset licensing regimes across multiple jurisdictions
- Experience scaling a B2B sales motion from founder-led or relationship-led origination to a structured, team-driven engine
- Experience selling into token issuers, foundations, and protocol treasuries alongside traditional financial institutions
- Exposure to staking economics, validator operations, and the reporting institutions expect around both
Your team
Payward Services (PWS)
The Infrastructure arm of Payward, the parent company of Kraken, whose businesses span trading, payments, custody, banking, asset management, and services. PWS gives regulated businesses direct API access to the infrastructure that has powered Kraken for 15+ years.
How to get hired
- 1We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process
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About Kraken
Building the Future of Open Finance
Payward - the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services and CF Benchmarks - has spent the last 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry.
Mission
Built to advance an open, global financial system
Key facts
- Financial infrastructure / digital asset exchange
- Payward holds 100+ regulatory licences
- Operates in 190+ jurisdictions
- Processes $2T+ in annual volume
- Has applied for a national trust company charter to offer custody and trust services to institutional and high-net-worth clients across the U.S.
- 15+ years powering Kraken infrastructure
Partners & customers
Citadel SecuritiesJane StreetDeutsche BörseNasdaq
What they value
- We hire based on merit, seeking out people with the right abilities, knowledge, and skills for the job
- We celebrate the diverse talents, backgrounds, contributions, and unique perspectives that everyone brings to the table