Sales Director- Fintech

About the role

You will own the end-to-end commercial journey for a portfolio of fintech and institutional clients, acting as the primary strategic partner for their entire ecosystem with BitGo. This role requires you to navigate complex enterprise environments where regulatory scrutiny is high and decisions are made by committees. You will architect long-term engagement strategies that align client objectives with BitGo's capabilities across custody, wallets, staking, and trading infrastructure. Your work will directly influence the adoption of digital asset solutions within some of the most established players in financial services. You will translate intricate product offerings into clear business narratives that resonate with executive stakeholders. Success in this position means you drive sustainable, multi-year revenue growth while reinforcing BitGo's position as a trusted operator in the regulated financial system. You will mentor junior team members on consultative practices and uphold the highest standards of compliance in every deal.

Key facts

What you'll do

Orchestrate the full sales lifecycle for designated fintech and payments-focused institutional accounts, ensuring alignment between discovery, solution design, and execution.

Architect and manage a multi-opportunity pipeline that balances new logo acquisition with expansion within existing key accounts.

Assume complete ownership of assigned strategic relationships, delivering proactive, white-glove service to C-suite and board-level stakeholders.

Lead discovery and discovery validation sessions, articulating BitGo's value proposition across custody, wallets, staking, trading, lending, and DeFi capabilities.

Collaborate with internal functional teams to engineer tailored commercial, legal, and operational structures that satisfy complex procurement requirements.

Establish BitGo as the definitive subject matter expert regarding institutional crypto custody, payments infrastructure, and market evolution.

Steer sophisticated discussions regarding regulatory compliance, risk frameworks, and governance with precision and confidence.

Maintain rigorous forecasting discipline, managing deal stages and timelines to achieve and exceed predefined revenue targets.

Evaluate market trends and competitive dynamics to refine positioning and ensure relevance in high-stakes financial environments.

Champion the adoption of digital asset solutions by de-risking conversations around security, insurance, and regulatory alignment.

Partner with product and engineering teams to synthesize client feedback into actionable enhancements that strengthen future offerings.

Represent BitGo in key industry forums, ensuring the brand is associated with thought leadership and operational excellence.

Document playbooks and best practices derived from successful engagements to elevate the collective capability of the sales organization.

Leverage data and insights to identify whitespace opportunities within client portfolios, driving incremental revenue through targeted expansion initiatives.

Act as a trusted advisor who balances assertive commercial ambition with the disciplined execution expected by regulated institutions.

Requirements

Candidates must possess a minimum of 6 years and up to 15 years of progressive experience in fintech, crypto, or traditional financial services sales roles.

You must have a documented history of closing complex, multi-stakeholder deals in enterprise or institutional settings.

Demonstrated ability to manage and grow relationships with sophisticated fintech companies, financial institutions, and corporate treasuries is essential.

A deep working knowledge of payments systems, banking infrastructure, Neo banks, financial markets, and crypto custody solutions is required.

You must be comfortable operating autonomously as a senior individual contributor while actively engaging cross-functional partners.

Exceptional written and verbal communication skills are mandatory, with the capacity to influence executive leadership and technical audiences alike.

You must thrive under pressure in a fast-paced, quota-driven environment where accuracy and compliance are non-negotiable.

Relocation to or near the San Francisco, California office is required for this role.

Full-time availability during standard business hours is required to support global client coverage and internal collaboration.

You must be legally authorized to work in the United States without sponsorship for this position at this time.

Nice to have

Hands-on experience with digital assets, blockchain technology, and the operational realities of managing crypto custody is strongly preferred.

Prior exposure to payments infrastructure, DeFi protocols, tokens, NFTs, or on-chain financial products is advantageous.

A background in investment banking, corporate banking, structured finance, management consulting, or other front-office financial roles is preferred.

Practical notes

This role is based in San Francisco, California, and requires consistent presence at the office to facilitate teamwork and innovation.

The engagement is full-time, and candidates must be available during standard business hours to ensure effective coverage of global fintech clients.

Travel is expected in connection with client visits, industry conferences, and internal meetings, typically within North America and select international destinations.

Candidates must be authorized to work in the United States without sponsorship at this time.