Director of Sales, Payments

Fireblocks

3h•$150,000 - $200,000•Hybrid

About The Position

The world of digital assets is accelerating in speed, magnitude, and complexity, opening the door to new ways for leveraging the blockchain. Fireblocks’ platform and network provide the simplest and most secure way for companies to work with digital assets and it trusted by some of the largest financial institutions, banks, globally-recognized brands, and Web3 companies in the world, including BNY Mellon, BNP Paribas, ANZ Bank, Revolut, and thousands more. Welcome to Fireblocks, the industry-leading digital asset infrastructure technology company responsible for over 15% of all crypto transactions! Here’s the bit about us: Fireblocks is an enterprise-grade platform delivering a secure infrastructure for moving, storing, and issuing digital assets & cryptocurrencies. At Fireblocks, we enable businesses to securely build, run and scale digital asset operations through the Fireblocks Network and MPC-based Wallet Infrastructure. Our next-generation multi-layer technology protects Digital assets from cyber-attacks, internal collusion, and human error. Fireblocks is the only platform that provides insurance for digital assets in storage, transfer, and E&O. As of January 2025, we serve over 2000 institutional customers, have secured the transfer of over $6 trillion in digital assets, and are the world's highest-valued digital asset infrastructure company, with over $1 billion raised. Our mission is simple: Enable every business to easily and securely support digital assets & cryptocurrencies. Come join us as we Secure. Simplify. Scale Here’s the bit about the opportunity: The payments industry is at an inflection point. Traditional payment rails are expensive, slow, and opaque, but blockchain-based infrastructure is enabling instant settlement, 24/7 operations, and transparent cross-border transactions at a fraction of the cost. Payment service providers, remittance companies, and cross-border payment platforms are racing to leverage stablecoins and blockchain rails to compete with (and ultimately replace) correspondent banking networks. Fireblocks is the secure infrastructure layer powering this transformation. As our Payments Sales Director, you'll own this massive opportunity across the Americas. You'll work with innovative payment companies building the future of money movement, and you'll play a defining role in establishing Fireblocks as the de facto standard for blockchain-based payments infrastructure.

Requirements

10+ years of enterprise B2B sales experience, with at least 5+ years managing
5+ years selling to payment companies, PSPs, payment processors, or financial infrastructure buyers
Deep understanding of payments ecosystems: cross-border payments, remittance flows, payment rails, settlement systems, treasury operations, and payment network dynamics
Established network of relationships within the payments industry across AMER
Consistent quota overachievement: Track record of achieving 100%+ of quota in enterprise sales teams
Expertise navigating complex, multi-stakeholder organizations and building executive relationships (VP/SVP level and C-suite)
Ability to understand and articulate complex technical concepts to both technical and non-technical audiences
Working knowledge of blockchain technology, digital assets, stablecoins, and cryptocurrency (you don't need to be an expert, but you should be genuinely curious and fast-learning)
Experience building and scaling sales teams
Track record creating sales playbooks, territory plans, and repeatable sales processes
Thrives in fast-paced, high-growth startup environments with ambiguity
Self-motivated, resourceful, and willing to roll up sleeves to get things done
Collaborative team player who excels in cross-functional environments
Able to work in our NYC Office 3 days a week

Responsibilities

Build & Scale Your Team
Hire, onboard, and ramp your team within your first 12-18 months as you grow the market and playbook
Mentor and coach your team to exceed quota while maintaining Fireblocks' customer-first culture
Grow your existing payment customers - we have some key logos who expect exponential growth next year
Develop sales training materials and best practices for selling to payments companies
Build Payments Sales Strategy
Manage the team owning the full sales cycle for payments companies across AMER, from prospecting to close to expansion
Develop and execute territory plans that identify high-value targets, prioritize accounts, and drive pipeline generation
Build repeatable sales playbooks for different payment company segments (PSPs, remittance, cross-border, etc.)
Drive Revenue Growth
Consistently manage Sales Directors to achieve or exceed monthly and quarterly revenue targets
Drive new logo acquisition while expanding existing accounts through upsell and cross-sell
Support team as they negotiate complex enterprise contracts in partnership with Legal and Revenue Operations
Collaborate Cross-Functionally
Partner closely with Product Marketing to refine messaging and positioning for payments buyers
Work with BDRs to optimize lead generation and qualification strategies
Provide market intelligence to Product teams to influence roadmap for payments use cases
Engage Customer Success to ensure seamless handoffs and drive expansion revenue
Represent Fireblocks in Market
Build and maintain executive relationships with payments industry leaders
Attend payments industry conferences (Money20/20, Fintech Meetup, Sibos, etc.)
Partner with technology and payments ecosystem players (stablecoin issuers, payment networks) to drive co-sell opportunities