Founding Account Executive

Brale • Des Moines, IA

8d • Remote

About The Position

Brale is building the future of stablecoin finance with compliant, blockchain-native infrastructure. We help institutions launch, scale, and operate digital asset programs with confidence. Our Account Executives are at the forefront of identifying, engaging, and closing transformative partnerships that define how institutions adopt stablecoins and programmable money. As Brale's first Account Executive, you won't just close deals—you'll shape how the market understands and adopts stablecoin finance. Every prospect conversation, partnership structure, and closed customer will set the standard for how we scale trust and adoption across the stablecoin ecosystem. This role sits at the intersection of sales strategy, technical credibility, and market development. You'll own the full sales cycle from prospecting to closing, while building and evolving the systems, playbooks, and pipeline that make Brale's go-to-market engine both scalable and repeatable. Your work will drive revenue growth, establish market category leadership, and unlock new use cases across payments, treasury, and DeFi. In short, you'll turn market opportunity into closed business—and play a central role in achieving our vision of multiple $100M+ ARR business lines.

Requirements

• 5-7 years of experience in fintech and/or blockchain business development, demonstrating consistent quota attainment and deal velocity.
• Proven track record selling B2B SaaS, infrastructure, or financial services to mid-market and enterprise customers.
• Experience with complex, multi-stakeholder sales cycles involving technical, legal, and compliance decision-makers.
• Deep understanding of payments, blockchain technology, stablecoins, or digital asset infrastructure strongly preferred.
• Experience in early-stage or high-growth startups, ideally as a founding or early sales hire.
• Hunter mentality: excels at outbound prospecting, creating opportunities from scratch, and owning full-cycle sales.
• Technical fluency: able to discuss APIs, blockchain protocols, compliance requirements, and technical integration with confidence.
• Consultative selling approach: focuses on understanding customer problems and architecting solutions, not just pushing product.
• Entrepreneurial mindset: thrives in ambiguity, builds processes from zero, and takes ownership of outcomes.
• Strong relationship builder: establishes trust quickly with C-level executives, technical leaders, and compliance officers.
• Hands-on experience with modern sales tools: CRM (Pipedrive, Salesforce), outreach platforms, and sales intelligence tools.
• Excellent written and verbal communication skills with ability to craft compelling narratives.
• Available in U.S. time zones with flexibility to engage customers across different schedules.

Responsibilities

• Build & Scale the Sales Function
• Act as the first Account Executive. Own full-cycle sales from prospecting to close while establishing Brale's sales foundation and methodology.
• Develop and execute outbound strategies targeting fintechs, payment companies, neobanks, crypto-native businesses, and institutional players.
• Build modern sales processes for pipeline management, forecasting, deal qualification, and handoff to Customer Success.
• Contribute to hiring and onboarding future sales team members as we scale the function.
• Pipeline Development & Deal Execution
• Generate qualified pipeline through outbound prospecting, strategic partnerships, ecosystem engagement, and inbound lead follow-up.
• Run discovery conversations that uncover customer pain points, technical requirements, and business objectives.
• Navigate complex deal structures involving compliance, legal, technical integration, and custom pricing.
• Lead negotiations and close agreements with deal sizes ranging from mid-market to enterprise.
• Technical & Strategic Selling
• Articulate Brale's value proposition across multiple use cases: stablecoin issuance, payment rails, treasury management, and blockchain infrastructure.
• Conduct technical discussions about APIs, blockchain architecture, compliance frameworks, and flows of funds.
• Collaborate with Product and Engineering to ensure customer requirements inform roadmap and product development.
• Develop compelling proposals, business cases, and ROI models tailored to each customer's specific needs.
• Market Development & Thought Leadership
• Represent Brale at industry conferences, blockchain events, and fintech forums.
• Identify emerging trends, competitive dynamics, and market opportunities across stablecoins and programmable finance.
• Build relationships with key ecosystem players, investors, and strategic partners.
• Contribute to content creation, case studies, and go-to-market materials that establish category leadership.
• Cross-Functional Leadership
• Partner closely with Customer Success to ensure seamless handoffs and customer satisfaction.
• Work with Legal and Compliance to structure deals within regulatory frameworks.
• Provide feedback to Product and Engineering on feature requests and market needs.
• Establish sales dashboards, metrics, and reporting cadences.

Benefits

• Account Executive role with direct impact on Brale's trajectory and go-to-market strategy.
• You enjoy learning and growing at a rapid pace
• Opportunity to build sales systems and culture from the ground up.
• High-growth environment with exposure to cutting-edge blockchain applications and institutional adoption.
• Uncapped earning potential with competitive base salary and aggressive commission structure.
• Collaborative, ambitious, and mission-driven team.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 1-10 employees