VP Sales, US

DFNS • New York, NY

7d • $400,000 - $500,000 • Hybrid

About The Position

DFNS is seeking a VP Sales, US to build and lead the US sales motion for their core banking platform for digital assets. This is a critical role for a Series A company that has already raised $27M+ and has a proven product with global systemic banks as clients. The company is looking for an individual who can define and execute the US sales strategy, build a sales playbook from scratch, and ultimately scale a US sales pod. The role requires a self-directed individual who thrives in ambiguity and has a strong track record of selling complex financial technology into banks and financial institutions. The VP Sales will be responsible for owning the US revenue number, sourcing and closing new business, and orchestrating the enterprise buying cycle. This is an individual contributor role to start, with the expectation of building a team within the first twelve months. The ideal candidate will have a deep understanding of digital assets and the institutional market, with the ability to translate complex technical concepts and navigate sophisticated buying processes.

Requirements

• Succeeded in environments with significant ambiguity: as a founder, at an early-stage startup, or building something inside a company that didn't exist before you got there.
• 0-to-1 and 1-to-10 experience.
• Sold complex infrastructure or financial technology into banks and financial institutions, and closed deals that required security, architecture, and procurement sign-off.
• Sold complex infrastructure to sophisticated fintech buyers.
• Built the playbook before and then scaled it.
• Carried a number and exceeded it in a role where you built the pipeline yourself.
• Enough technical fluency to hold your own with engineers and security architects.
• Worked in regulated markets, and understand how institutional risk and compliance functions actually make decisions.
• A real point of view on digital assets: where this is going, and why institutions are moving now.

Nice To Haves

• Sold custody, wallets, key management, or blockchain infrastructure directly.
• Spent time at a large, established firm — a bank, an institution, or a major technology company — and know how complex organizations really decide when the vendor isn't in the room.
• Relationships across US and Canadian institutions you can activate in your first quarter.
• Sold both SaaS and self-hosted or on-premises deployments.
• Been early somewhere that became the category standard, and know what that felt like on the way up.

Responsibilities

• Own the US number.
• Source, run, and close new business with banks, fintechs, PSPs, exchanges, and digital asset native businesses.
• Build the playbook while you sell, including segmentation, messaging, pricing patterns, and recurring objections.
• Orchestrate the enterprise buying cycle end-to-end, including RFP, security review, architecture review, procurement, and legal.
• Bring the pod (solutions engineering, strategic account management, delivery, and executive team) in at the right moment.
• Translate between different stakeholders within client organizations (treasurer, head of digital assets, security architect).
• Feed the roadmap by bringing US buyer needs back to the product team.
• Represent DFNS at industry events and conferences, and curate intimate gatherings.
• Start building the US pod by defining it with the CRO and helping to hire the team.

Benefits

• Base + Variable: $400,000 - 500,000, with a 50% base / 50% variable split against OTE
• Equity: Meaningful equity, granted at Series A
• Healthcare
• Flexible vacation
• Parental leave
• One-time home technology allowance
• New York City office

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed