VP Sales, US

Dfns•New York, NY

8h•$400,000 - $500,000•Hybrid

About The Position

DFNS is the core banking platform for digital assets, used by hundreds of banks, fintechs, and businesses for their financial operations and onchain product building. The company has raised over $27M in Series A funding and is experiencing significant growth. The market for digital assets has moved past the evangelism phase into purchasing, with regulatory clarity driving corporate-level deals. DFNS offers a technology-only solution without competing interests, making it a strong differentiator. The company is seeking a leader to build and execute its US sales strategy, defining the go-to-market approach in this crucial market. This is an opportunity to join an early-stage company with proven traction, where equity holds significant value.

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).
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, matching their velocity and consultatively showing them how to maximize the technology.
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 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 big 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 processes.
Bring the pod (solutions engineering, strategic account management, delivery, and executive team) in at the right moment.
Translate between different stakeholders within client organizations, such as treasurers, heads of digital assets, and security architects.
Feed the roadmap by bringing US buyer feedback and requests back to the product team.
Represent DFNS at industry events and conferences, and curate intimate gatherings.
Start building the US team by defining the US pod with the CRO and assisting in hiring.