[Hiring] VP Sales @DFNS

Role Description

Join a team of engineers and cryptographers building the infrastructure behind the next generation of financial systems. We're hiring a VP Sales, US to open and grow our most important market. You'll source, run, and close new business with banks, fintechs, exchanges, and digital asset businesses across the US and Canada. Hundreds of banks, fintechs, and businesses run on DFNS today, including Circle, MoonPay, and Standard Chartered, and almost half of our revenue already comes from the US. This is our first dedicated sales role in the market. This role goes beyond carrying a number. You'll build the US playbook, bring buyer feedback to the product roadmap, and lay the foundation for the US team. You'll work closely with solutions engineering, account management, and delivery, and report directly to the Chief Revenue Officer.

Responsibilities

• Source, run, and close new business with banks, fintechs, PSPs, exchanges, and digital asset businesses in the US and Canada.
• Own the US revenue number.
• Build the US sales playbook, covering segmentation, messaging, pricing, and common objections.
• Run the full enterprise buying cycle, including RFPs, security reviews, architecture reviews, procurement, and legal.
• Bring in solutions engineering, account management, delivery, and executives at the right moment in each deal.
• Feed US buyer needs back to the product team.
• Represent DFNS at industry events, conferences, and client gatherings.
• Define and help hire the US sales pod with the CRO.

Qualifications

• 10+ years of enterprise sales experience in financial technology or infrastructure.
• Closed deals with banks and financial institutions that required security, architecture, and procurement sign-off.
• Experience selling to fast-moving fintech buyers.
• Built a sales playbook from scratch and scaled it.
• Carried a number and exceeded it while building your own pipeline.
• Comfortable in environments with significant ambiguity, such as early-stage startups or new business lines.
• Enough technical fluency to work directly with engineers and security architects.
• Experience in regulated markets and with institutional risk and compliance processes.
• Clear communication skills and ability to operate reasonably under pressure.
• Ideally, experience selling custody, wallets, key management, or blockchain infrastructure, and relationships across US and Canadian institutions.

Recruitment Process

• Intro call with Co-CEO (30 min)
• Personality and cognitive tests (45 min)
• Deal walkthrough: present a complex deal you ran end to end
• Focus interviews with the hiring panel (180 min)
• Sales acumen
• Product and technology
• Go-to-market strategy
• Culture check fit
• Final interview with CRO (30 min)
• Reference calls and background checks

Terms

• Title: VP Sales, US.
• Compensation: $400,000-500,000 on-target earnings per year, 50/50 base and variable, uncapped.
• Equity: stock options vested over 4 years.
• Benefits: Healthcare, flexible vacation, parental leave, and a one-time home technology allowance.
• Location: United States (remote-first, New York office optional).
• Equipment: MacBook Pro + essentials.