Senior Sales Lead, Custody & Wealth Management

Kraken Digital Asset Exchange

. Lead go-to-market efforts for Payward custody offerings, including qualified custody, across institutional custody sales and B2B2C wealth solutions .

Posted 9/30/2026full-timeRemote • United KingdomSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading go-to-market strategies for digital asset custody and wealth management, with a strong focus on revenue growth, client lifecycle management, and compliance with regulatory requirements. Proven ability to collaborate across teams and leverage AI-first sales tooling to enhance operational efficiency.

Highest-signal resume keywords

Digital Asset Custody SalesB2B2C Revenue GrowthRegulatory ComplianceNegotiation SkillsWealth Management Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Custody EconomicsOperational Due DiligenceAsset SegregationRevenue-Share ModelsMulti-Custodian MandatesKYC/AML FrameworksInstitutional Key ManagementStaking EconomicsCRM DisciplineLong-Cycle Institutional Sales

Soft Skills

Commercial JudgmentExecutive PresenceCollaborationLeadership

Tools & Technologies

AI-First Sales ToolingCRM Systems

Industry Keywords

Digital Asset CustodyWealth ManagementFinancial Market InfrastructureInstitutional ClientsQualified CustodyStakingPrime BrokerageCold Storage ArchitectureOff-Exchange SettlementMulti-Signature Systems

About the role

Key responsibilities & impact

Lead go-to-market efforts for Payward custody offerings, including qualified custody, across institutional custody sales and B2B2C wealth solutions
Sell regulated digital asset custody to banks, neobanks, fintechs, payment companies, brokerages, exchanges, asset managers, and other businesses globally
Work with Product to design and launch embedded custody and digital asset solutions for private banks, wealth managers, family offices, and platforms serving high-net-worth clients
Report to the Global Head of Sales, Payward Services, as a senior individual contributor
Collaborate with Solution Engineering, Product, Legal, Compliance, and Onboarding
Act as the voice of the custody and wealth market in roadmap discussions
Define and lead global go-to-market strategy across institutional segments
Grow assets under custody and custody revenue, owning targets, forecasting, and pipeline discipline
Develop commercial frameworks across custody, trading, and yield products, including vaults and staking
Lead revenue across long-cycle enterprise RFP mandates and mid-market motions
Own the client lifecycle from qualification and diligence through negotiation, onboarding, and expansion into staking, trading, collateral, and settlement
Build and scale revenue growth in the custody and wealth management vertical across a global Sales and BD organization using AI-first tooling
Establish Payward as a default institutional custodian across financial institutions and service providers
Partner with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align commercial strategy with platform capability and regulatory requirements
Expand Payward’s custody footprint across the UK, Europe, US, APAC, and other priority markets
Feed the product roadmap with structured client demand covering asset and chain coverage, staking, reporting, integrations, collateral mobility, and off-exchange settlement

Requirements

What you’ll need

7+ years of experience building and scaling B2B or B2B2C revenue organizations within digital asset custody, wealth management, traditional custody and asset servicing, or regulated financial infrastructure
Proven track record closing and expanding complex, long-cycle institutional mandates involving security, regulatory, and operational diligence
Deep understanding of wealth management, custodian selection, risk and investment committees, operational due diligence, asset segregation, bankruptcy remoteness, insurance, audit and control reporting, and multi-custodian mandates
Deep experience structuring custody economics, including AUC-based pricing, minimums, revenue-share models, and multi-product commercial agreements
Strong commercial judgment, negotiation skills, and executive presence at C-suite and board level
Experience building and leading high-performing global Sales and BD teams
Demonstrated ability to implement AI-first sales tooling, CRM discipline, and scalable go-to-market systems
International experience strongly preferred; US and European market knowledge
Genuine conviction in crypto and the future of financial market infrastructure, or transferable expertise from traditional custody, fund services, or prime brokerage with a path to crypto fluency
Direct experience selling qualified custody, staking, or prime brokerage services to institutional clients preferred
Relationships across institutional service providers preferred
Working knowledge of institutional key management, including MPC, HSM, and multi-signature systems; cold storage architecture, off-exchange settlement, and collateral mobility preferred
Familiarity with KYC/AML frameworks and digital asset licensing regimes across multiple jurisdictions preferred
Experience scaling B2B sales motions preferred
Experience selling to token issuers, foundations, and protocol treasuries preferred
Exposure to staking economics, validator operations, and institutional reporting preferred

Benefits

Comp & perks

Remote work arrangement
Opportunity to work with a globally accessible financial infrastructure platform
Work with regulated entities and institutional-grade custody infrastructure
Global team and international work environment
Equal opportunity employment
Job-related skills or work-style assessments applied consistently
Ongoing application acceptance unless a deadline is stated