Vp Of Sales - Crypto Cybersecurity

Terms

• Equity: 0.8-1.5% (≈ $8-15M in the case of a $1 billion exit).
• Commission: 10-20% on newly signed deals (1st year of deal term only).
• Salary: $150-200K / year (avg range based on work location).
• Benefits: Health, dental, and vision insurance, 401k matching or similar, flexible PTO, sponsored transportation, gym, food, Apple devices, home office equipment, team retreats, and more.
• Location: Remote (North America preferred).
• Title: VP of Sales

Description

You will be contributing to an ambitious technological project that aims to become the leading wallet provider of the multi-trillion-dollar digital asset industry.

You will join a stellar team of leaders (CEO, COO, CPO, Chief Scientist) and experts (Software Engineers, Offensive Security Engineers, Cryptographers, Protocol Designers) in a highly challenging and collaborative environment. We are seeking a seasoned, smart and over achieving VP of Sales with proven experience and a passion for selling innovative technology to senior executives and developers. You will be responsible for selling into new prospects as well as farming back into existing customers to ensure high renewal and customer satisfaction levels. The ideal candidate will have a background in the crypto industry and a proven track record of successful sales leadership in the tech industry.

As the VP of Sales, you will also be responsible for coaching, coordinating, leading and growing the sales team, as well as handling cross-team communication with marketing, product, tech, and other teams. You will sell complex scientific and technological products. You must have extensive knowledge of the products’ parts and functions, and you must understand the scientific processes that make these products work. The balance of your pitch depends on the level of technical knowledge and understanding you’ll need to sell the product and to answer client requests. Your target persona will usually be PMs and/or technical staff—engineers and CTOs—from the web3 scene and large financial institutions.

Responsibilities

Your primary goal will be to make record sales for the company every year. We expect you to strongly contribute to increased client acquisition rates, renewal rates, up-selling, cross-selling, customer satisfaction and overall sales team and business success.

Example of a primary metric would be ARR.

Your day-to-day tasks will involve:

• Successfully match customer pain/requirements to proposed solutions.
• Ensure the sales team is meeting or exceeding sales targets
• Develop and implement sales strategies to increase revenue and market share
• Lead and coach the sales team to meet and exceed sales targets
• Handle cross-team communication with marketing, product, tech, and other teams
• Provide training and produce support material for the sales team.
• Monitor and report on market trends, competition, and customer needs
• Managing all technical aspects of RFP / RFI responses.
• Effectively communicating clients needs to product teams for roadmap enriching.
• Identify areas for improvement and communicate possible solutions to management.
• Strategize around methods, processes, playbooks, pitches, and directions
• Understand client requirements and provide sales support.
• Collect and document competitive intelligence.
• Collaborate with the executive team to establish sales targets and goals
• Stay hands-on with hunting, farming relationships, and actual selling
• Build and maintain relationships with key customers and stakeholders
• Master Salesforce and other lead generation and sales automation tools.
• Plan, prepare and execute on strategic deals in complex sales cycles.
• Prepare cost estimates by studying client docs and consulting with other teams.
• Solicit and log client feedback to assess data and create new client-targeting strategies.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, applying for coursework, and participating in professional fairs.
• Deeply understand why we win and why we lose deals and communicate findings back to the executive team
• Support marketing by attending trade shows, conferences and other marketing events.

Requirements

• [Bonus] As many foreign languages as possible.
• Willingness to travel as needed (post-pandemic).
• Comfortable with a fast-paced, startup environment.
• Ability to creatively present complex concepts in an easy to understand manner.
• [Bonus] Proven work experience with developer tools and/or cybersecurity software.
• [Bonus] Extensive knowledge about wallets, crypto custody and associated topics.
• Excellent analytical and problem-solving skills.
• 8+ years experience in sales, with a minimum of 3 years in sales leadership roles.
• Excellent presentation and negotiation skills.
• Excellent social skills to build relationships with clients quickly.
• Proven success in growing ARR from $500k to $5M, from 30 to 100 clients and beyond.
• Great business acumen (you ‘have it in you’) and love for the deal closing.
• Excellent written and verbal communication skills.
• Excellent leadership and team working skills.
• Solid technical understanding of blockchain, software and web technologies.
• Experience leading sales teams in a remote environment.
• [Bonus] Entrepreneurial experience, has already co-founded a startup.
• Ability to forge strong, long-lasting relationships with senior executives and developers.
• [Bonus] Proven work experience in blockchain and/or cybersecurity industries.

Process

• Focus interview with hiring panel (90-120mn).
• Knowledge and personality tests (async).
• Final interview with hiring panel and CEO (60mn).
• Submission for approval by the Board.
• Intro call with COO (30mn).