Institutional Sales Lead

COMPANY At 0x https://0x.org/, our mission is to "Create a Tokenized World Where All Forms of Value Can Flow Freely". We deliver this to web3 builders with a delightfully simple suite of developer APIs that provide faster trading, better prices, and superior user experience. Founded in 2017, we’ve processed over 211M+ transactions and $180B+ in trading volume from users trading on Matcha, Coinbase Wallet, Robinhood Wallet, Phantom, Rainbow, DefiLlama, MetaMask, Zerion, Zapper, and many more. Our investors include Greylock Partners, Pantera Capital, and Jump Crypto. When you join 0x, you’ll become part of a veteran team of crypto builders who know the importance of code quality, team cohesion, and a culture of learning. ABOUT THE ROLE We are seeking a senior sales executive to own and scale relationships across the fintech, payments, and digital asset ecosystem, driving adoption of the protocol layer quietly powering the next generation of financial infrastructure. This is a rare opportunity to operate at the intersection of traditional finance and onchain markets, building the revenue engine for one of crypto's most critical pieces of infrastructure. We are looking for someone that will: - Own and scale the institutional pipeline through field sales and outbound execution Drive a consistent flow of high-quality institutional opportunities through a combination of outbound prospecting, ecosystem relationship development, and field sales effort - Build and maintain senior-level relationships across the ecosystem Develop and manage executive relationships across fintechs, payment platforms, wallets, tokenization platforms, and crypto infrastructure providers. Represent 0x at conferences and industry events to strengthen market presence and brand credibility. - Lead full-cycle, consultative sales for complex deals Own the end-to-end sales process from sourcing to close, including discovery, qualification, technical scoping (in partnership with engineering), and negotiation. Navigate multi-stakeholder sales cycles and clearly position 0x’s infrastructure and API products to both technical and business audiences. - Leverage market expertise to shape deal strategy Apply a strong understanding of market structure, ecosystem participants, and product positioning to inform deal strategy, accelerate decision-making, and drive successful outcomes. - Own and grow a strategic portfolio of institutional accounts Manage and expand relationships with accounts you originate, acting as a trusted advisor post-sale. Drive adoption, expansion, and long-term value creation while collaborating cross-functionally to ensure strong customer outcomes. Provide coverage across key accounts as needed. - Build and refine outbound motion and pipeline discipline Develop targeted outbound strategies across priority institutional segments. Continuously experiment with messaging, refine ICP definition, and establish scalable, repeatable prospecting approaches that complement field-driven pipeline generation. - Partner cross-functionally to build the GTM engine Work closely with Product, Engineering, Marketing, and Leadership to improve segmentation, pipeline visibility, and sales processes. Help define and operationalize the early sales playbook, including qualification frameworks, deal strategy, and account ownership models. - Contribute to commercial strategy and GTM design Collaborate with leadership on quota design, compensation structure, territory planning, and broader GTM strategy. Act as a key contributor in building a durable, institutional-grade revenue engine. - Act as a senior external representative of 0x Develop deep expertise in 0x’s infrastructure, APIs, and the broader crypto ecosystem. Serve as a credible, executive-level counterpart to institutional partners evaluating 0x. REQUIREMENTS - 8–15+ years of full-cycle B2B sales or strategic partnerships experience, with clear ownership of pipeline, quota, and revenue outcomes. - Familiarity with the institutional space, including tokenization platforms, payment platforms, and neobanks - Experience working with or selling into payments, stablecoins, or digital asset infrastructure use cases - Experience selling into institutional clients, such as neobanks, payment platforms, banks, asset managers, or crypto-native companies - Ability to engage with C-level stakeholders and external partners, acting as both a commercial lead and strategic advisor - Strong ability to sell technical products (e.g., APIs, infrastructure, developer tooling) and engage effectively with both technical and business stakeholders - Highly autonomous and adaptable; thrives in early-stage or evolving GTM environments with limited structure - Strong cross-functional collaborator, with experience working closely with Product, Engineering, and Leadership - Demonstrated ability to operate with high autonomy in an early-stage GTM environment with evolving processes and limited structure. - Collaborative mindset with the ability to partner closely across Product, BD, Leadership, and Operations. - High integrity, low ego, and strong alignment with building long-term value over short-term wins - Willingness to travel globally for customer meetings, conferences, and twice-annual team offsites. - Knowledge and passion for decentralized finance and the 0x mission https://0x.org/post/the-0x-mission-and-values#:~:text=greater%20financial%20sovereignty.-,Our%20mission,the%20same%20way%20that%20the%20internet%20has%20democratized%20access%20to%20information.,-Workshop%20Cafe%20in - Exhibit our core values https://0x.org/post/the-0x-mission-and-values#:~:text=Our%20core%20values,through%20these%20battles.: do the right thing, consistently ship, and focus on long-term impact PREFERRED - Experience in crypto infrastructure, DeFi, or blockchain ecosystems - A hybrid background in Web2 SaaS/B2B sales, bringing structured sales fundamentals while remaining adaptable to crypto’s pace. - Exposure to payments, stable-coins, or embedded finance - Familiarity with selling technical infrastructure or API-driven products. - Exposure to early GTM building, such as outbound program creation, segmentation, or sales playbook development. - Strong interest in or existing knowledge of DeFi, blockchain ecosystems, and the broader crypto landscape. BENEFITS - The base salary range for this position is USD $150,000 - $250,000 + commission (OTE) + equity + ZRX tokens + benefits. Within the range, individual pay is determined by job-related skills, experience, location, business needs, and candidate preferences between the different compensation elements. - Comprehensive insurance (medical/dental/vision/life/disability) for U.S.-based employees — 100% of base plan covered for you and dependents - 401k and FSA for U.S.-based employees - Monthly mobile phone bill, wellness, and pre-tax transportation expense - Covered mental health benefits (included professional therapy sessions) - A supportive remote environment - Lunch reimbursement for all employees across the globe! - Stipend for your ideal remote / WFH set-up: headphones, and any other work gear you may need - 12-week paid parental leave - Great office conveniently located in the SF Financial District for those in the region! - Flexible vacation: Take time when you need it (and we really mean it!) 0x and its associated entities are dedicated to fostering diversity, inclusion, and belonging in its teams and workforce, and are proud to be equal opportunity employers. 0x does not make employment or hiring decisions on the basis of race, color, creed, religion, sex (including those who are pregnant or have given birth), sexual orientation, gender, gender expression or identity, age, disability, medical condition, genetic information, military or veteran status, marital status, pregnancy, citizenship, national origin, immigration or citizenship status, political affiliation, or any other basis that is protected by applicable local, state, or federal laws. This includes not making such decisions based on the status itself, as well as any associations, perceptions, and assumptions made regarding these statuses. 0x will also consider qualified applicants with arrest and conviction records in a way that is consistent with San Francisco’s Fair Chance Ordinance and similar local laws. Our commitment to equal employment opportunity extends to ensuring that all applicants and employees can perform to their fullest potential, including through obtaining reasonable accommodations when necessary.