VP Institutional Sales, US

Back to all rolesVP Institutional Sales, USApplyJob detailsDepartments / SalesNew YorkFull-time$140,000 USD - $200,000 USDJoin a team of experts in building the next generation of financial systems.We’re hiring a VP Institutional Sales, US to lead enterprise sales across the region and establish Dfns as the wallet infrastructure partner for banks and fintechs. Reporting to the Head of Americas, you will own institutional sales across the region, driving revenue growth and building long-term relationships with financial institutions adopting our platform. You will source, qualify, and close complex enterprise deals while working closely with product, engineering, and customer teams to support successful deployments. You bring credibility in financial services, the ability to discuss technical systems with engineers and architects, and experience navigating long enterprise sales cycles in regulated markets.ResponsibilitiesLead institutional sales across the US, working closely with the Head of Americas.Drive revenue growth and deliver regional ARR targets.Build trusted relationships with banks, fintechs, exchanges, and digital asset companies.Source, qualify, and close complex enterprise opportunities across the region.Lead RFPs, RFIs, and procurement processes with financial institutions.Manage long enterprise sales cycles from initial engagement to contract signature.Work closely with product teams to support technical evaluations and solution design.Support successful deployments and long-term account expansion.Monitor market trends, regulatory developments, and competitor activity across the US.Represent Dfns at industry events, conferences, and ecosystem gatherings.Travel across the region to meet clients, prospects, and partners.Requirements8+ years of enterprise sales experience, ideally selling infrastructure or financial technology.Proven track record of closing large institutional deals with banks or financial institutions.Strong understanding of financial markets, fintech infrastructure, or digital asset ecosystems.Experience selling blockchain infrastructure, custody, wallets, or fintech APIs is a strong plus.Ability to translate complex technical systems into clear business value.Strong communicator, comfortable engaging with executives, product, and engineering teams.Excellent negotiation, presentation, and relationship-building skills.Entrepreneurial mindset with the ability to operate in fast-growing environments.Proficiency with CRMs and modern sales tooling.Fluent in English (additional Spanish is a plus).Recruiting ProcessIntro call with Co-CEO (30 min)Personality and cognitive tests (45 min)Focus interviews with the hiring panel (90 min)Pre- & Post-sales fundamentalsMarket & opportunitiesCulture fitFinal interview with CEO (30 min)Reference calls and background checksTermsTitle: VP Institutional Sales, USSalary: $140,000-$200,000 per year (full-time)Bonus: Performance-based commission planEquity: 100–200 stock options vested over 4 yearsBenefits: Healthcare, pension plan, and travel expensesLocation: United States (remote-first, office optional)Equipment: MacBook Air + essentialsUpload your resume to autofill the applicationUploadFirst name *Last name *Email *Dial codePhone numberLinkedIn profile *Please upload your resume (preferably as a PDF file) *Click or drag file to uploadSupported file format: .PDF; Maximum file size: 10.49 MB; Maximum file: 1;Untitled sectionCover letterYour answer0/10000AI disclaimerThis application process may use AI-enabled systems to support candidate evaluation based on factors such as experience, technical skills, and qualifications. All processing is carried out in accordance with applicable data protection, AI governance, and labour laws. Human oversight is maintained at all stages, and final hiring decisions are made by people. Personal data submitted as part of this application is not used to train AI models.I have read and understood the privacy policy and acknowledge that...