Senior Sales Lead, Custody & Wealth Management

The role of Senior Sales Lead, Custody & Wealth Management at Payward involves leading the go-to-market efforts for the company's custody offerings. Payward, the parent company behind Kraken, is a leading financial infrastructure platform that supports an open, global financial system. The company operates in various sectors, including trading, payments, custody, banking, asset management, and services. The main day-to-day responsibilities include growing assets under custody and custody revenue, developing commercial frameworks, and leading revenue across various relationships. This involves managing the full client lifecycle, from qualification and diligence to agreement negotiation, onboarding, and expansion. The role also requires building and scaling a revenue growth strategy, establishing Payward as a default custodian, and partnering with cross-functional teams to align commercial strategy with platform capabilities. Additionally, the role involves expanding Payward's custody footprint across key markets and feeding the product roadmap with structured client demand. To qualify for this role, candidates must have 7+ years of experience in building and scaling B2B or B2B2C revenue organizations within digital asset custody, wealth management, traditional custody, asset servicing, or regulated financial infrastructure. A proven track record of closing and expanding complex, long-cycle mandates with institutional clients is essential. Candidates should also have a deep understanding of the wealth management space, including how institutions select a custodian, risk and investment committees, and operational due diligence. Experience in structuring custody economics, strong commercial judgment, and negotiation skills are also required. Additionally, candidates must have experience building and leading high-performing global Sales and BD teams, and demonstrated ability to implement AI-first sales tooling, CRM discipline, and scalable go-to-market systems. International experience, particularly in the US and European markets, is strongly preferred. Nice-to-have skills include direct experience selling qualified custody, staking, or prime brokerage services. The role is based in a dynamic team environment with a focus on innovation and growth. Payward offers a unique opportunity to work in a cutting-edge financial infrastructure company with a global presence and a strong commitment to advancing open finance. What the role asks for: - 7+ years of experience in building and scaling B2B or B2B2C revenue organizations within digital asset custody, wealth management, traditional custody, asset servicing, or regulated financial infrastructure - Proven track record closing and expanding complex, long-cycle mandates with institutional clients - Deep understanding of the wealth management space - Deep experience structuring custody economics - Strong commercial judgment, negotiation skills, and executive presence at the 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, particularly in the US and European markets (nice to have) - Direct experience selling qualified custody, staking, or prime brokerage services (nice to have)