Senior Sales Lead, Custody & Wealth Management

As Senior Sales Lead for Custody & Wealth Management at Payward (the parent company of Kraken), you will lead go-to-market efforts for Payward's custody offering across institutional custody sales and B2B2C wealth solutions. You report to the Global Head of Sales, Payward Services, and work closely with Solution Engineering, Product, Legal, Compliance, and Onboarding to establish Payward as the default custodian across the institutional ecosystem.

What you'll do

• Grow assets under custody and custody revenue as primary outcomes, with clear ownership of targets, forecasting, and pipeline discipline
• Lead revenue across institutional custody sales to banks, neobanks, fintechs, payment companies, brokerages, exchanges, asset managers, and other businesses needing regulated digital asset custody 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
• Develop commercial frameworks across custody, trading, and yield products including vaults and staking
• Own the full client lifecycle from qualification and diligence through agreement 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, with an AI-first approach to tooling, pipeline management, and operational efficiency
• Lead and define the global go-to-market strategy for custody across institutional segments including asset managers, ETF and fund issuers, hedge funds, market makers, prop firms, banks, wealth platforms, corporates, treasuries, family offices, token issuers, foundations, and exchanges requiring third-party custody
• Establish Payward as the default custodian across the institutional ecosystem, fund administrators, wealth managers, family offices, consultants, prime brokers, OTC desks, and service providers shaping the custodian space
• Partner cross-functionally with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align commercial strategy with platform capability and regulatory requirements across each entity
• Expand Payward's custody footprint across the UK, Europe, US, APAC, and other priority markets with clear view on licensing constraints and market entry sequencing
• Feed the product roadmap with structured client demand around asset and chain coverage, staking, reporting and integrations, collateral mobility, and off-exchange settlement

What you bring

• 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 mandates with institutional clients where security, regulatory, and operational diligence sit at the center of the buying decision
• Deep understanding of the wealth management space, how institutions select a custodian, risk and investment committees, operational due diligence, asset segregation and 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 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
• Genuine conviction in crypto and the future of financial market infrastructure, or deep, transferable expertise from traditional custody, fund services, or prime brokerage with a clear path to crypto fluency

Nice to have

• Direct experience selling qualified custody, staking, or prime brokerage services to institutional clients
• Relationships across the institutional service provider ecosystem including fund administrators, auditors, consultants, transfer agents, and ETF issuers
• Working knowledge of institutional key management such as MPC, HSM, and multi-sig, cold storage architecture, off-exchange settlement, and collateral mobility
• Familiarity with KYC/AML frameworks and digital asset licensing regimes across multiple jurisdictions
• Experience scaling a B2B sales motion from founder-led or relationship-led origination to a structured, team-driven engine
• Experience selling into token issuers, foundations, and protocol treasuries alongside traditional financial institutions
• Exposure to staking economics, validator operations, and the reporting institutions expect around both
• International experience with US and European market knowledge

About Payward

Payward is the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services, and CF Benchmarks. The company has spent 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry. Payward holds 100+ regulatory licences, operates in 190+ jurisdictions, and processes $2T+ in annual volume. The company is backed by strategic investors including Citadel Securities, Jane Street, Deutsche Börse, and Nasdaq, and has applied for a national trust company charter to offer custody and trust services to institutional and high-net-worth clients across the US.