Head of Sales

Enterprise Sales Lead, Financial Institutions

Head of Sales Track

Location: New York City, NY, hybrid

Compensation: Competitive base salary, commission, equity, unlimited PTO, and full benefits. Expected base is in the mid-$100Ks to low-$200Ks and then uncapped commission, very high potential

About the Company

Shields Group Search is partnering with an early-stage financial infrastructure software company building a real-time orchestration and transaction layer across traditional and digital assets.

The company provides B2B infrastructure software, including an on-prem solution, that enables financial institutions, exchanges, asset managers, trading firms, market makers, and fintechs to integrate digital assets into existing workflows.

Its platform allows customers to transact across digital assets, traditional assets, and cash systems using real-time data and automation, eliminating fragmentation across backend systems, financial rails, and asset-specific interfaces.

Core capabilities include:

• Fiat-to-stablecoin payments and conversions
• Wallet rebalancing and netted settlements
• Sweeping, consolidation, and batched withdrawals
• Automated staking and asset-management workflows
• Programmable actions built on top of existing systems
• Unified transaction management and beneficiary ownership data
• Improved operational efficiency, treasury management, and transaction costs
• New revenue opportunities through digital financial products

The team brings experience from BlackRock, Google, Celo, Wanchain, Amdocs, JPMorgan, Amazon, Kraken, Microsoft, Bestow Insurance, and BAE Systems/NASA.

The company’s board and advisors include senior leaders with experience at Goldman Sachs, Google, the OCC, the New York Federal Reserve, UBS, Coinbase, Digital Asset, Pivotal, VMware, SWIFT, Stripe, Wise, and Block.

The Role

The company is looking for an accomplished enterprise software salesperson who has successfully sold complex solutions to financial institutions, including banks, asset managers, exchanges, trading firms, market makers, fintechs, payment providers, and other regulated financial-services organizations.

Fintech experience is strongly preferred. Digital-asset, stablecoin, tokenization, blockchain, or cryptocurrency infrastructure experience is highly valuable but not required. The primary requirement is a strong record of selling enterprise software into financial institutions.

This person will serve as a senior sales lead and may develop into the company’s Head of Sales based on experience and performance. The title could also be structured as Enterprise Sales Lead, Strategic Account Lead, Sales Director, or GTM and Revenue Lead.

Reporting directly to the CEO, you will combine enterprise sales, product strategy, marketing, and fintech knowledge to accelerate revenue growth. You will work closely with executive leadership, advisors, product, and engineering to expand the company’s customer and partner network.

This is an executive-track opportunity with the potential to build and lead the broader GTM organization over the next one to two years.

Key Responsibilities

Enterprise Sales and Pipeline Management

• Own existing and prospective enterprise accounts from initial conversation through signed agreement.
• Manage and prioritize a pipeline of 30 to 40 or more opportunities.
• Identify the highest-potential accounts and close relevant deals against quarterly goals.
• Build relationships with decision-makers across financial institutions.
• Navigate complex buying processes involving product, technology, legal, compliance, procurement, and executive stakeholders.

Go-to-Market Strategy

• Build a repeatable GTM playbook for future sales hires.
• Define the enterprise sales process, qualification methodology, pipeline structure, and account strategy.
• Create and refine sales collateral, pitch decks, technical documentation, and launch materials.
• Tailor positioning, demos, and messaging for different customer segments and use cases.
• Translate a complex financial infrastructure product into clear commercial narratives.

Partnerships and Industry Engagement

• Develop direct-sales and channel-partner distribution strategies.
• Establish relationships with consulting firms and other partners that support lead generation and solution delivery.
• Leverage the company’s board, advisors, and wider network to accelerate revenue.
• Build relationships across traditional finance, fintech, and digital assets.
• Represent the company at conferences, private events, and industry forums.

Metrics, Product Strategy, and Customer Feedback

• Track pipeline health, conversion rates, sales cycles, forecasts, and revenue.
• Use market data and competitive analysis to guide GTM priorities.
• Bring customer insights and enterprise requirements into the product roadmap.
• Identify product opportunities through customer conversations.
• Test pricing, packaging, and commercial assumptions with the market.
• Translate customer feedback into actionable recommendations for product and engineering.

Qualifications

• Approximately 10 or more years of overall professional experience.
• At least five to six years of direct sales experience.
• Proven success selling enterprise software to financial institutions.
• Experience selling to fintechs, banks, asset managers, exchanges, trading firms, market makers, or related organizations.
• Early-stage startup experience, ideally as one of the first three sales, revenue, or GTM hires.
• Demonstrated ability to manage a pipeline of 30 to 40 or more opportunities.
• Track record of closing complex enterprise deals.
• Experience creating repeatable GTM playbooks and sales processes.
• Experience with both direct sales and channel-partner or distribution sales.
• Strong fintech and financial-services technology knowledge.
• Digital-asset, stablecoin, tokenization, blockchain, or cryptocurrency infrastructure experience is preferred but not required.
• Understanding of banking pain points, payments, identity, multi-leg trades, and transaction orchestration.
• Experience using customer conversations to inform product strategy and pricing.
• Strong communication, analytical, and cross-functional leadership skills.
• Ability to operate independently with minimal oversight.
• Current understanding of trends across payments, identity, fintech, and digital assets.
• Must currently be based in the New York City area.