Head of Crypto Solutions

This is a fully remote position, open to applicants in Estonia.

📋 Description

• Take ownership of launching a new product within the company's product lineup.

• Establish the commercial strategy, identify target segments, articulate the value proposition, and develop the go-to-market plan.

• Identify and assess B2B customer requirements, market opportunities, and relevant use cases.

• Be ready to discuss product functionality and set priorities.

• Address obstacles and dependencies involving other departments.

• Convert market insights and client requests into product requirements and roadmap priorities.

• Collaborate closely with the Product team on MVP launch, feature prioritization, and enhancements.

• Create commercial proposals, presentation materials, business cases, and sales enablement resources.

• Monitor essential business metrics: pipeline, conversion rates, revenue potential, product adoption, and client feedback.

• Cultivate relationships with clients, partners, fintech companies, cryptocurrency enterprises, payment providers, and institutional players.

⛳️ Requirements

• Background in fintech, cryptocurrency, blockchain, payments, or digital assets.

• Experience with B2B products.

• Familiarity with the B2B sales cycle, including lead generation, discovery, pitching, negotiations, and closing.

• Involvement in the launch of a new product, market, or business area.

• Capability to convert client specifications into product requirements.

• Knowledge of revenue, pricing, pipeline management, conversion, and product-market fit.

• A minimum of 3 years in business development, B2B sales, commercial strategy, product management, or ownership roles.

• Strong grasp of B2B sales processes, client acquisition, lead generation, negotiations, and partnership development.

• Proven track record in fostering relationships with business clients and transforming market opportunities into commercial success.

• Skills in product management: requirement gathering, prioritization, roadmap contributions, MVP delivery, and cross-functional collaboration.

• Ability to comprehend client needs and translate them into clear product and business specifications.

• Strong commercial acumen with an emphasis on revenue, client value, and product-market alignment.

• Analytical mindset with the ability to work with business metrics, market data, and sales funnel performance.

• Excellent skills in communication, presentation, and stakeholder management.

• Proficiency in English.

• Preferred qualifications: Experience in launching a B2B product from the ground up, familiarity with solutions like Cryptoprocessing or Fireblocks, an existing network in the crypto, fintech, payments, exchanges, wallets, OTC, or institutional digital assets sectors, experience in enterprise sales, strategic partnerships, or key account management, knowledge of blockchain infrastructure, crypto payments, custody, exchanges, liquidity, or payment processing, and basic understanding of AML/KYC, compliance, risk, or regulated financial products.

🏝️ Benefits

• Benefit Bar – up to €250/month

• Fully remote work from nearly any location

• Options for office space and relocation assistance

• Budget for courses, certifications, and professional growth

• Support for language learning

• Access to mental health resources

• Financial assistance for significant life events

• Merch shop featuring a rewards system

• Team offsite gatherings and company events