Head of Sales

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

📋 Description

• Report directly to the Chief Commercial Officer and take charge of the global sales function.

• Contribute to VALR’s overall commercial strategy and growth objectives.

• Own and implement the global sales strategy, ensuring accountability for revenue growth, enterprise sales, and institutional client acquisition.

• Build, lead, and scale a high-performing global sales team, establishing targets, territories, KPIs, pipeline expectations, and performance standards.

• Manage and operationalise the sales CRM and associated sales tools, ensuring accurate visibility of the pipeline, reporting, and forecasting.

• Develop and execute go-to-market strategies for institutional, enterprise, payments, and B2B offerings across key markets.

• Drive the acquisition of enterprise customers, financial institutions, payment providers, fintechs, and strategic clients.

• Manage the entire sales lifecycle from prospecting and qualification to solution development, negotiation, contracting, and account expansion.

• Create strategic account plans to enhance retention, cross-selling, upselling, and long-term revenue growth.

• Lead the commercialization of new products and services, including market positioning, value propositions, pricing, and sales enablement.

• Identify and assess new market and revenue opportunities, developing scalable sales strategies in collaboration with relevant teams.

• Collaborate with Partnerships, Product, Engineering, Marketing, and Operations on product development and go-to-market strategies.

• Foster and maintain senior relationships with enterprise customers, institutional clients, banks, payment providers, fintechs, and participants in the digital asset ecosystem.

• Represent VALR in executive customer engagements, strategic negotiations, industry events, and commercial forums.

• Work alongside Legal, Compliance, Risk, and Finance to ensure scalable, viable, and compliant sales activities and agreements.

• Monitor and enhance sales performance, pipeline health, revenue, conversion rates, customer acquisition, and other commercial KPIs.

⛳️ Requirements

• Minimum of 6 years’ experience in sales, business development, enterprise sales, commercial strategy, or market expansion within the fintech, financial services, payments, or digital asset sectors.

• At least 2 years in a senior sales leadership position.

• Proven experience leading high-performing sales teams and achieving revenue growth across diverse markets and customer segments.

• Demonstrated success in developing and implementing global sales strategies for customer acquisition, revenue growth, retention, and market expansion.

• Experience in negotiating and closing complex, high-value deals with institutional, enterprise, financial services, or strategic clients.

• Strong understanding of the global cryptocurrency, stablecoin, fintech, and payments landscape.

• Experience in leading international sales expansion, including market prioritization, go-to-market strategies, pipeline development, and sales execution.

• Experience in pricing, deal structuring, contract negotiations, forecasting, and revenue planning.

• Ability to identify new sales opportunities and transform market opportunities into measurable revenue.

• Experience leveraging customer and market insights to shape product positioning, sales strategies, and commercial opportunities.

• Capability to collaborate cross-functionally with Product, Engineering, Marketing, Legal, Compliance, Operations, and Finance teams.

• Exceptional leadership, negotiation, stakeholder management, communication, and executive influencing skills.

• Bachelor’s degree in Business, Commerce, Economics, Finance, or a related field is required.

• Functional expertise in global sales strategy and execution, sales leadership and performance, enterprise and institutional sales, pipeline and revenue management, commercial negotiation and deal execution, market expansion and go-to-market strategies, executive relationship management, and market intelligence and sales strategy.

🏝️ Benefits

• Innovative work environment.

• Work from anywhere with secure, stable internet connectivity.

• Annual professional development allowance.

• Scheduled company training sessions.

• Competitive salary.

• Discretionary bonuses.

• Preferential Tier 5 trading fees with no monthly trading volume required.

• Diversity, equity, and belonging initiatives.

• Statutory leave as mandated by individual countries.

• Flexible leave options.

• Lunch provided when working from the Johannesburg Head Office.

• Social gatherings outside of work.

• Collaborate with colleagues from around the globe.

• Regular recognition of employee achievements.

• Retreats that combine professional development with team bonding.

• Mac laptop provided.

• Discretionary allowance for home-office equipment; laptops and extras belong to you after three years, subject to terms and conditions.