Senior Sales Lead, Custody & Wealth Management

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

📋 Description

• Spearhead go-to-market initiatives for Payward's custody services, including qualified custody, within institutional custody sales and B2B2C wealth solutions.

• Market regulated digital asset custody solutions to banks, neobanks, fintechs, payment processors, brokerages, exchanges, asset managers, and various businesses worldwide.

• Collaborate with Product teams to design and implement embedded custody and digital asset solutions aimed at private banks, wealth managers, family offices, and platforms catering to high-net-worth clients.

• Report directly to the Global Head of Sales at Payward Services as a senior individual contributor.

• Work in conjunction with Solution Engineering, Product, Legal, Compliance, and Onboarding teams.

• Represent the custody and wealth market perspective in strategic roadmap discussions.

• Define and guide the global go-to-market strategy across institutional segments.

• Drive the growth of assets under custody and custody revenue, managing targets, forecasting, and maintaining pipeline discipline.

• Create commercial frameworks that encompass custody, trading, and yield products, including vaults and staking.

• Oversee revenue generation for long-cycle enterprise RFP initiatives and mid-market approaches.

• Manage the client lifecycle from qualification and diligence to negotiation, onboarding, and expansion into staking, trading, collateral, and settlement.

• Build and enhance revenue growth within the custody and wealth management sectors across a global Sales and Business Development organization using AI-driven tools.

• Position Payward as the leading institutional custodian among financial institutions and service providers.

• Collaborate with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to synchronize commercial strategies with platform capabilities and regulatory obligations.

• Broaden Payward’s custody presence in the UK, Europe, US, APAC, and other key markets.

• Contribute to the product roadmap by providing structured client demand insights on asset and chain coverage, staking, reporting, integrations, collateral mobility, and off-exchange settlement.

⛳️ Requirements

• 7+ years of experience in building and scaling B2B or B2B2C revenue organizations within digital asset custody, wealth management, traditional custody and asset servicing, or regulated financial infrastructure.

• Demonstrated success in securing and expanding complex, long-cycle institutional mandates that involve security, regulatory, and operational diligence.

• Comprehensive knowledge of wealth management, custodian selection, risk and investment committees, operational due diligence, asset segregation, bankruptcy remoteness, insurance, audit and control reporting, and multi-custodian mandates.

• Extensive experience in structuring custody economics, including AUC-based pricing, minimums, revenue-sharing models, and multi-product commercial agreements.

• Strong commercial acumen, negotiation capabilities, and executive presence at the C-suite and board level.

• Proven track record in building and leading high-performing Sales and Business Development teams on a global scale.

• Demonstrated ability to implement AI-driven sales tools, maintain CRM discipline, and develop scalable go-to-market systems.

• International experience is highly desirable; familiarity with US and European markets is a plus.

• Genuine enthusiasm for cryptocurrency and the future of financial market infrastructure, or transferable expertise from traditional custody, fund services, or prime brokerage with a pathway to crypto fluency.

• Direct experience in selling qualified custody, staking, or prime brokerage services to institutional clients is preferred.

• Established relationships across institutional service providers are advantageous.

• Working knowledge of institutional key management, including MPC, HSM, multi-signature systems, cold storage architecture, off-exchange settlement, and collateral mobility is preferred.

• Familiarity with KYC/AML frameworks and digital asset licensing regulations across multiple jurisdictions is preferred.

• Experience in scaling B2B sales initiatives is preferred.

• Experience in selling to token issuers, foundations, and protocol treasuries is preferred.

• Exposure to staking economics, validator operations, and institutional reporting is preferred.

🏝️ Benefits

• Remote work arrangement available.

• Opportunity to engage with a globally accessible financial infrastructure platform.

• Collaborate with regulated entities and institutional-grade custody infrastructure.

• Work within a global team and an international environment.

• Commitment to equal opportunity employment.

• Consistent application of job-related skills or work-style assessments.

• Ongoing acceptance of applications unless a deadline is specified.