Account Executive - Kraken

Building the Future of Crypto Our Krakenites are a world-class team with crypto conviction, united by our desire to discover and unlock the potential of crypto and blockchain technology. **What makes us different?** Kraken is a mission-focused company rooted in crypto values. As a Krakenite, you’ll join us on our mission to accelerate the global adoption of crypto, so that everyone can achieve financial freedom and inclusion.

### New Business Development - Proactively identify, target, and engage prospective institutional clients across broker-dealers, prime brokers, hedge funds, asset managers, RIAs, multi-family offices, and proprietary trading firms. - Build and maintain a robust, qualified pipeline with consistent coverage across EMEA, North America, LatAm and APAC, with a focus on EU. - Lead discovery conversations that uncover client pain points across execution, settlement, custody, embedded digital asset trading, and on and off ramps. - Own and manage the full sales cycle from first contact to signed agreement, coordinating internal stakeholders as needed. ### Client Engagement & Relationship Management - Establish and deepen trusted relationships at MD, CTO, COO, Head of Digital Assets and Head of Trading or equivalent across varying levels within target institutions. - Conduct high-quality, tailored product demonstrations and commercial presentations, positioning Payward Services as the partner of choice for embedded digital asset trading and brokerage infrastructure. - Attend and represent Payward Services at key industry conferences, roadshows, and client events (e.g. Money2020, TOKEN2049, Consensus, EuroClear events). - Maintain accurate and timely CRM records (pipeline stage, contact mapping, meeting notes, next steps) to ensure full commercial visibility. ### Market Intelligence & Feedback Loop - Serve as the voice of the market internally, synthesising feedback from prospects and clients to inform product roadmap, pricing strategy, and go-to-market positioning. - Contribute to thought leadership efforts including white papers, event panels, and sales collateral development. ### Cross-Functional Collaboration - Partner with Product, Compliance, Legal, and Engineering to scope and structure deals, ensuring commercial viability and regulatory alignment. - Work closely with the Client Success and Onboarding teams to ensure a seamless transition from prospect to live client. - Collaborate with Marketing on targeted campaign strategies, account-based marketing, and event-led pipeline generation. - Support the refinement of commercial terms, MSAs, and partnership agreements in coordination with Legal.

### Skills you should HODL - 8+ years of institutional sales experience within financial services, with demonstrable success in a hunter/new business role. - Deep and active network of relationships with broker-dealers, prime brokers, hedge funds, asset managers, and/or RIAs at a decision-maker level. - Proven track record of closing complex, multi-stakeholder B2B deals with 6–7 figure ACV (annual contract value). - Strong understanding of brokerage infrastructure, execution services, prime services, or embedded trading / white-label solutions. - Working knowledge of crypto, digital assets, and blockchain technology, able to speak credibly to institutional audiences on topics including stablecoins, tokenised assets, custody, on-chain settlement, and DeFi. - Comfortable operating across multiple time zones and managing a global client base from a European base. - Excellent written and verbal communication skills in English; ability to distill complex technical and regulatory concepts into compelling commercial narratives. - Degree level education or equivalent professional experience in Finance, Economics, Business, or a related field. ### Nice to haves - Experience selling digital asset infrastructure, crypto prime brokerage, embedded finance, or API-based trading solutions. - Prior experience at a crypto exchange, digital asset custodian, prime broker, or fintech infrastructure provider. - Additional European language skills (German, French, Dutch, or Nordic languages a plus). - Familiarity with regulatory frameworks across key jurisdictions: MiFID, MiCA (EU), FCA (UK), MAS (Singapore), SEC/FINRA (US). - Experience engaging with compliance and legal teams within financial institutions as part of the sales process. - CFA, CAIA, or equivalent professional qualification.

Kraken (legally Payward, Inc.) is a US-based cryptocurrency exchange that facilitates trading of cryptocurrencies, stocks, futures, and ETFs in most US states. It serves over 10 million clients worldwide with $207 billion in quarterly trading volume and has expanded to tokenized equities for non-US customers.