Sales Strategy and Operations Manager

## 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. For over a decade, Kraken’s focus on our mission and crypto ethos has attracted many of the most talented crypto experts in the world. Before you apply, please read the [Kraken Culture](https://www.kraken.com/culture) page to learn more about our internal culture, values, and mission. We also expect candidates to familiarize themselves with the Kraken app. Learn how to create a Kraken account [here](https://support.kraken.com/hc/en-us/articles/226090548-How-to-create-an-account-on-Kraken). As a fully remote company, we have Krakenites in 70+ countries who speak over 50 languages. Krakenites are industry pioneers who develop premium crypto products for experienced traders, institutions, and newcomers to the space. Kraken is committed to [industry-leading security](https://blog.kraken.com/crypto-education/security-at-kraken), [crypto education](https://blog.kraken.com/category/crypto-education), and [world-class client support](https://blog.kraken.com/crypto-education/support-at-kraken) through our products like [Kraken Pro](https://pro.kraken.com/), [Desktop](https://www.kraken.com/desktop), [Wallet](https://www.kraken.com/wallet), and [Kraken Futures](https://www.kraken.com/features/futures). **Become a Krakenite and build the future of crypto!**

## The opportunity - Act as a strategic partner to Institutional Sales, helping analyze and optimize the GTM pipeline and overall sales process - Evaluate current workflows and identify bottlenecks, inefficiencies, and areas for improvement across the institutional sales funnel - Build and refine scalable processes that improve sales effectiveness and can be rolled out across teams and regions - Own sales reporting and analytics, delivering clear insights that inform decision-making and drive performance - Collaborate with product marketing managers to build sales collateral and enablement materials (playbooks, frameworks, client-facing content) to support institutional sellers - Help define how success is measured, including pipeline health, conversion, and performance metrics - Identify opportunities to automate workflows and simplify processes to reduce friction for sellers - Ensure tools and systems are structured in a way that sales teams actually want to use, focusing on usability and adoption - Partner closely with Sales, Marketing, BizOps, Finance, and Product to align on priorities and execution

## Skills you should HODL - 4-6 years of experience in Sales Strategy, Business Operations, or Consulting, with a focus on GTM and pipeline analysis - Deep understanding of sales funnels, pipeline management, and GTM processes, ideally within institutional or B2B environments - Proven ability to analyze data, build reporting, and translate insights into action - Experience building scalable processes and frameworks that improve sales performance - Ability to create collateral and reporting that supports sellers and drives outcomes - Strong problem-solving skills with the ability to think on your feet and operate in fast-moving environments - Clear understanding of how to measure success and scale initiatives effectively - Experience identifying and implementing automation opportunities to improve efficiency - Strong communication skills and ability to work cross-functionally across teams and stakeholders

## Nice to haves - Familiarity with CRM tools (e.g., Salesforce), but not a primary focus - Background in crypto, fintech, or institutional client environments - Experience supporting institutional sales teams or complex GTM motions

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.