Borderless's first true Head of Sales. Sales has been founder-led to date, which produced clarity on ICP, pricing, and proof points plus an existing pipeline - but founder time is now the bottleneck. This hire takes the motion over and builds the function: outbound pipeline, end-to-end closing, and eventually a team.
The sale is consultative, technical, and educational (stablecoin infrastructure), not transactional.
No direct reports initially; a solutions engineer (Dana) currently fields inbound.
ICP: crypto-native PSPs, fintechs, wallets, and remittance companies - plus the locally licensed providers themselves (both network partners and customers).
Key Responsibilities- Build and execute the outbound sales motion; inbound exists but is noisy - outbound is the priority.
- Own the end-to-end sales cycle: prospecting, qualifying, pitching, negotiating, closing.
- Travel constantly - the cycle is conference-heavy (heavily LatAm) and deals rarely close without meeting in person.
- Run a tight product-sales feedback loop with the technical team; things change fast at this stage.
- Consistently hit revenue targets while building a long-term pipeline and, over time, the sales team.
A
7-10+ years in sales/BD - at Head of Sales (or adjacent) level, or a CV clearly leading up to it.
B
Experience in payments OR crypto/stablecoins (either works; crypto is a big plus, not a must). Must be broadly in fintech.
C
Consultative, technical selling experience - API-first SaaS or infrastructure products.
Bonus Skills
• Existing personal book of decision-maker relationships at ICP companies - shortens the sales cycle from day one.
• Fluent Spanish - much of the network, customer base, and conference circuit is LatAm-based.
• Direct stablecoin/crypto-payments vertical experience.
Ideal Background
• Strongest signal - stablecoin/crypto payments: Bridge, ZeroHash, Conduit, Bitso, Circle.
• Also strong - wallet infrastructure: Utila, Turnkey, Dfns.
• Also strong - LatAm fintech/payments: Trace Finance, aggregators.
• Lean startup over big enterprise: someone who wore many hats at a small company beats someone with one defined lane at a Fireblocks-scale org.
• Calibration profile named by the client: Frida Vargas (ex-Bitso, Mexico City).
