5-8 years of B2B go-to-market (GTM) experience, focusing on sales motion from inception to scaling post-product-market fit.
Proven ability to close complex, multi-million dollar contracts with technical stakeholders in finance and payments.
Strong technical knowledge; capable of conducting demos and discussions without engineering support.
Hands-on familiarity with modern GTM tooling to build customized outbound strategies.
Experience navigating regulated deal structures, including compliance and banking partnerships.
Exceptional communication skills for influencing stakeholders across functions.
A player-coach mentality; eager to lead by example while building a new team.
Responsibilities
Own the end-to-end sales process from lead sourcing to closing high-value B2B contracts.
Manage the transition from contract signing to achieving the first million dollars in processed volume.
Develop and implement outbound sales strategies using CRM tools and signal-rich data.
Create a comprehensive pricing playbook and lead negotiations with clients.
Foster product-led growth initiatives by collaborating with product teams on self-serve features.
Document successful strategies into a scalable playbook for team training and growth.
Hire and mentor new team members as the sales volume grows, ensuring operational alignment.
Benefits
Flexible working arrangements to promote work-life balance.
Opportunity for professional development and mentorship.
Dynamic work environment with a focus on innovation within the fintech sector.
Collaboration with a team of experts in payments and compliance fields.
Engagement with emerging financial technologies and market trends.
Full Job Description
What you'll do
Full-cycle revenue ownership: Source, qualify, demo, negotiate, and close multi-million dollar B2B contracts across our four core ICP segments: cross-border PSPs and MTOs, neobanks and digital banks, fintech platforms, and stablecoin infrastructure and FX. You complement and amplify founder-led sales. Founders stay on the calls. You own the cadence, the close, and the commercial.
Activation, contracted to live: Own the path from signed deal to first $1M in volume processed. Most of Infinite's ACV unlocks at activation, not at signature, so closing the loop across contract execution, technical integration, compliance onboarding, and customer ramp is where this role lives. Pull in Erebor, our compliance partners, and engineering when the deal calls for it.
Outbound engine and GTM systems: Build the outbound motion with Clay, HubSpot, and Unify against signal-rich lists in each ICP segment. Stand up the CRM, pipeline tracking, and reporting infrastructure. Own inbound sequencing from content-driven awareness through demo, and codify the qualification rubric so the next seller does not have to relearn it.
Commercial and contract delivery: Build the pricing playbook spanning transfer fees, FX spread, compliance, and platform fees. Lead commercial negotiation. Own SOWs, SLAs, and regulated contract structures end to end alongside legal, compliance, and our sponsor bank partner.
Product-led growth and the developer funnel: Over time, build the bottoms-up motion that feeds enterprise pipeline. Partner with product to shape self-serve signup, sandbox integration, and the path to first live transfer. Define the product-qualified-lead signals that separate a tire-kicker from a future seven-figure account, and build the handoff that routes high-intent accounts into compliance onboarding and sales-assisted activation. Self-serve is the top of the funnel. Activation to live volume is still the prize.
Team and playbook: Codify what works into a playbook that survives your scaling. Hire and lead the first SDR and forward-deployed technical account manager under you, when the volume justifies it, not before. Close the loop with product, compliance, and engineering on what to build next based on what closes and what stalls.
Who you are
5 to 8+ years of B2B GTM experience, including ownership of a 0-to-1 sales motion and scaling it past initial product-market fit.
A track record of closing complex, multi-million dollar B2B contracts with technical buyers (Heads of Payments, Treasury, Risk, and Compliance, plus CTOs and CFOs), including deals where you displaced an incumbent vendor.
Deep technical fluency. You can run discovery and demo a payments, infrastructure, or compliance product without engineering in the room, and read an API spec without translation.
Hands-on expertise with the modern GTM stack (Clay, HubSpot, Apollo, Default, Unify, or equivalents), and the ability to bend these tools into a custom, signal-driven outbound machine against a defined ICP.
Comfort in regulated, partner-heavy deal structures, including sponsor bank, KYB and AML vendor, and compliance partner negotiations. SOWs and SLAs that hold up under regulatory scrutiny are familiar territory.
Excellent written and verbal communication, and the ability to influence cross-functional stakeholders inside and out.
A player-coach mindset. You want to carry a bag yourself for the next 12 to 18 months while building the team and playbook under you.
Qualifications
You have sold into fintech, payments, banking, or compliance-heavy buyers.
Background at Stripe (or Bridge pre-acquisition), Plaid, Modern Treasury, Sardine, Ramp, Mercury, or similar payments and infrastructure companies.
Cross-border payments, treasury, or FX experience, particularly in markets where compliance is a wedge rather than a hurdle.
Network or marketplace business model experience, where each customer makes the next one easier to close.
Experience building or scaling a product-led growth motion at a developer-first or API company, including self-serve onboarding and activation funnel design.
Fluency with product analytics (Amplitude, Mixpanel, PostHog, or equivalents): defining activation metrics, building funnels, and surfacing PQLs from usage data.
Forward-deployed model exposure (Palantir, Anduril, or Snowflake deployment teams, or similar).
Familiarity with stablecoins, the GENIUS Act, or other emerging regulated financial infrastructure.
Prior leadership or mentorship in a high-growth go-to-market team.
