Senior Sales Manager
You will work across all customer segments, from the world's largest financial institutions to crypto-forward companies. You'll lead customer conversations covering Ripple's digital asset custody, payments, OTC, trading, and stablecoin solutions, with a particular focus on digital asset custody, including platform security, governance, and operational controls. You'll advise customers on deployment models involving Key Management Systems (HSMs and MPC), permissioning frameworks, and features related to entitlements, policies, and governance controls, while partnering with senior institutional sales leaders and cross-functional teams to move deals from initial engagement to contract execution.
Responsibilities
- Identify and build commercial relationships with Ripple customers seeking digital asset solutions, including custody, payments, stablecoins, tokenization, and trading services
- Partner with senior institutional sales leaders to drive strategic opportunities across banks, custodians, broker-dealers, payment providers, asset managers, and other financial institutions
- Lead discovery, qualification, solution positioning, pricing discussions, and commercial negotiations for select accounts, driving opportunities from initial engagement through contract execution
- Support the sales process with functional and technical deep dives, working closely with Customer Solutions Directors and product specialists to address customer requirements
- Own and coordinate the RFx process, including competitive analysis, storyline development, response drafting, answer refinement, and review cycles with internal and external subject matter experts
- Coordinate pricing and commercial inputs across sales, finance, product, legal, and commercial stakeholders to develop competitive and scalable customer proposals
- Pressure-test commercial strategies, proposals, and RFx responses to ensure alignment with customer objectives, product capabilities, and Ripple's business goals
- Work cross-functionally to develop deal strategies, account plans, and executive engagement models that advance opportunities toward successful closure
- Maintain accurate deal records, including customer requirements, pricing assumptions, risks, blockers, competitive intelligence, and next-step action plans
- Assist the North American sales team in achieving quarterly and annual revenue targets
- Act as the voice of the customer and collaborate with product, marketing, and customer success teams to influence product roadmap priorities and drive new use cases for custody and other Ripple solutions
- Analyze client requirements and align them with product capabilities to develop compelling business cases and solution recommendations
- Conduct market research on digital asset custody, tokenization, stablecoins, and broader digital asset infrastructure trends to establish yourself as a trusted advisor to customers and prospects
Requirements
- Strong understanding of distributed ledger technology and digital asset use cases, including smart contracts, decentralized finance, and other applications
- Preferably, a solid understanding of the digital asset custody market
- Strong network with excellent relationships with large financial institutions, asset managers, and crypto natives who require digital asset custody solutions
- 10+ years of experience in Sales/Business Development, Software/IT Systems product management, Technical Sales, Solution Architecture, or equivalent
- 5+ years of relevant experience advising and selling to financial institutions
- Demonstrated track record of successful sales or business development support
- Ability to work effectively with team members, take on responsibility, and work independently
- Willingness to travel as required by client and company engagements
Benefits
- Professional development budget
- Competitive bonuses and equity
- Competitive benefits covering physical and mental healthcare, retirement, family forming, and family support
- Employee giving match
- Mobile phone stipend
- R&R days
- Generous wellness reimbursement and weekly onsite & virtual programming
- Generous vacation policy
- Industry-leading parental leave policies
- Family planning benefits
- Catered lunches, fully-stocked kitchens with premium snacks/beverages
- Team offsites, team bonding activities, and happy hours