Senior Sales Lead, Custody & Wealth Management - Kraken

Building the Future of Open Finance

Payward - the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services and CF Benchmarks - has spent the last 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry, built to advance an open, global financial system.

The Team

Payward Services (PWS) is the Infrastructure arm of Payward, giving regulated businesses direct API access to the infrastructure that has powered Kraken for 15+ years. Payward holds 100+ regulatory licences, operates in 190+ jurisdictions, and processes $2T+ in annual volume.

Operated through Payward’s regulated entities, custody combines segregated client accounts, institutional-grade key management and cold storage, independent audit and control reporting, and direct connectivity into Kraken's exchange, staking, and financing rails.

The Opportunity

As Senior Sales Lead, Custody & Wealth Management, you will lead the go-to-market efforts for Payward's custody offering, including qualified custody, across two key motions:

• Institutional custody sales: Sell to banks, neobanks, fintechs, payment companies, brokerages, exchanges, asset managers, and any business that needs regulated digital asset custody globally.
• B2B2C wealth solutions: Work with Product to design and launch embedded custody and digital asset solutions for private banks, wealth managers, family offices, and platforms.

You will report to the Global Head of Sales, Payward Services, as a senior individual contributor working closely with Solution Engineering, Product, Legal, Compliance, and Onboarding.

Key Responsibilities

• Grow assets under custody and custody revenue as the primary outcomes, with clear ownership of targets, forecasting, and pipeline discipline.
• Develop commercial frameworks across custody, trading, and yield products including vaults and staking.
• Lead revenue across a range of relationships from long-cycle RFP-driven enterprise mandates to mid-market motions for funds, corporates, and crypto-native clients.
• Own the full client lifecycle from qualification and diligence through agreement negotiation, onboarding, and expansion.
• Build and scale revenue growth in the custody and wealth management vertical using an AI-first approach to tooling, pipeline management, and operational efficiency.
• Establish Payward as the default custodian across the institutional ecosystem, fund administrators, wealth managers, and service providers.
• Partner cross-functionally with Product, Engineering, Security, Legal, Compliance, Risk, and Finance.
• Expand Payward's custody footprint across the UK, Europe, US, APAC, and other priority markets.
• Feed the product roadmap with structured client demand: asset and chain coverage, staking, reporting, integrations, and collateral mobility.

What You Bring

• 7+ years of experience building and scaling B2B or B2B2C revenue organizations within digital asset custody, wealth management, traditional custody, asset servicing, or regulated financial infrastructure.
• Proven track record closing and expanding complex, long-cycle mandates with institutional clients where security, regulatory, and operational diligence are central.
• Deep understanding of the wealth management space, institutional custodian selection, risk and investment committees, asset segregation, and bankruptcy remoteness.
• Experience structuring custody economics (AUC-based pricing, minimums, revenue-share models, multi-product agreements).
• Strong commercial judgment, negotiation skills, and executive presence at the C-suite and board level.
• Experience building and leading high-performing global Sales and BD teams.
• Demonstrated ability to implement AI-first sales tooling and CRM discipline.
• Genuine conviction in crypto and the future of financial market infrastructure, or deep transferable expertise from traditional custody or prime brokerage.

Nice to Haves

• Direct experience selling qualified custody, staking, or prime brokerage services to institutional clients.
• Relationships across the institutional service provider ecosystem: fund administrators, auditors, consultants, transfer agents, and ETF issuers.
• Working knowledge of institutional key management (MPC, HSM, multi-sig), cold storage architecture, and off-exchange settlement.
• Familiarity with KYC/AML frameworks and digital asset licensing regimes across multiple jurisdictions.
• Experience scaling a B2B sales motion from founder-led origination to a structured, team-driven engine.
• Exposure to staking economics and validator operations.