At a Glance
- Tasks: Drive new business in the crypto space and build strategic partnerships globally.
- Company: Join Kraken, a leading player in the digital asset economy.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Dynamic team culture that values diversity and encourages passion for crypto.
- Why this job: Be at the forefront of crypto innovation and make a real impact.
- Qualifications: 8+ years in institutional sales with a strong network in finance.
The predicted salary is between 80000 - 100000 € per year.
Building the Future of Crypto. Kraken's Payward Services team is seeking a high-calibre Institutional Account Executive to lead new business development across the global brokerage and embedded trading landscape. This is a senior individual-contributor role for a self-directed sales professional who can operate as a genuine bridge between traditional financial markets and the digital asset economy. The successful candidate will bring an established network of relationships with broker-dealers, prime brokers, asset managers, hedge funds, RIAs, and family offices and will be responsible for identifying, qualifying, and closing strategic partnerships and revenue-generating accounts globally. This is a hunter role. The individual will own their pipeline end-to-end from outbound origination through to contract execution and early-stage client success handoff. They will work in close partnership with product, compliance, legal, and engineering teams to ensure client requirements are translated into winning proposals.
The opportunity
- New Business Development
- Proactively identify, target, and engage prospective institutional clients across broker-dealers, prime brokers, hedge funds, asset managers, RIAs, multi-family offices, and proprietary trading firms.
- Build and maintain a robust, qualified pipeline with consistent coverage across EMEA, North America, LatAm and APAC, with a focus on EU.
- Lead discovery conversations that uncover client pain points across execution, settlement, custody, embedded digital asset trading, and on and off ramps.
- Own and manage the full sales cycle from first contact to signed agreement, coordinating internal stakeholders as needed.
- Client Engagement & Relationship Management
- Establish and deepen trusted relationships at MD, CTO, COO, Head of Digital Assets and Head of Trading or equivalent across varying levels within target institutions.
- Conduct high-quality, tailored product demonstrations and commercial presentations, positioning Payward Services as the partner of choice for embedded digital asset trading and brokerage infrastructure.
- Attend and represent Payward Services at key industry conferences, roadshows, and client events (e.g. Money2020, TOKEN2049, Consensus, EuroClear events).
- Maintain accurate and timely CRM records (pipeline stage, contact mapping, meeting notes, next steps) to ensure full commercial visibility.
- Market Intelligence & Feedback Loop
- Serve as the voice of the market internally, synthesising feedback from prospects and clients to inform product roadmap, pricing strategy, and go-to-market positioning.
- Contribute to thought leadership efforts including white papers, event panels, and sales collateral development.
- Cross-Functional Collaboration
- Partner with Product, Compliance, Legal, and Engineering to scope and structure deals, ensuring commercial viability and regulatory alignment.
- Work closely with the Client Success and Onboarding teams to ensure a seamless transition from prospect to live client.
- Collaborate with Marketing on targeted campaign strategies, account-based marketing, and event-led pipeline generation.
- Support the refinement of commercial terms, MSAs, and partnership agreements in coordination with Legal.
Skills you should HODL
- 8+ years of institutional sales experience within financial services, with demonstrable success in a hunter/new business role.
- Deep and active network of relationships with broker-dealers, prime brokers, hedge funds, asset managers, and/or RIAs at a decision-maker level.
- Proven track record of closing complex, multi-stakeholder B2B deals with 6–7 figure ACV (annual contract value).
- Strong understanding of brokerage infrastructure, execution services, prime services, or embedded trading / white-label solutions.
- Working knowledge of crypto, digital assets, and blockchain technology, able to speak credibly to institutional audiences on topics including stablecoins, tokenised assets, custody, on-chain settlement, and DeFi.
- Comfortable operating across multiple time zones and managing a global client base from a European base.
- Excellent written and verbal communication skills in English; ability to distill complex technical and regulatory concepts into compelling commercial narratives.
- Degree level education or equivalent professional experience in Finance, Economics, Business, or a related field.
Nice to haves
- Experience selling digital asset infrastructure, crypto prime brokerage, embedded finance, or API-based trading solutions.
- Prior experience at a crypto exchange, digital asset custodian, prime broker, or fintech infrastructure provider.
- Additional European language skills (German, French, Dutch, or Nordic languages a plus).
- Familiarity with regulatory frameworks across key jurisdictions: MiFID, MiCA (EU), FCA (UK), MAS (Singapore), SEC/FINRA (US).
- Experience engaging with compliance and legal teams within financial institutions as part of the sales process.
- CFA, CAIA, or equivalent professional qualification.
Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis. Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution. We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance. Kraken is powered by people from around the world and we celebrate all Krakenites for their diverse talents, backgrounds, contributions and unique perspectives. We hire strictly based on merit, meaning we seek out the candidates with the right abilities, knowledge, and skills considered the most suitable for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgeable about crypto! We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments are designed to evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Assessment results are considered alongside other relevant information, such as experience and interviews, and are not the sole basis for any employment decision. As an equal opportunity employer, we don't tolerate discrimination or harassment of any kind. Whether that’s based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws.
Account Executive, Payward Services employer: Kraken
At Kraken, we pride ourselves on being a forward-thinking employer that champions innovation and diversity within the rapidly evolving crypto landscape. Our Payward Services team offers a dynamic work culture where employees are empowered to take ownership of their roles, fostering both personal and professional growth. With a commitment to collaboration across global teams and a focus on meaningful client engagement, we provide our Account Executives with unique opportunities to thrive in a supportive environment while making impactful contributions to the future of finance.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive, Payward Services
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks at conferences and events. Building relationships is key, especially in the crypto space where trust is everything.
✨Tip Number 2
Own your pitch! When you get the chance to present, make it count. Tailor your message to highlight how Payward Services can solve their specific pain points. Show them why we’re the partner they need!
✨Tip Number 3
Keep your CRM game strong! Document every interaction and update your pipeline regularly. This not only helps you stay organised but also shows potential clients that you’re on top of your game.
✨Tip Number 4
Don’t hesitate to apply through our website! Even if you think you don’t tick every box, if you’re passionate about crypto and have the right skills, we want to hear from you. Let’s build the future together!
We think you need these skills to ace Account Executive, Payward Services
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Account Executive role. Highlight your experience in institutional sales and your network within the financial services sector. We want to see how you can bridge traditional markets with the digital asset economy!
Showcase Your Achievements:Don’t just list your responsibilities; showcase your successes! Include specific examples of deals you've closed or partnerships you've built. Numbers speak volumes, so if you've got impressive figures, flaunt them!
Be Authentic:Let your personality shine through in your application. We’re looking for someone who’s not just qualified but also a great fit for our team culture. Share your passion for crypto and how it aligns with your career goals.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us you’re serious about joining our team at Payward Services!
How to prepare for a job interview at Kraken
✨Know Your Market
Before stepping into the interview, make sure you’ve done your homework on the crypto and financial services landscape. Understand the key players, current trends, and challenges in the industry. This will not only help you answer questions more effectively but also demonstrate your genuine interest and expertise.
✨Showcase Your Network
Since this role requires an established network, be prepared to discuss your connections with broker-dealers, hedge funds, and other institutional clients. Share specific examples of how these relationships have led to successful partnerships or deals in the past. This will highlight your ability to leverage your network for business development.
✨Master the Sales Cycle
Be ready to walk through your approach to managing the full sales cycle. Discuss how you identify prospects, engage them, and close deals. Use concrete examples to illustrate your process, especially any complex B2B deals you've successfully navigated. This will show that you’re not just a hunter, but a strategic thinker.
✨Communicate Clearly
In this role, you'll need to distil complex concepts into clear narratives. Practice explaining technical topics like blockchain and digital assets in simple terms. During the interview, focus on your communication skills, as they are crucial for building trust with clients and internal teams alike.
