Sales Team Lead (B2B)

A senior sales leader role focused on building and scaling high-performing sales teams, establishing sales functions, and driving operational excellence in the fintech, crypto OTC, payments, or institutional financial services sectors.

Location: United Kingdom; United States

Responsibilities

• Manage the sales team, including structuring the org chart, defining responsibilities per segment, and setting quotas and KPIs for each role.
• Design and continuously optimize the end-to-end sales process, including qualification, follow-ups, demos, negotiations, and closing.
• Lead CRM implementation: select vendor, sign contract, configure pipeline, import existing leads and deals, and ensure full team adoption through training.
• Define and manage the sales pipeline, including stages, exit criteria, forecasting processes, weekly pipeline reviews, and executive-level dashboards covering conversion, sales cycle, and pipeline health.
• Develop and maintain segmented sales playbooks.
• Own pricing strategy, discount frameworks, and outreach materials, including segment-specific offers and collaboration with management on commercial initiatives.

Requirements

• 5+ years of B2B sales experience, including at least 3+ years leading sales teams (crypto OTC, payments, fintech infrastructure, or institutional financial services).
• Strong existing client network and active book of contacts within relevant industries.
• Proven experience building and scaling sales functions from scratch, including team setup, CRM implementation, sales playbooks, and pipeline development in early-stage or scaling environments.
• Demonstrated success improving conversion rates and reducing sales cycle duration in previous roles.
• Hands-on experience with CRM selection, implementation, and rollout (HubSpot, MondayCRM, or equivalent).
• Experience operating across multiple jurisdictions (regulatory familiarity with EU + UK and US will be a good bonus).
• Strong commercial mindset with excellent communication and negotiation skills.
• English - Fluent