Senior Sales Lead, Custody & Wealth Management

Overview

In this role you will lead global go-to-market for Payward’s custody and wealth solutions, driving institutional and B2B2C revenues. You’ll shape strategy with cross-functional partners and establish Payward as the default custodian across major markets. You’ll own long-cycle deals, design commercial frameworks, and scale a global sales organization with an AI-first approach. This position offers impact across regulated digital asset custody and wealth services at a market-leading crypto infrastructure provider.

Responsibilities

• Lead global GTM strategy for custody across institutions, asset managers, banks, wealth platforms, and crypto-native clients
• Grow assets under custody and custody revenue with defined targets, forecasting, and pipeline discipline
• Develop multi-product commercial frameworks (custody, trading, yield products, vaults, staking)
• Manage full client lifecycle from qualification to onboarding and expansion into staking, trading, and settlement
• Build and scale revenue growth across a global sales team with AI-first tooling and process discipline
• Position Payward as the default custodian within the institutional ecosystem
• Collaborate with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align strategy with capabilities and regulatory perimeters
• Expand custody footprint into UK, Europe, US, APAC and other priority markets with licensing considerations in view
• Feed roadmap with client demand on assets, staking, reporting, integrations, collateral mobility, and off-exchange settlement

Key requirements

• 7+ years building and scaling B2B or B2B2C revenue teams in digital asset custody, wealth management, traditional custody, or regulated infrastructure
• Proven track record closing long-cycle mandates with institutional clients emphasizing security, regulatory, and operational due diligence
• Deep understanding of wealth management literature: custodian selection, operational due diligence, asset segregation, audits, multi-custodian mandates
• Experience structuring custody economics: AUC-based pricing, minimums, revenue-sharing, multi-product agreements
• Strong commercial judgment, negotiation skills, and executive presence at C-suite/board level
• Experience leading global Sales and BD teams and implementing AI-first sales tooling and CRM discipline
• International market knowledge; US and Europe preferred
• Genuine belief in crypto and crypto market infrastructure or transferable traditional custody/prime brokerage expertise

• Executive communication
• Strategic adaptability
• Cross-functional collaboration
• Custody economics design (AUC pricing, minimums, revenue sharing)
• Staking, vaults, and multi-product commercialization
• AI-first sales tooling and CRM discipline

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