Institutional Sales Lead

COMPANY At 0x https://0x.org/, our mission is to "Create a Tokenized World Where All Forms of Value Can Flow Freely". We deliver this to web3 builders with a delightfully simple suite of developer APIs that provide faster trading, better prices, and superior user experience. Founded in 2017, we’ve processed over 211M+ transactions and $180B+ in trading volume from users trading on Matcha, Coinbase Wallet, Robinhood Wallet, Phantom, Rainbow, DefiLlama, MetaMask, Zerion, Zapper, and many more. Our investors include Greylock Partners, Pantera Capital, and Jump Crypto. When you join 0x, you’ll become part of a veteran team of crypto builders who know the importance of code quality, team cohesion, and a culture of learning. ABOUT THE ROLE We are seeking a senior sales executive to own and scale relationships across the fintech, payments, and digital asset ecosystem, driving adoption of the protocol layer quietly powering the next generation of financial infrastructure. This is a rare opportunity to operate at the intersection of traditional finance and onchain markets, building the revenue engine for one of crypto's most critical pieces of infrastructure. We are looking for someone that will: - Own and scale the institutional pipeline through field sales and outbound execution Drive a consistent flow of high-quality institutional opportunities through a combination of outbound prospecting, ecosystem relationship development, and field sales effort - Build and maintain senior-level relationships across the ecosystem Develop and manage executive relationships across fintechs, payment platforms, wallets, tokenization platforms, and crypto infrastructure providers. Represent 0x at conferences and industry events to strengthen market presence and brand credibility. - Lead full-cycle, consultative sales for complex deals Own the end-to-end sales process from sourcing to close, including discovery, qualification, technical scoping (in partnership with engineering), and negotiation. Navigate multi-stakeholder sales cycles and clearly position 0x’s infrastructure and API products to both technical and business audiences. - Leverage market expertise to shape deal strategy Apply a strong understanding of market structure, ecosystem participants, and product positioning to inform deal strategy, accelerate decision-making, and drive successful outcomes. - Own and grow a strategic portfolio of institutional accounts Manage and expand relationships with accounts you originate, acting as a trusted advisor post-sale. Drive adoption, expansion, and long-term value creation while collaborating cross-functionally to ensure strong customer outcomes. Provide coverage across key accounts as needed. - Build and refine outbound motion and pipeline discipline Develop targeted outbound strategies across priority institutional segments. Continuously experiment with messaging, refine ICP definition, and establish scalable, repeatable prospecting approaches that complement field-driven pipeline generation. - Partner cross-functionally to build the GTM engine Work closely with Product, Engineering, Marketing, and Leadership to improve segmentation, pipeline visibility, and sales processes. Help define and operationalize the early sales playbook, including qualification frameworks, deal strategy, and account ownership models. - Contribute to commercial strategy and GTM design Collaborate with leadership on quota design, compensation structure, territory planning, and broader GTM strategy. Act as a key contributor in building a durable, institutional-grade revenue engine. - Act as a senior external representative of 0x Develop deep expertise in 0x’s infrastructure, APIs, and the broader crypto ecosystem. Serve as a credible, executive-level counterpart to institutional partners evaluating 0x. REQUIREMENTS - 8–15+ years of full-cycle B2B sales or strategic partnerships experience, with clear ownership of pipeline, quota, and revenue outcomes. - Familiarity with the