Founding Account Executive

About Brale

Brale is building the future of stablecoin finance with compliant, blockchain‑native infrastructure. We help institutions launch, scale, and operate digital asset programs with confidence. Our Account Executives are at the forefront of identifying, engaging, and closing transformative partnerships that define how institutions adopt stable coins and programmable money.

Account Executive (

Location:

Continental U.S. – Remote, Type: Full‑time)

This role focuses on the full sales cycle from prospecting to closing while building and evolving the systems, playbooks, and pipeline that make Brale’s go‑to‑market engine scalable and repeatable.

Why This Role Matters

As Brale’s first Account Executive, you won’t just close deals—you’ll shape how the market understands and adopts stablecoin finance. Your conversations, partnership structures, and closed customers will set the standard for how we scale trust and adoption across the stablecoin ecosystem. You’ll drive revenue growth, establish market category leadership, and unlock new use cases across payments, treasury, and DeFi, playing a central role in achieving multiple $100 M+ ARR business lines.

What

You’ll Do Build & Scale the Sales Function

• Own full‑cycle sales from prospecting to close while establishing Brale’s sales foundation and methodology.
• Develop and execute outbound strategies targeting fintechs, payment companies, neobanks, crypto‑native businesses, and institutional players.
• Build modern sales processes for pipeline management, forecasting, deal qualification, and handoff to Customer Success.
• Contribute to hiring and onboarding future sales team members as we scale the function.

Pipeline Development & Deal Execution

• Generate qualified pipeline through outbound prospecting, strategic partnerships, ecosystem engagement, and inbound lead follow‑up.
• Run discovery conversations that uncover customer pain points, technical requirements, and business objectives.
• Navigate complex deal structures involving compliance, legal, technical integration, and custom pricing.
• Lead negotiations and close agreements with deal sizes ranging from mid‑market to enterprise.

Technical & Strategic Selling

• Articulate Brale’s value proposition across multiple use cases: stablecoin issuance, payment rails, treasury management, and blockchain infrastructure.
• Conduct technical discussions about APIs, blockchain architecture, compliance frameworks, and flows of funds.
• Collaborate with Product and Engineering to ensure customer requirements inform roadmap and product development.
• Develop compelling proposals, business cases, and ROI models tailored to each customer’s specific needs.

Market Development & Thought Leadership

• Represent Brale at industry conferences, blockchain events, and fintech forums.
• Identify emerging trends, competitive dynamics, and market opportunities across stable coins and programmable finance.
• Build relationships with key ecosystem players, investors, and strategic partners.
• Contribute to content creation, case studies, and go‑to‑market materials that establish category leadership.

Cross‑Functional Leadership

• Partner closely with Customer Success to ensure seamless handoffs and customer satisfaction.
• Work with Legal and Compliance to structure deals within regulatory frameworks.
• Provide feedback to Product and Engineering on feature requests and market needs.
• Establish sales dashboards, metrics, and reporting cadences.

What Success Looks Like

• Closed‑won revenue: ≥$2.5 M ARR within first 12 months
• Pipeline generation: ≥4× pipeline coverage on quarterly quota
• Sales cycle:
  Average 60‑90 days from qualified lead to signed agreement
• Win rate: ≥25% on qualified opportunities
• Deal quality: ≥90% of closed customers successfully onboarded and retained

What We’re Looking For

• 5‑7 years of experience in fintech and/or blockchain business development, demonstrating consistent quota attainment and deal velocity.
• Proven track record selling B2B SaaS, infrastructure, or financial services to mid‑market and enterprise customers.
• Experience with complex, multi‑stakeholder sales cycles involving technical, legal, and compliance decision‑makers.
• Deep understanding of payments, blockchain…