Senior Sales Lead, Custody & Wealth Management

Building the Future of Open Finance Payward - the parent company behind Kraken, Ninja Trader, Breakout, xStocks, Payward Services and CF Benchmarks - has spent the last 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry, built to advance an open, global financial system.

Before you apply, we encourage you to explore our culture page to understand what drives us and how we work.

The team Payward Services (PWS) is the Infrastructure arm of Payward, the parent company of Kraken, whose businesses span trading, payments, custody, banking, asset management, and services. PWS gives regulated businesses direct API access to the infrastructure that has powered Kraken for 15+ years.

Payward holds 100+ regulatory licences, operates in 190+ jurisdictions, and processes $2T+ in annual volume. Payward has also applied for a national trust company charter to offer custody and trust services to institutional and high-net-worth clients across the U.S. The company is backed by strategic investors including Citadel Securities, Jane Street, Deutsche Börse, and Nasdaq.

Operated through Paywards’s regulated entities, custody combines segregated client accounts, institutional-grade key management and cold storage, independent audit and control reporting, and direct connectivity into Kraken's exchange, staking, and financing rails. Clients get the security posture of a dedicated custodian alongside the liquidity and product depth of one of the longest-running exchanges in crypto.

The opportunity

As Senior Sales Lead, Custody & Wealth Management, you will lead the go-to-market efforts for Payward custody offering, including qualified custody, across two motions:

Institutional custody sales:
Sell to banks, neobanks, fintechs, payment companies, brokerages, exchanges, asset managers, and any business that needs regulated digital asset custody, globally.

B2B2C wealth solutions:
Work with Product to design and launch embedded custody and digital asset solutions. Private banks, wealth managers, family offices, and platforms serving high-net-worth clients can offer these to their own clients under their own brand, alongside PWS staking, trading, payments, and tokenized assets.

You will report to the Global Head of Sales, Payward Services, as a senior individual contributor. You will work closely with Solution Engineering, Product, Legal, Compliance, and Onboarding, and act as the voice of the custody and wealth market in roadmap discussions.

Lead and help define the global GTM strategy for Custody across institutional segments, asset managers, ETF and fund issuers, hedge funds, market makers and prop firms, banks and wealth platforms, corporates and treasuries, family offices, token issuers and foundations, and exchanges requiring third-party custody. This role will be expected to:

Grow assets under custody and custody revenue as the primary outcomes, with clear ownership of targets, forecasting, and pipeline discipline

Develop commercial frameworks across custody, trading, and yield products including vaults and staking.

Lead revenue across a range of relationships from long cycle RFP driven enterprise mandates to mid-market motion for funds, corporates, and crypto-native clients who need to onboard fast.

Own the full client lifecycle from qualification and diligence through agreement negotiation, onboarding, and expansion into staking, trading, collateral, and settlement.

Build and scale a revenue growth in the custody and wealth management vertical across a global Sales and BD organization, with an AI-first approach to tooling, pipeline management, and operational efficiency.

Establish Payward as the default custodian across the institutional ecosystem, fund…