Head of Sales, xStocks

📋 Description

• • Kraken is at the forefront of revolutionizing financial markets, and the xStocks team is spearheading this transformation by building the future of tokenized equities. We are creating core market infrastructure for a groundbreaking new category: globally accessible, on-chain equities. This market is nascent, but the demand is undeniable, and the potential for growth is immense.
• • Unlike fragmented, point solutions, xStocks offers a comprehensive, vertically integrated financial infrastructure layer. Our platform seamlessly combines issuance, custody, compliance, trading infrastructure, and distribution into a single, cohesive stack. This integrated approach empowers exchanges, fintechs, brokers, and regional operators to offer tokenized equities at scale, enabling them to accelerate their market entry, reduce operational complexities, and launch globally competitive products without the need to build foundational infrastructure from scratch.
• • As adoption of tokenized equities accelerates, Kraken is committed to building a robust and scalable B2B go-to-market engine to fuel the next phase of expansion. This is where you, as the Head of Sales for xStocks, will play a pivotal role.
• • You will be entrusted with owning the global go-to-market strategy for Kraken's innovative tokenized equities infrastructure business. This is a true builder role, demanding a strategic mindset and hands-on execution. Your primary objective will be to design, implement, and scale a repeatable B2B revenue engine that spans both enterprise partnerships and scaled distribution channels, thereby reducing reliance on founder-led sales.
• • Your responsibilities will extend to leading the Sales and Business Development teams, cultivating a high-performance culture, and significantly expanding xStocks' global footprint. You will be instrumental in shaping the commercial trajectory of this exciting new venture.
• • Key to your success will be defining and executing a comprehensive global Go-To-Market (GTM) strategy. This strategy must encompass multiple segments, including enterprise clients, mid-market players, and emerging builders. Your target audience will include traditional financial institutions like Banks and Wealth Managers, as well as innovative entities such as Centralized Exchanges and Decentralized Finance (DeFi) platforms.
• • You will be responsible for architecting and building a dual-motion revenue engine. This will involve creating a self-serve SaaS-like onboarding experience for small and medium-sized businesses (SMBs), mid-market partners, and individual builders, alongside a high-touch, sales-assisted onboarding process for enterprise partners with complex commercial structures and requirements.
• • A critical aspect of your role will be positioning xStocks as the undisputed preferred infrastructure platform for tokenized equities globally. This involves not only understanding the technical capabilities but also articulating the strategic advantages and market leadership of our solution.
• • You will be tasked with standardizing key commercial elements, including pricing models, revenue-share agreements, and overarching commercial frameworks. This standardization will be crucial for scalability and predictability.
• • Scaling distribution will be a core focus, leveraging partnerships across a wide array of channels, including exchanges, fintech platforms, brokerage firms, and regional financial operators. You will identify and cultivate these strategic alliances.
• • You will own the entire partnership lifecycle, from the initial strategic alignment and complex negotiation phases through to successful launch and ongoing expansion of these partnerships.
• • Building and scaling a high-performing, globally distributed Sales, Business Development, and Ecosystem organization is paramount. You will attract, develop, and retain top talent, fostering a culture of excellence and accountability.
• • Implementing rigorous forecasting processes, maintaining pipeline discipline, and establishing robust performance management systems will be essential for driving predictable revenue growth and ensuring team success.
• • You will collaborate closely and strategically with cross-functional teams, including Product, Engineering, Legal, Compliance, and Finance. This collaboration is vital to ensure that our commercial strategy is tightly aligned with our product roadmap, infrastructure capabilities, and evolving regulatory landscape.
• • This role offers a unique opportunity to shape the future of financial markets, build a world-class sales organization from the ground up, and contribute significantly to Kraken's mission of accelerating global crypto adoption and fostering financial freedom and inclusion.