Senior Sales Lead Custody & Wealth Management

About the role

Lead the go‑to‑market efforts for Payward’s custody offering, driving growth across institutional and B2B2C wealth segments in a fast‑moving crypto‑focused financial infrastructure.

Key responsibilities

• Define and execute the global GTM strategy for custody, targeting banks, fintechs, asset managers, private banks, family offices and crypto platforms.
• Own pipeline discipline, forecasting and revenue targets, growing assets under custody and related revenue.
• Manage the full client lifecycle from qualification, diligence and agreement negotiation through onboarding, staking, trading and collateral expansion.
• Collaborate with product, engineering, legal, compliance and risk teams to align commercial strategy with platform capabilities and regulatory requirements.
• Expand Payward’s custody footprint across the UK, Europe, US and APAC, navigating licensing constraints and sequencing market entry.

Required profile

• 7+ years building and scaling B2B or B2B2C revenue organisations in digital‑asset custody, wealth management or regulated financial infrastructure.
• Proven track record closing complex, long‑cycle institutional mandates with a focus on security, regulatory and operational diligence.
• Deep understanding of wealth‑management selection processes, risk committees, asset segregation and multi‑custodian mandates.
• Experience structuring custody economics (AUC‑based pricing, revenue‑share models) and multi‑product commercial agreements.
• Strong commercial judgment, negotiation skills and executive presence at C‑suite and board level.

Required skills

• AI‑first sales tooling and CRM systems
• Institutional key‑management technologies (MPC, HSM, multi‑sig)
• Cold‑storage architecture and off‑exchange settlement
• KYC/AML frameworks and digital‑asset licensing regimes across multiple jurisdictions