VP of Business Development, US

About

Dfns is the leading Wallets-as-a-Service (WaaS) platform that helps fintechs, institutions, and enterprises worldwide simplify digital asset management and securely bring users into crypto. Our API-first approach has made Dfns the most popular developer platform to configure, automate and orchestrate digital asset applications and operations at scale. Powered by advanced security and cryptography, Dfns serves as the reliable multichain wallet backend for top players in banking, payments, trading, lending, tokenization and other financial services.

Trusted by clients like ABN AMRO, Fidelity, Standard Chartered, Stripe, and more than 100 fintechs, Dfns has created over 10 million wallets and secures $1 billion in monthly transactions with a perfect record: no hacks, no lost keys. Incubated by Techstars and Station F, Dfns has raised $28M from investors like Further Ventures, White Star Capital, Motive Partners, Bpifrance, Susquehanna, Coinbase, Semantic, Wintermute, Figment, Motier, Hashed, 6MV, and others.

Job Description

Join our exceptional team of leaders (CEO, CISO, CTO) and experts (Software, Security, and Cryptography Engineers) to build the leading blockchain wallet infrastructure for the next financial era. We’re looking for a seasoned VP of Business Development to drive our growth in the US. The ideal candidate has a proven track record of building strategic fintech partnerships, driving revenue, and navigating the complexities of finance and blockchain. This role calls for strategic thinking, experience selling innovative technology to senior executives and developers, an eye for fintech opportunities and the resilience to grow in fast-paced, resource-constrained environments. As VP of Business Development, you will lead our US expansion, working closely with our teams to define and execute effective sales strategies. Your mission is to grow the annual recurring revenue and position our company as a trusted partner in crypto and finance.

Preferred Experience

Responsibilities

  • Work with the executive team to set sales goals and targets.

  • Build and maintain strong relationships with key customers and stakeholders.

  • Create and execute sales strategies to grow revenue and market share.

  • Qualify clients and match their requirements to the right solutions.

  • Analyze why deals are won or lost and share insights with the executive team.

  • Be active in lead generation, prospecting, nurturing relationships, and closing deals.

  • Track and report on market trends, competitors, and customer needs.

  • Optimize sales methods, processes, playbooks, and pitches.

  • Lead RFP/RFI responses, plan and close strategic deals in complex sales cycles.

  • Understand client needs and provide relevant sales support.

  • Share client feedback with product teams to improve the roadmap.

  • Gather and document client feedback to refine targeting strategies.

  • Proficient with automation platforms, CRMs, emailing and other sales tools.

  • Represent the company at trade shows, conferences, and networking events.

  • Travel to meet with prospects and clients around the US and worldwide.

  • Stay updated by attending workshops, reading publications and completing courses.

Requirements

  • 8+ years of sales experience, including at least 2 years in sales leadership roles.

  • Proven success in significantly increasing ARR and growing client bases.

  • Strong business acumen and a passion for closing deals.

  • Skilled at building lasting relationships with senior executives and developers.

  • Adept at simplifying complex concepts and presenting them clearly.

  • Experienced in selling crypto wallets, custody infra, and related products.

  • Solid technical knowledge of fintech, blockchain, and cloud software.

  • Exceptional social skills to quickly establish rapport with clients.

  • Strong analytical and problem-solving abilities.

  • Excellent communication, both written and verbal.

  • Outstanding presentation and negotiation skills.

  • Proven leadership and ability to work effectively in teams.

  • Comfortable working in fast-paced startup environments.

  • Willing to travel as needed.

  • Entrepreneurial experience (e.g., co-founding a startup).

  • Proficiency in multiple foreign languages.

Recruitment Process

Process

  • Intro call with Co-CEO (30 min).

  • Personality and cognitive tests (30 min)

  • Interview with CEO (30 min)

  • Focus interview with hiring panel (120 min).

  • Reference calls and background checks.

Terms

  • Title: VP of Business Development

  • Salary: $180,000-220,000 per year (full-time contract, commissions excluded).

  • Equity: 300-600 stock options (i.e., 0.1-0.2%) vested over 4 years.

  • Location: US (fully remote with optional access to office)

  • Equipment: MacBook Pro and other work essentials.

Additional Information

  • Contract Type: Full-Time
  • Location: New York
  • Experience: > 7 years
  • Possible full remote
  • Salary: between 180000$ and 220000$ / year
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