Account Executive Payward Services

Building the Future of Crypto Our Krakenites are a world-class team with crypto conviction, united by our desire to discover and unlock the potential of crypto and blockchain technology.What makes us different? Kraken is a mission-focused company rooted in crypto values. As a Krakenite, you’ll join us on our mission to accelerate the global adoption of crypto, so that everyone can achieve financial freedom and inclusion. For over a decade, Kraken’s focus on our mission and crypto ethos has attracted many of the most talented crypto experts in the world.Before you apply, please read the Kraken Culture page to learn more about our internal culture, values, and mission. We also expect candidates to familiarize themselves with the Kraken app. Learn how to create a Kraken account here.As a fully remote company, we have Krakenites in 70+ countries who speak over 50 languages. Krakenites are industry pioneers who develop premium crypto products for experienced traders, institutions, and newcomers to the space. Kraken is committed to industry-leading security, crypto education, and world-class client support through our products like Kraken Pro, Desktop, Wallet, and Kraken Futures.Become a Krakenite and build the future of crypto!Proof of workThe teamKraken's Payward Services team is seeking a high-calibre Institutional Account Executive to lead new business development across the global brokerage and embedded trading landscape. This is a senior individual contributor role for a self-directed sales professional who can operate as a genuine bridge between traditional financial markets and the digital asset economy.The successful candidate will bring an established network of relationships with broker-dealers, prime brokers, asset managers, hedge funds, RIAs, and family offices and will be responsible for identifying, qualifying, and closing strategic partnerships and revenue-generating accounts globally.This is a hunter role. The individual will own their pipeline end-to-end from outbound origination through to contract execution and early-stage client success handoff. They will work in close partnership with product, compliance, legal, and engineering teams to ensure client requirements are translated into winning proposals. The opportunityNew Business Development Proactively identify, target, and engage prospective institutional clients across broker-dealers, prime brokers, hedge funds, asset managers, RIAs, multi-family offices, and proprietary trading firms. Build and maintain a robust, qualified pipeline with consistent coverage across EMEA, North America, LatAm and APAC, with a focus on EU. Lead discovery conversations that uncover client pain points across execution, settlement, custody, embedded digital asset trading, and on and off ramps Own and manage the full sales cycle from first contact to signed agreement, coordinating internal stakeholders as needed. Client Engagement & Relationship Management Establish and deepen trusted relationships at MD, CTO, COO, Head of Digital Assets and Head of Trading or equivalent across varying levels within target institutions. Conduct high-quality, tailored product demonstrations and commercial presentations, positioning Payward Services as the partner of choice for embedded digital asset trading and brokerage infrastructure. Attend and represent Payward Services at key industry conferences, roadshows, and client events (e.g. Money2020, TOKEN2049, Consensus, EuroClear events). Maintain accurate and timely CRM records (pipeline stage, contact mapping, meeting notes, next steps) to ensure full commercial visibility. Market Intelligence & Feedback Loop Serve as the voice of the market internally, synthesising feedback from prospects and clients to inform product roadmap, pricing strategy, and go-to-market positioning. Contribute to thought leadership efforts including white papers, event panels, and sales collateral development. Cross-Functional Collaboration Partner with Product, ...