Head of Sales

About Us Machines will make decisions, move value, and coordinate on behalf of organizations, instantly, autonomously, and at unprecedented scale. But the systems that govern today’s economy weren’t designed for that world. Turnkey is building the infrastructure for this future: programmable guardrails that enable autonomy without sacrificing control. Founded by the team who scaled Coinbase Custody to $100M+ ARR and secured over $100B in crypto assets, we know what it means to protect value while technology moves at extreme speed. Our mission is to help the world operate an economy on autopilot, safely.We’re low-ego, high-agency, and deeply technical. Our team consists of experts in cryptography, security, and systems who believe great infrastructure is invisible. We're building the trustless, programmable foundation for the autonomous economy, and we're hiring people who understand what that requires. Your Role As Head of Sales at Turnkey, you will own the entire sales organization and strategy. Unlike many high-growth companies that choose one motion (velocity-driven outbound OR long-cycle enterprise), you'll build and scale TWO distinct yet interconnected motions simultaneously: a high-velocity developer/SMB motion with outbound-driven AEs and BDRs, and a complex enterprise motion that requires different reps, different playbooks, and different KPIs. You’ll partner directly with our CEO and founding team to shape our go-to-market strategy, define our market positioning, and make hard tradeoffs on where we invest sales resources. You’ll be building the systems and processes from the ground up around segmentation, accountability, pipeline health and forecasting. What You'll Do Own Sales Strategy & Segmentation : Define how we attack the market. Which verticals do we focus on (e.g., crypto exchanges, fintech platforms, institutional custodians, developer-native companies)? What's the motion for each? How do we segment our team to win in each? You'll make these decisions in partnership with leadership, but you own the execution. Build & Scale Two Sales Motions : Lead a team of AEs and BDRs focused on high-velocity, outbound-driven pipeline generation in SMB and mid-market, while simultaneously building a separate enterprise motion for longer-cycle, relationship-based deals. These require different talent, different coaching, different metrics. You'll ensure both thrive. Establish Accountability & Pipeline Discipline : Create a forecasting cadence, pipeline review process, and accountability system that actually works. You'll know what each rep owns, what deals are at risk, and why. You'll drive real insights back to the team on what's working and what isn't—and course-correct quickly. Develop Sales Leadership : You'll hire and coach Sales Managers who sit between you and the reps. Build a bench of leaders who share your philosophy and can scale with the company. Partner on GTM & Product Strategy : Work closely with the CEO, Product, and Marketing to refine our positioning, identify market opportunities, and provide feedback on product-market fit. You'll bring the voice of the customer and the market into internal strategy conversations. Recruit & Build High-Performing Teams : Source and recruit top talent that fits our culture and market. You'll set hiring bar, build team composition, and create a place where ambitious people want to work. Drive Predictable Growth : Own the sales number. Build a sales org that scales revenue predictably quarter over quarter, understanding how many reps you need, what productivity looks like, and how to hit plan. What We're Looking For Proven track record building sales organizations from the ground up. You've scaled a sales team from 0 to 10+ in a high-growth environment. You didn't inherit a team with existing playbooks; you built them. This is non-negotiable. Experience managing TWO distinct sales motions or segments simultaneously. You've either led teams selling to both SMB/mid-market and enterprise, or you've managed outbound velocity and inbound/partnership channels in parallel. You understand that different segments need different approaches—and you can coach leaders through both. Deep understanding of developer-first / API-driven / infrastructure sales. You've sold infrastructure, APIs, developer tools, or technical SaaS to both developer buyers and enterprise buyers. You know how to avoid treating developers like enterprise customers. Exceptional coaching and people leadership skills. You've taken underperformers and either elevated them or moved them on. You know how to hire for potential, not just credentials. You care about rep development, not just quota attainment. Comfort in ambiguity and ownership mentality. You don't need a 500-slide deck to make decisions. You're comfortable saying "we don't know yet, let's run an experiment." You take ownership of outcomes, even when things are messy. Systems thinker and process builder. You've built forecasting systems, pipeline hygiene processes, and accountability mechanisms that scale. You're not just good at sales—you're good at building the machinery that makes sales scalable. Strategic partnership with executive leadership. You're comfortable challenging the CEO when you have data, and being challenged back. You see your role as shaping GTM strategy, not just executing a pre-built plan. You're based in New York or willing to relocate. You will be in the office full-time and embedded with the team. This role requires in-person partnership with leadership and the sales team. Style Points Experience in fintech, crypto or security infrastructure You've led sales through a significant scale inflection You've built a sales org that maintained strong culture and rep retention while scaling quickly. You've successfully launched a new vertical, motion, or market segment that materially contributed to growth. You're plugged into the crypto ecosystem—you follow the market, you know the key players, and you understand where the market is heading. What We Offer Paid parental leave Unlimited PTO $3,000/yr learning and development budget for conferences and education Multiple team offsites per year Compensation range

$200,000 - $275,000 USD