VP Sales, US

About DFNS

DFNS is the core banking platform for digital assets.

Hundreds of banks, fintechs, and businesses run their financial operations and build their products onchain with DFNS. Circle, MoonPay, Standard Chartered among them. We are API-first, and we treat security as a first-class citizen rather than a compliance checkbox. Clients deploy on their terms: SaaS, hybrid, or on-premises. Multiple globally systemic banks have already chosen DFNS. More do every month.

Series A. $27M+ raised. The journey is only beginning.

Why you should join our team and DFNS

You already know where financial services is going. Digital money and digital assets are here to stay and wallets are the infrastructure that holds, moves, and manages all of it. You don't need us to sell you on that.

Here's what you might not know yet:

• The evangelism phase is over. Regulatory clarity moved this market past discovery and into purchasing. You will not spend your year educating innovation teams and chasing POC budgets in far-flung business units. These are corporate-level purchases with corporate-level scrutiny: real procurement, real security review, real deal size.

• You will walk in with proof. Globally systemic banks already run on DFNS. You are not asking prospects to believe the technology works. You are asking them why they aren't using what their peers already chosen.

• You will have a differentiator that closes deals. DFNS is technology-only. We will never appear on the other side of a client's business: no competing trading desk, no bank charter, no network that becomes a rival. Every major competitor in this category carries that conflict. You get to name it in every deal you run.

• The constraint is distribution, and that's you. We are winning without a built-out US motion. There is no inherited US playbook to follow and no ceiling built by someone before you. You will define how DFNS sells in its most important market.

Series A, $27M+ raised. Early enough that the equity means something. Proven enough that you aren't betting your year on a product that might ship.

The work environment at DFNS

Fifty people, placed in the markets we sell into. Go-to-market presence across the NA, EMEA, LATAM, and APAC, with the executive team split evenly between Europe and New York with Paris and NYC offices. Go-to-market time zones follow clients. Travel does the same. New York for the banks. New York and San Francisco for the startups. Toronto for the Canadian institutions. Conferences globally wherever your clients attend.

This role reports directly to the Chief Revenue Officer. You will be self-directed but not unsupported: you have a pod around you (solutions engineering, strategic account management, and delivery and support) and a direct line to the executive who can unblock you. What you will not have is a playbook handed to you. You build the US playbook, then you run it.

The pace is a lot, and accelerating. Fifty people covering four continents means everyone's real scope is wider than their title, and priorities move faster than process does. If you need a mature machine around you — inbound pipeline, enablement, a named methodology, a manager setting your week — this is the wrong seat at the wrong stage. If you have been waiting for a market where the thing you build becomes the standard, this is it.

About the role

Almost half of DFNS revenue already comes from the US. We don't have a dedicated seller here.

This is an individual contributor role to start. You carry the number, you run your own deals, and you close them yourself. That is deliberate — the person who eventually builds the US team should be the one who proved the motion works with their own hands.

The territory is US institutions and Canadian banks: banks, fintechs, exchanges, and digital asset businesses. You report directly to the Chief Revenue Officer.

Twelve months in, success looks like two things at once. Material new business ARR closed brand-name fintechs and banks that make the next twenty deals easier. And the beginnings of the US pod built around you.

What you'll do

• Own the US number. Source, run, and close new business with banks, fintechs, PSPs, exchanges, and digital asset native businesses.

• Build the playbook while you sell. Segmentation, messaging, pricing patterns, the objections that actually recur, and build the system so the US pod can scale it.

• Orchestrate the enterprise buying cycle end-to-end. RFP, security review, architecture review, procurement, legal, and whatever else a financial institution requires. You have a team behind you for all of it, but the orchestration is yours to run.

• Bring the pod in at the right moment. Solutions engineering for technical evaluation and architecture, strategic account management for expansion, delivery for the implementation that follows the signature, and your executive team to open doors and unblock stuck engagements.

• Translate between rooms. One deal can require a credible conversation with a treasurer, a head of digital assets, and a security architect, often in the same week.

• Feed the roadmap. You will be closest to what US buyers are asking for that we don't do yet. Bring that signal back to product.

• Represent DFNS where these buyers actually are. Industry events and conferences with a point of view rather than a booth shift, and intimate gatherings you curate: dinners, small-format sessions, rooms where the real conversations happen.

• Start building the team. Define the US pod with the CRO, then help hire it.

You may be a good fit if you have

• Succeeded in environments with significant ambiguity: as a founder, at an early-stage startup, or building something inside a company that didn't exist before you got there. 0-to-1 and 1-to-10.

• Sold complex infrastructure or financial technology into banks and financial institutions, and closed deals that required security, architecture, and procurement sign-off to get done.

• Sold complex infrastructure to sophisticated fintech buyers: teams that move fast, expect you to match their velocity, and need you to consultatively show them how to get everything out of the technology.

• Built the playbook before. And then scaled it.

• Carried a number and exceeded it in a role where you built the pipeline yourself.

• Enough technical fluency to hold your own with engineers and security architects. Not to design the system, but to understand what you're being asked, what the answer means, and when to bring in the pod.

• Worked in regulated markets, and understand how institutional risk and compliance functions actually make decisions.

• A real point of view on digital assets: where this is going, and why institutions are moving now.

Strong candidates may also have

• Sold custody, wallets, key management, or blockchain infrastructure directly.

• Spent time at a large, established firm — a bank, an institution, or a major technology company — and know how big organizations really decide when the vendor isn't in the room.

• Relationships across US and Canadian institutions you can activate in your first quarter.

• Sold both SaaS and self-hosted or on-premises deployments.

• Been early somewhere that became the category standard, and know what that felt like on the way up.

Compensation philosophy

We pay for outcomes, and we build performance compensation people actually earn. The structure is 50/50 base and variable, with performance compensation carried against OTE. Annual targets, six-month ramp, uncapped upside. Over 80% of our frontline sellers are on track for 100%+ attainment. Overachievement is the expectation here, not the exception. We are actively building regional teams in the markets where our sellers are outrunning the coverage. We're planning for the same in the US.

Our pay ranges are based on paying competitively for our size and industry and are part of our total compensation package, which also includes benefits and other perks. We also include stock options in all compensation packages and believe all employees should have the opportunity to become owners in the company. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, skill set, location, and business need. The pay range provided is subject to change and may be modified in the future.

Benefits

• Base + Variable: $400,000 - 500,000, with a 50/50 base/variable split against on-target earnings

• Equity: Meaningful equity, granted at Series A, in a company where almost half of revenue already comes from the market you'd own

• Healthcare

• Flexible vacation

• Parental leave

• One-time home technology allowance

• New York City office

What to expect in a typical interview process

Four stages. We move quickly and we tell you where you stand after each one.

1. Conversation with a founder (30 minutes). A real conversation about the market, the role, and what you're looking for — not a screen.

2. Online assessment (30 minutes). A short aptitude and working-style assessment, run through TestGorilla.. Everyone who interviews here takes it.

3. Panel sessions (three, 45 minutes each). One-on-one conversations covering sales acumen, cultural fit, and comfort with the product and the technology underneath it.

4. Conversation with the CRO.

Equal opportunity

We welcome people from different backgrounds, experiences, perspectives, and ranges of abilities. We are an equal-opportunity employer and celebrate the diversity of our growing team. If you require reasonable accommodation to complete this application, interview, complete any pre-employment testing, or otherwise participate in the employee selection process, please let us know in advance.

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