Sales Manager, Strategic Accounts

Skills

About the Role

Support Ripple's North America institutional sales team across strategic account support, business case development, RFP and diligence execution, institutional product positioning, client-ready materials, market intelligence, deal orchestration, and pipeline planning.

Requirements

• 2–5 years of experience in financial services, fintech, banking, asset management, wealth management, capital markets, consulting, enterprise technology, or a related analytical or client-facing role.
• Strong understanding of financial markets, institutional clients, investment products, banking, payments, capital markets, or private markets.
• Ability to synthesize complex information, structure ambiguous problems, build business cases, and turn analysis into actionable commercial recommendations.
• Strong written and verbal communication skills with the ability to create client-ready materials for senior stakeholders.
• Interest in enterprise sales, strategic accounts, financial technology, and practical product adoption.
• Genuine interest in digital assets, blockchain infrastructure, stablecoins, tokenization, custody, payments, DeFi, CBDCs, and financial market infrastructure.
• Comfort supporting meetings with sophisticated financial institutions and engaging stakeholders across business, product, operations, compliance, risk, legal, and technology.
• High attention to detail, strong ownership, excellent follow-through, and ability to manage multiple workstreams.
• Ability to collaborate across Sales, Product, Legal, Compliance, Engineering, Finance, Risk, Marketing, and Customer Success.
• Comfort working in ambiguous, evolving environments.
• Nice to have: experience with financial institutions, fintech, crypto, consulting, enterprise SaaS, institutional or capital markets clients, RFPs, RFIs, CRM tools, financial modeling, pipeline analysis, client pitch materials, financial services licenses, or Spanish language skills.

Responsibilities

• Partner with senior institutional sales leaders to support priority accounts across banks, custodians, broker-dealers, payment providers, and other financial institutions.
• Build client-specific business cases framing commercial rationale, ROI, operating model implications, and strategic value.
• Manage responses to RFPs, RFIs, due diligence requests, vendor questionnaires, and client follow-ups.
• Coordinate across Product, Legal, Compliance, Engineering, InfoSec, Finance, Risk, and Sales.
• Develop fluency across Ripple Custody, Ripple Payments, RLUSD, tokenization use cases, and adjacent institutional offerings.
• Translate product capabilities into bank-ready language.
• Create presentations, briefing notes, account plans, meeting preparation materials, executive summaries, proposal content, and follow-up documents.
• Research regional trends across digital asset custody, stablecoins, tokenized assets, institutional payments, blockchain infrastructure, and competing providers.
• Synthesize competitive intelligence implications for sales strategy.
• Track open questions, risks, dependencies, client asks, internal owners, and next steps across complex sales cycles.
• Maintain structured views of strategic accounts, whitespace opportunities, stakeholder maps, use cases, commercial potential, and deal progression.
• Build product knowledge, client confidence, and institutional sales judgment to eventually support or lead selected opportunities under senior guidance.

Benefits

• Professional development budget
• Flexible in-office collaboration policy with 10+ days a month
• Bi-weekly all-company meetings
• Team offsites, team bonding activities, and happy hours
• Bonuses and equity
• Health, retirement, family forming, and family support benefits
• Employee giving match
• Mobile phone stipend
• R&R days
• Wellness reimbursement and onsite and virtual programming
• Generous vacation policy
• Parental leave policies and family planning benefits
• Catered lunches and fully stocked kitchens