VP Institutional Sales
Dfns is a wallet-as-a-service platform that provides institutional-grade digital asset wallet infrastructure for fintechs, banks, and enterprises via API.
Investors
Projects
About Dfns
Dfns is a B2B cybersecurity company that offers wallet-as-a-service infrastructure, enabling financial institutions, fintechs, and enterprises to provision and manage programmable digital asset wallets at scale. Users can create MPC-secured multichain wallets, automate transaction workflows, enforce policy-based access controls, and deploy key management across cloud or on-premises environments. The platform supports multiple blockchains and is certified under SOC 2 Type II, ISO 27001, ISO 27017, and ISO 27018.
Skills
About the Role
You will lead institutional sales across the US, drive regional revenue growth, and build relationships with banks, fintechs, exchanges, and digital asset companies. You will source and close complex enterprise opportunities, manage RFPs and procurement processes, guide long sales cycles, support technical evaluations and deployments, monitor market developments, represent the company at industry events, and travel to meet clients and partners.
Requirements
- 8+ years of enterprise sales experience
- Experience selling infrastructure or financial technology
- Track record of closing large institutional deals with banks or financial institutions
- Understanding of financial markets fintech infrastructure or digital asset ecosystems
- Ability to translate complex technical systems into business value
- Experience engaging with executives product teams and engineering teams
- Negotiation presentation and relationship-building skills
- Ability to operate in fast-growing environments
- Proficiency with CRMs and modern sales tooling
- Fluency in English
- Spanish is a plus
Responsibilities
- Lead institutional sales across the US
- Drive revenue growth and deliver regional ARR targets
- Build relationships with banks fintechs exchanges and digital asset companies
- Source qualify and close complex enterprise opportunities
- Lead RFP RFI and procurement processes
- Manage enterprise sales cycles through contract signature
- Support technical evaluations and solution design
- Support successful deployments and account expansion
- Monitor market trends regulatory developments and competitor activity
- Represent DFNS at industry events conferences and ecosystem gatherings
- Travel to meet clients prospects and partners