Sales Lead, CENSE

• Critical Skills & Experiences
• Industry Expertise: Demonstrated experience in Tier 1 & 2 banking, SaaS ecosystems, and B2B sales. Companies like Microsoft, AWS, or Salesforce, or proven success scaling in FinTech startups
• Sales leadership in Fintech/RegTech: A record of driving early-stage sales, building teams from scratch, and engaging effectively with both clients and internal teams
• Compliance & Crypto Passion: Strong understanding of KYC technology, AML compliance, and crypto/blockchain fundamental big bonus

Desirable

• Market Strategy & Sales Execution
• Develop & Implement Strategy: Build a sales strategy targeting Tier 1 and Tier 2 banks, prioritizing B2B clients, including financial institutions and key service providers
• Pipeline Development: Independently create and drive the sales pipeline, actively prospecting, conducting demos, and closing initial deals to establish Cense’s presence
• Ecosystem Collaboration
• SaaS Ecosystem Integration: Work closely with service providers and SaaS ecosystem partners to position Cense’s crypto compliance tools within broader compliance solutions
• Relationship Management: Cultivate relationships with partners, negotiating effectively to maximize Cense’s impact within the SaaS and RegTech landscape
• Client Relationship Management
• Banking & Client Engagement: Establish and manage relationships with influential contacts across banks and high-priority clients, coordinating closely with the Customer Success team to ensure smooth onboarding and retention
• Client-Centric Communication: Engage directly with customers on key decisions, maintaining a proactive role in strategic client relationships
• Team Development & Cross-Functional Collaboration
• Build & Lead Sales Team: Operate as a sole contributor initially; as growth demands, recruit and manage a lean, high-performing sales team
• Marketing Integration: Coordinate with marketing, leveraging marketing automation tools to drive engagement and awareness in key regions
• Reporting & Metrics
• Performance Monitoring: Regularly track sales metrics, analyze pipeline data, and produce insights to inform strategic sales decisions and support scalable growth
• Immediate Priorities:
• Pipeline & Initial Clients: Prioritise pipeline development securing foundational clients to establish traction in these markets
• Stakeholder Networking: Build relationships with key contacts in Tier 1 and Tier 2 banks and with services providers (channel), demonstrating Cense’s unique value in crypto compliance
• Process & Tool Development: Help improve scalable sales processes, integrating tools and metrics to ensure sustainable growth
• Challenges & Opportunities
• Challenges: High expectations in heavily regulated environments, balancing hands-on sales with strategic growth and team development
• Opportunities: Position Cense as the go-to compliance partner by leveraging established Tier 1 and Tier 2 relationships, uniquely suited to the fast-evolving crypto regulatory landscape
• What Makes This Role Unique?
• This role positions you at the nexus of crypto, compliance, and SaaS innovation, allowing you to drive Cense’s impact within an industry primed for regulatory advancement. You’ll lead the charge in helping financial institutions navigate the crypto economy with compliant, cutting-edge solutions
• Management Style
• Collaborative and empowering, with a focus on aligning sales efforts with Cense’s overall strategic vision. You’ll set a fast pace, encourage autonomy, and foster a culture of accountability and client-centered innovation
• Primary Objectives (3-12 Months)
• 1. First 3 Months: Establish a pipeline, secure early engagements with Tier 1 clients in the UK and Germany
• 2. 6 Months: Begin team recruitment to scale sales efforts; align closely with marketing for joint campaigns
• 3. 12 Months: Lead a well-formed team with a growing client base across key regions

• 1. Initial Screening – HR screens for mission alignment, Scale up sales track record, Tier 1 banking experience (rolodex), and crypto familiarity (high will to learn)
• 2. Sales Leadership Interview – Discuss strategic alignment, ecosystem experience, and prior achievements
• 3. Case Presentation – Assess understanding of the crypto compliance market and strategic sales approach
• 4. Executive Interview – Validate cultural fit within Cense’s collaborative, high-growth environment