Member of Specialist Staff (Head of Sales, EMEA) @ Zuba
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Posted on Aug 6, 2026
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Member of Specialist Staff (Head of Sales, EMEA) @ Zuba
🇬🇧 London + willingness to travel (100% in-person)
💰 Competitive (incl. equity)
About Zuba
About the role
We’re looking for a Head of Sales (EMEA) to own Zuba’s commercial engine on this side of the Atlantic. Not a territory, the engine: the live institutional book, the pipeline behind it, the pricing, the team, and the playbook. You’ll run revenue end to end and report directly to the CEO.
This is a senior, hands-on role. You’ll work directly with financial institutions, remittance operators, and platforms embedding cross-border payments into their products. You’ll inherit live, revenue-generating accounts and a small sales team, and your job is to grow both: deepen the accounts we have, originate the ones we don't, and build the commercial function that makes every deal faster than the last.
You have led revenue before and you still love closing yourself. That combination is what this role needs.
What you'll do
Own EMEA revenue end to end. The live book and the new pipeline: originate, qualify, price, close, and activate institutional partnerships across FIs, remittance operators, and platforms.
Lead and grow the sales team. Set targets, run the cadence, coach the team on live deals, and hire as we scale. You are the standard the team calibrates against.
Grow the accounts we already have. Our biggest near-term revenue is expanding wallet share with live partners: new corridors, higher volumes, better terms. You own that motion as much as new logos.
Own pricing and deal structure. Work with the CEO on partnership terms, corridor pricing, and the trade-offs between volume, margin, and strategic value.
Build the playbook. Qualification frameworks, deal stages, activation checklists, conversion tracking at every stage. Document what works so it scales beyond you.
Work cross-functionally. Coordinate with compliance on KYB, engineering on technical onboarding, and treasury on corridor capacity. You are the glue between the commercial conversation and the operational delivery.
Who you are
You’ve sold financial products to institutions. 6+ years in B2B fintech sales, payments, or financial services, including commercial leadership. You’ve run full enterprise cycles yourself, not just managed accounts, and closed deals that required navigating compliance, procurement, and technical integration.
You’ve led a team and stayed in the deals. You’ve managed and hired salespeople, and you still carry the hardest conversations yourself. Player-coach is not a compromise for you, it is the job.
You grow accounts, not just close them. You know that the second and third deals with a partner are where the real revenue is, and you run expansion with the same rigour as origination.
You own the funnel. You know what good looks like at every stage: response time, qualification rigour, deal velocity, conversion rate. You track the numbers and you act on them.
You understand the product. Cross-border payments, FX mechanics, settlement infrastructure. You don’t need to be an engineer, but you need to speak credibly to institutional buyers who ask hard questions.
Bonus: Experience at a cross-border payments or infrastructure company (Airwallex, Nium, Currencycloud, Wise Platform, Thunes). Existing relationships with European FIs, remittance operators, or platforms. Exposure to African corridors or stablecoin settlement.
Some topics you'll think about
Our largest partners could double their volume with us. What is stopping them, and what is the expansion motion that unlocks it?
How do we balance farming the live book against hunting new logos, and how should the team split that work?
How do we move a contracted deal to live transaction in under 30 days, and what breaks in that process most often?
What does the EMEA commercial function look like in 12 months: which institutions, which verticals, in what sequence, and who do you hire first?
How do we position Zuba in a market where Airwallex, Nium, and Currencycloud are better-known names, and what does winning look like against them?
What we offer
💸 Competitive salary + meaningful equity, and we’ll show you the maths
🚀 Real ownership: your work shows up in the company’s numbers within weeks
🧠 No layers: everyone works directly with the founders
🤖 The best AI tools money can buy, for everyone
🌍 Paid travel to the markets we serve
🍔 In past 8pm? Dinner and the ride home are on us
🍹 Team off-sites & regular socials
Our hiring process
We keep it fast and transparent.
Intro chat (30 mins) with Josiah (CEO & Co-Founder). An informal conversation about your background, how you think about enterprise sales and revenue leadership, and what you’re looking for.
Commercial deep dive (60 mins). Walk us through a deal you closed end-to-end, an account you grew materially after the first contract, and a team you led. How you qualified, priced, and activated, and what you would do differently. We want specifics.
Work trial (2 days, paid). The best way to know if we’re a good fit is to work together, and we pay for your time. You’ll spend two days with us at our Central London office, meeting the team and working on live pipeline.
Offer. If all goes well, we’ll make you an offer, and we can’t wait to welcome you aboard!
This job is no longer accepting applications
See open jobs at Zuba.See open jobs similar to "Member of Specialist Staff (Head of Sales, EMEA) @ Zuba" DCG.