Member of Specialist Staff (Head of Sales, US) @ Zuba
This job is no longer accepting applications
See open jobs at Zuba.See open jobs similar to "Member of Specialist Staff (Head of Sales, US) @ Zuba" DCG.Sales & Business Development
Posted on Aug 6, 2026
💵
Member of Specialist Staff (Head of Sales, US) @ Zuba
🇺🇸 New York + willingness to travel
💰 Competitive (incl. equity)
About Zuba
About the role
We’re looking for a Head of Sales (US) to own ZPN’s institutional pipeline in North America end-to-end, inbound and outbound. You’ll be Zuba’s commercial presence in the US, the person who takes major FI and platform partnerships from first conversation to signed contract to live transaction.
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 own the full funnel, from origination and qualification through discovery, pricing, KYB coordination, contract, and activation, and you’ll build the commercial function that makes every deal faster than the last.
There’s no team to inherit and no playbook to follow. You’ve built a commercial function from zero before, and that’s what energises you.
What you’ll do
Own the institutional pipeline, inbound and outbound. Originate, qualify, progress, and close FI partnerships end-to-end. Run structured discovery and drive deals through pricing, legal, and technical onboarding to first live transaction.
Build the commercial function 0 to 1. Define how outbound demand is generated and inbound demand is handled: prospecting processes, response standards, qualification frameworks, deal stages, and activation checklists. Document what works so it scales beyond you, then hire and lead the team as we grow.
Be Zuba's US presence. Represent Zuba in the New York market. Build relationships with the right institutions, attend relevant events, and position Zuba as a global infrastructure player in conversations that matter.
Close the loop on pipeline quality. Track conversion at every stage, from first contact to live transaction. Identify where deals stall and fix it. Bring structured feedback on why deals are won or lost back into product and GTM strategy.
Work cross-functionally. Coordinate with compliance on KYB, with engineering on technical onboarding, and with the CEO on pricing and partnership terms. You are the glue between the commercial conversation and the operational delivery.
Who you are
You’ve sold financial products to institutions. 5+ years in B2B fintech sales, payments, or financial services, including time at head-of-sales or commercial-lead level. You’ve run full enterprise cycles yourself, not just managed accounts, and closed deals that required navigating compliance, procurement, and technical integration.
You’ve built a commercial function from 0 to 1. You don’t wait for a playbook to exist. You’ve stood up a sales motion where none existed, set the standards, and ideally hired and led the first reps.
You originate, not just respond. You’re as comfortable opening a cold relationship with a target FI as converting warm inbound.
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 close. You know the difference between a deal that’s moving and one that’s stalled, and you know what to do about both. You’re comfortable pushing for decisions without being pushy.
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). Existing relationships with US-based FIs, platforms, or remittance operators. Background in stablecoin treasury or emerging markets payments.
Some topics you’ll think about
How do we qualify interest fast, inbound or outbound: what are the two or three signals that tell you a deal is real versus exploratory?
What does the right discovery process look like for an FI embedding cross-border flow into their product, and what do we need to know to price and structure the partnership correctly?
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 US commercial function look like in 12 months: which institutions, which verticals, in what sequence, and who do you hire first?
How do we position ZPN 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 and meaningful equity, and we’ll show you the maths
🚀 Real ownership: your deals show 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 and 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 what you’re looking for.
Commercial deep dive (60 mins). Walk us through a deal you closed end-to-end, from first contact to live, and a commercial function you built from scratch. How you qualified it, how you moved it through procurement and compliance, 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. Depending on logistics, you’ll spend two days with us in person in London or NYC, 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, US) @ Zuba" DCG.