Senior Sales Manager

The Work

We are looking for a highly motivated and experienced Senior Sales Manager to join our North America team. If you are passionate about bridging the gap between traditional finance (TradFi) and decentralized finance (DeFi) by building infrastructure to tokenize, store, and settle value in a simple, secure, and compliant way, come join us!

As a Senior Sales Manager, you will work across all customer segments, ranging from the world's largest financial institutions to crypto-forward companies. You will lead customer conversations covering Ripple's digital asset custody, payments, OTC, trading, and stablecoin solutions, with a particular focus on digital asset custody, including platform security, governance, and operational controls.  This includes advising customers on deployment models involving Key Management Systems (HSMs and MPC), permissioning frameworks, and features related to entitlements, policies, and governance controls.

What You Will Do

• Identify and build commercial relationships with Ripple customers seeking digital asset solutions, including custody, payments, stablecoins, tokenization, and trading services.
• Partner with senior institutional sales leaders to drive strategic opportunities across banks, custodians, broker-dealers, payment providers, asset managers, and other financial institutions.
• Lead discovery, qualification, solution positioning, pricing discussions, and commercial negotiations for select accounts, driving opportunities from initial engagement through contract execution.
• Support the sales process with functional and technical deep dives, working closely with Customer Solutions Directors and product specialists to address customer requirements.
• Own and coordinate the RFx process, including competitive analysis, storyline development, response drafting, answer refinement, and review cycles with internal and external subject matter experts.
• Coordinate pricing and commercial inputs across sales, finance, product, legal, and commercial stakeholders to develop competitive and scalable customer proposals.
• Pressure-test commercial strategies, proposals, and RFx responses to ensure alignment with customer objectives, product capabilities, and Ripple's business goals.
• Work cross-functionally to develop deal strategies, account plans, and executive engagement models that advance opportunities toward successful closure.
• Maintain accurate deal records, including customer requirements, pricing assumptions, risks, blockers, competitive intelligence, and next-step action plans.
• Assist the North American sales team in achieving quarterly and annual revenue targets.
• Act as the voice of the customer and collaborate with product, marketing, and customer success teams to influence product roadmap priorities and drive new use cases for custody and other Ripple solutions.
• Analyze client requirements and align them with product capabilities to develop compelling business cases and solution recommendations.
• Conduct market research on digital asset custody, tokenization, stablecoins, and broader digital asset infrastructure trends to establish yourself as a trusted advisor to customers and prospects.

Key Qualifications:

• Strong understanding of distributed ledger technology and digital asset use cases, including smart contracts, decentralized finance, and other applications.
• Preferably, a solid understanding of the digital asset custody market.
• Strong network with excellent relationships with large financial institutions, asset managers, and crypto natives who require digital asset custody solutions.
• 10+ years of experience in Sales/Business Development, Software/IT Systems product management, Technical Sales, Solution Architecture, or equivalent.
• 5+ years of relevant experience advising and selling to financial institutions.
• Demonstrated track record of successful sales or business development support.
• Ability to work effectively with team members, take on responsibility, and work independently.
• Willingness to travel as required by client and company engagements.