About the company
BitGo (NYSE: BTGO) is the digital asset infrastructure company delivering custody, wallets, staking, trading, financing, stablecoins, and settlement services from regulated cold storage. Since 2013, BitGo has focused on accelerating the transition of the financial system to a digital asset economy. BitGo maintains a global presence and multiple regulated entities, including BitGo Bank & Trust, National Association, the first federally chartered digital asset trust bank owned by a publicly traded company. Today, BitGo serves thousands of institutions, including many of the industry's top brands, financial institutions, exchanges, and platforms, and millions of investors worldwide.
Responsibilities
- Own the full sales lifecycle for fintech and payments-focused institutional clients, from prospecting through close, onboarding, and expansion
- Develop and manage a pipeline of high-value opportunities, driving new logo acquisition and revenue growth across fintech, payments, and financial services customers
- Act as the primary relationship owner for assigned accounts, delivering white-glove, consultative coverage to senior stakeholders
- Lead complex sales conversations and product deep dives, clearly articulating BitGo’s value across Crypto as a Service, custody, trading, staking, lending, and DeFi
- Partner cross-functionally with trading, lending, operations, compliance, legal, and product teams to structure, negotiate, and close deals
- Serve as a subject matter expert in fintech, payments infrastructure, and the evolving crypto ecosystem as it relates to institutional use cases
- Navigate sophisticated procurement, compliance, and risk discussions common in regulated financial environments
- Accurately forecast pipeline, manage deal timelines, and execute against revenue targets in a fast-paced, high-growth environment
Requirements
- 6–8+ years of experience in fintech, crypto, or traditional financial services, with a strong preference for client-facing, quota-carrying sales roles
- Proven track record of closing complex, consultative deals with institutional or enterprise clients
- Experience providing white-glove coverage to fintechs, financial institutions, or sophisticated corporate customers
- Strong understanding of fintech, payments, Neo banks, financial markets, and crypto custody
- Comfortable operating independently as a senior IC while collaborating closely with cross-functional teams
- Excellent written and verbal communication skills, with the ability to engage executive-level stakeholders
- Ability to thrive in a competitive, fast-paced environment with high accountability
- Deep interest in or hands-on experience with digital assets and blockchain technology
- Knowledge of payments infrastructure, DeFi, protocols and tokens, NFTs, or on-chain financial products
- Background in investment banking, corporate banking, structured products, consulting, or other front-office financial roles
Conditions
- This role will require being full-time onsite at our San Francisco office
- Compensation for this role's OTE (Base+Uncapped Commission) will be $350k+, Equity, and benefits