sales team lead in fintech

The fintech start-up has achieved product-market fit and operates fintech and financial infrastructure businesses.

• Build a personal pipeline of qualified opportunities and close early customers and strategic partners
• Find, contact, qualify, negotiate with, and close customers and partners
• Lead discovery calls, product conversations, commercial negotiations, and follow-ups
• Work directly with founders, executives, fintech entrepreneurs, financial institutions, payment companies, and other senior decision-makers
• Identify high-potential customer segments for the company's products and services
• Research markets, companies, decision-makers, buying triggers, and competitive alternatives
• Define ICPs, personas, use cases, qualification criteria, and disqualifiers
• Test which segments, geographies, products, and value propositions convert best
• Bring market feedback to Product, Compliance, Operations, and Leadership
• Design the sales funnel with marketing, from prospecting and qualification through proposal, negotiation, onboarding, and expansion
• Create sales playbooks, messaging, qualification frameworks, and follow-up standards
• Set up and maintain CRM discipline, pipeline stages, forecasting, and reporting
• Track conversion, sales cycle, pipeline quality, and revenue metrics
• Turn successful personal practices into repeatable processes for the future team
• Oversee inbound, outbound, partner, referral, and introduction channels
• Test cold outreach and help build a scalable outreach motion
• Hire, onboard, coach, and manage sales and business development team members as the function grows
• Build a culture of ownership, disciplined follow-up, curiosity, and commercial accountability
• Coordinate with Product, Compliance, Operations, Legal, and Finance to make deals executable
• Ensure customer expectations are realistic and accurately translated into internal next steps

• Strong full-cycle B2B sales and business development experience with a complex product
• Experience defining ICPs, entering new markets, and testing acquisition channels
• Hands-on experience with outbound and cold outreach, inbound qualification, partnerships, or referral channels
• Ability to quickly understand a product's technical, regulatory, and commercial aspects
• Strong CRM, pipeline management, forecasting, and sales-process skills
• Excellent English and Russian; confident communication with senior stakeholders
• High ownership, commercial judgement, resilience, and willingness to sell personally before scaling through a team
• Enjoy building from zero and taking responsibility for commercial outcomes
• Prefer evidence from real customer conversations over assumptions and presentations
• Ability to switch between selling, market analysis, process improvement, and coaching a teammate
• Будет плюсом: Background in fintech, payments, banking infrastructure, B2B SaaS, technology, or another complex B2B environment

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