Sales Lead (Solana)

Sales Lead (Solana) | Remote | Europe & APAC | Permanent

Role Overview

You’ll own end-to-end go-to-market: build pipeline, run discovery and demos, pilot integrations, and land new logos—working closely with the CEO and engineering. Your north star is clear: increase net-new transactions processed by the new product.

Responsibilities

• Pipeline & Outbound: Proactively source, engage, and qualify target Solana teams (protocols, wallets, infrastructure, trading/market-making, DeFi/NFT/gaming).
• Full-Cycle Sales: Drive discovery > demo > pilot/POC > pricing/terms > close; manage procurement and security diligence.
• Product Feedback Loop: Distil customer feedback and usage signals into actionable requirements with the Gateway engineering team. • Onboarding & Expansion: Orchestrate technical handoffs, minimize time-to-first-transaction, and expand to new teams, use cases, and volume.
• Collateral & GTM: Create and iterate on decks, ROI/latency win narratives, case studies, and integration guides; experiment with pricing/packaging.
• Forecasting & Hygiene: Keep CRM clean and current; deliver weekly forecasts and track funnel health (sourced > qualified > pilot > close > expansion).
• Market Presence: Represent Gateway at hackathons, conferences, and ecosystem events; convert conversations into committed pilots.

Primary KPI: Net-new transactions routed through Gateway (volume & weekly active integrators) Secondary Metrics: New logos won, pilot-to-close rate, time-to-close, expansion volume, churn/retention Requirements

• Enterprise B2B sales excellence: 3–7+ years selling technical products (SaaS/API/infrastructure) with consistent quota attainment.
• Developer-first selling: Lead technical discovery, map reliability/latency and DX benefits to business impact, and partner effectively with engineers.
• Outbound engine: Proven self-sourced pipeline with high-velocity, high-quality follow-through.
• Assertive yet conscientious: Push deals to close while honouring commitments, details, and stakeholder alignment.
• Communication: Crisp writing, compelling live demos, and disciplined follow-ups.
• Web3: Experience helpful but not required; you ramp on new domains quickly.

Nice to Have

• Sales to crypto/fintech or infra buyers; familiarity with Solana or chain/RPC tooling
• Network among leading Solana teams, market makers, or infra providers
• Light technical chops (read TypeScript/Rust, discuss RPCs, queues, retries)
• Experience collaborating with product/solutions engineering on integrations

If this role is of interest to you or anyone you know, please apply within.