Head of Sales

About Us:
Founded in 2018, headquartered in Johannesburg, and backed by leading investors including Pantera Capital, Coinbase Ventures and Fidelity’s F-Prime Capital, VALR is a global crypto exchange offering a comprehensive suite of products—including Spot Trading, Spot Margin, Perpetual Futures, Staking, Lending, Borrowing, OTC services, VALR Invest, Crypto Bundles, and VALR Pay. Licensed by South Africa’s FSCA, with regulatory approval in Europe, VALR serves over 1.7 million registered users and 2,000 corporate and institutional clients worldwide. The exchange is dedicated to advancing a just financial future that upholds human dignity and the unity of mankind. For more information, visit valr.com.

Our Vision:
To establish VALR as a global institution that advances the economic life of human civilisation through a borderless, inclusive, and empowering financial ecosystem.

Our Mission:
To contribute towards a global financial system that upholds justice, fosters human dignity, and reflects the oneness of humanity, by serving the financial needs of individuals, communities, and institutions through innovative financial technologies. Responsibilities

- Report directly to the Chief Commercial Officer, owning the global sales function and contributing to VALR ’s overall commercial strategy and growth objectives.

- Own and execute VALR ’s global sales strategy, with accountability for revenue growth, enterprise sales and institutional client acquisition.

- Build, lead and scale a high-performing global sales team, setting targets, territories, KPIs, pipeline expectations and performance standards.

- Own and operationalise the sales CRM and supporting sales tools, ensuring accurate pipeline visibility, reporting and forecasting.

- Develop and execute go-to-market strategies for VALR ’s institutional, enterprise, payments and B2B offerings across priority markets.

- Drive acquisition of enterprise customers, financial institutions, payment providers, fintechs and other strategic clients to grow transaction volumes and revenue.

- Own the end-to-end sales lifecycle, from prospecting and qualification through solution development, negotiation, contracting and account expansion.

- Develop strategic account plans for key customers, driving retention, cross-selling, upselling and long-term revenue growth.

- Lead the commercialisation of new products and services, including market positioning, value propositions, pricing and sales enablement.

- Identify and evaluate new market and revenue opportunities, working with relevant teams to develop scalable sales strategies.

- Partner closely with Partnerships, Product, Engineering, Marketing and Operations to ensure customer and market insights inform product development and go-to-market execution.

- Build and maintain senior relationships with enterprise customers, institutional clients, banks, payment providers, fintechs and key participants across the global digital asset ecosystem.

- Represent VALR in executive customer engagements, strategic negotiations, industry events and commercial forums.

- Collaborate with Legal, Compliance, Risk and Finance to ensure sales activities and commercial agreements are scalable, commercially viable and compliant.

- Monitor and optimise sales performance, pipeline health, revenue, conversion rates, customer acquisition and other commercial KPIs, using data-driven insights to improve sales execution and inform growth strategy.

Requirements

- Minimum of 6 years’ experience in sales, business development, enterprise sales, commercial strategy, or market expansion within fintech, financial services, payments, or the digital asset industry, with at least 2 years in a senior sales leadership role.

- Proven track record of leading high-performing sales teams and delivering revenue growth across multiple markets and customer segments.

- Demonstrated success in developing and executing global sales strategies that drive customer acquisiti