🇬🇧 London + willingness to travel (100% in-person)
💰 Competitive (incl. equity)
About Zuba
Careers @ Zuba
About the role
We’re looking for a Head of Sales (EMEA) to own Zuba’s commercial engine on this side of the Atlantic. Not a territory, the engine: the live institutional book, the pipeline behind it, the pricing, the team, and the playbook. You’ll run revenue end to end and report directly to the CEO.
This is a senior, hands-on role. You’ll work directly with financial institutions, remittance operators, and platforms embedding cross-border payments into their products. You’ll inherit live, revenue-generating accounts and a small sales team, and your job is to grow both: deepen the accounts we have, originate the ones we don't, and build the commercial function that makes every deal faster than the last.
You have led revenue before and you still love closing yourself. That combination is what this role needs.
What you'll do
- Own EMEA revenue end to end. The live book and the new pipeline: originate, qualify, price, close, and activate institutional partnerships across FIs, remittance operators, and platforms.
- Lead and grow the sales team. Set targets, run the cadence, coach the team on live deals, and hire as we scale. You are the standard the team calibrates against.
- Grow the accounts we already have. Our biggest near-term revenue is expanding wallet share with live partners: new corridors, higher volumes, better terms. You own that motion as much as new logos.
- Own pricing and deal structure. Work with the CEO on partnership terms, corridor pricing, and the trade-offs between volume, margin, and strategic value.
- Build the playbook. Qualification frameworks, deal stages, activation checklists, conversion tracking at every stage. Document what works so it scales beyond you.
- Work cross-functionally. Coordinate with compliance on KYB, engineering on technical onboarding, and treasury on corridor capacity. You are the glue between the commercial conversation and the operational delivery.
Who you are
- You’ve sold financial products to institutions. 6+ years in B2B fintech sales, payments, or financial services, including commercial leadership. You’ve run full enterprise cycles yourself, not just managed accounts, and closed deals that required navigating compliance, procurement, and technical integration.
- You’ve led a team and stayed in the deals. You’ve managed and hired salespeople, and you still carry the hardest conversations yourself. Player-coach is not a compromise for you, it is the job.
- You grow accounts, not just close them. You know that the second and third deals with a partner are where the real revenue is, and you run expansion with the same rigour as origination.
- You own the funnel. You know what good looks like at every stage: response time, qualification rigour, deal velocity, conversion rate. You track the numbers and you act on them.