Member of Specialist Staff (Head of Sales, US) @ Zuba

🇺🇸 New York + willingness to travel

💰 Competitive (incl. equity)

About Zuba

About the role

We’re looking for a Head of Sales (US) to own ZPN’s institutional pipeline in North America end-to-end, inbound and outbound. You’ll be Zuba’s commercial presence in the US, the person who takes major FI and platform partnerships from first conversation to signed contract to live transaction.

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 own the full funnel, from origination and qualification through discovery, pricing, KYB coordination, contract, and activation, and you’ll build the commercial function that makes every deal faster than the last.

There’s no team to inherit and no playbook to follow. You’ve built a commercial function from zero before, and that’s what energises you.

What you’ll do

Own the institutional pipeline, inbound and outbound. Originate, qualify, progress, and close FI partnerships end-to-end. Run structured discovery and drive deals through pricing, legal, and technical onboarding to first live transaction.
Build the commercial function 0 to 1. Define how outbound demand is generated and inbound demand is handled: prospecting processes, response standards, qualification frameworks, deal stages, and activation checklists. Document what works so it scales beyond you, then hire and lead the team as we grow.
Be Zuba's US presence. Represent Zuba in the New York market. Build relationships with the right institutions, attend relevant events, and position Zuba as a global infrastructure player in conversations that matter.
Close the loop on pipeline quality. Track conversion at every stage, from first contact to live transaction. Identify where deals stall and fix it. Bring structured feedback on why deals are won or lost back into product and GTM strategy.
Work cross-functionally. Coordinate with compliance on KYB, with engineering on technical onboarding, and with the CEO on pricing and partnership terms. You are the glue between the commercial conversation and the operational delivery.

Who you are

You’ve sold financial products to institutions. 5+ years in B2B fintech sales, payments, or financial services, including time at head-of-sales or commercial-lead level. You’ve run full enterprise cycles yourself, not just managed accounts, and closed deals that required navigating compliance, procurement, and technical integration.
You’ve built a commercial function from 0 to 1. You don’t wait for a playbook to exist. You’ve stood up a sales motion where none existed, set the standards, and ideally hired and led the first reps.
You originate, not just respond. You’re as comfortable opening a cold relationship with a target FI as converting warm inbound.
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.
You close. You know the difference between a deal that’s moving and one that’s stalled, and you know what to do about both. You’re comfortable pushing for decisions without being pushy.