About the role
BitGo is the leading infrastructure provider of digital asset solutions, delivering custody, wallets, staking, trading, financing, and settlement services from regulated cold storage. Since our founding in 2013, we have focused on enabling our clients to securely navigate the digital asset space. With a global presence and multiple Trust companies, BitGo serves thousands of institutions, including many of the industry's top brands, exchanges, and platforms, and millions of retail investors worldwide. As the operational backbone of the digital economy, BitGo handles a significant portion of Bitcoin network transactions and is the largest independent digital asset custodian, and staking provider, in the world. For more information, visit www.bitgo.com . This role will require being full-time onsite at our San Francisco office to support collaborative team dynamics and innovative problem-solving. BitGo is growing at the fastest pace in our history, and we’re hiring top-tier sales talent across crypto, fintech, and traditional finance. We’re looking for a Sales Director to join our Fintech Sales team, focused on owning and closing complex, high-value institutional relationships. This is a senior individual contributor role designed for someone who thrives in full-cycle, consultative sales, excels with fintech/institutional clients, and wants to directly drive revenue in a high-growth environment.
Responsibilities: Own the full sales lifecycle for fintech and payments-focused institutional clients, from prospecting through close, onboarding, and expansion. Develop and manage a pipeline of high-value opportunities, driving new logo acquisition and revenue growth across fintech, payments, and financial services customers. Act as the primary relationship owner for assigned accounts, delivering white-glove, consultative coverage to senior stakeholders. Lead complex sales conversations and product deep dives, clearly articulating BitGo’s value across Crypto as a Service, custody, trading, staking, lending, and DeFi. Partner cross-functionally with trading, lending, operations, compliance, legal, and product teams to structure, negotiate, and close deals. Serve as a subject matter expert in fintech, payments infrastructure, and the evolving crypto ecosystem as it relates to institutional use cases. Navigate sophisticated procurement, compliance, and risk discussions common in regulated financial environments. Accurately forecast pipeline, manage deal timelines, and execute against revenue targets in a fast-paced, high-growth environment. Skills & Experience: BitGo is looking for people who take full ownership, are intellectually curious, and thrive in a transparent, high-performance culture. 6–8+ years of experience in fintech, crypto, or traditional financial services, with a strong preference for client-facing, quota-carrying sales roles. Proven track record of closing complex, consultative deals with institutional or enterprise clients. Experience providing white-glove coverage to fintechs, financial institutions, or sophisticated corporate customers. Strong understanding of fintech, payments, Neo banks, financial markets, and crypto custody. Comfortable operating independently as a senior IC while collaborating closely with cross-functional teams. Excellent written and verbal communication skills, with the ability to engage executive-level stakeholders. Ability to thrive in a competitive, fast-paced environment with high accountability. Nice to Haves: Deep interest in or hands-on experience with digital assets and blockchain technology. Knowledge of payments infrastructure, DeFi, protocols and tokens, NFTs, or on-chain financial products. Background in investment banking, corporate banking, structured products, consulting, or other front-office financial roles. Cryptocurrencies are the most disruptive change the financial services industry has seen in years. Join us and you’ll be able to look back and say you were part of