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15 days ago
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Requirements and responsibilities
At Utila, you’ll help build the modern, enterprise-grade platform that powers digital asset operations for more than 300 global institutions. Our technology secures $20B+ in monthly transaction volume and has protected over $200B to date, and we’re growing fast, backed by $50M in funding and a rapidly expanding customer base.We work on mission-critical systems that demand innovation, precision, and deep technical expertise. If you’re excited by complex challenges, want to work with powerful teammates, and are looking to make a real impact on the future of financial technology, you’ll feel right at home here.Join us, and help build something big.If you’re driven by complex sales cycles, enterprise buyers, and building revenue in emerging markets, you’ll feel right at home here.We're looking for a Sales Lead, Europe and Middle East to own and scale Utila's enterprise revenue across the region — both as an individual contributor closing strategic deals and as the leader of a high-performing sales team. This is a senior, high-impact role responsible for new logo acquisition, building executive relationships with institutional customers, and developing the team that drives all of it. You'll work closely with Marketing, Product, and Leadership to define go-to-market strategy and position Utila as the category leader in institutional digital asset infrastructure.If you thrive in consultative enterprise sales, know how to navigate long sales cycles, and have the EQ to coach and motivate a team while carrying your own quota, this role is for you.ResponsibilitiesOwn and scale Utila's enterprise sales motion across Europe and the Middle East — driving new business and consistently closing high-value deals.Recruit, manage, and coach a team of high-performing sales reps, setting individual and team quotas and holding the team accountable to them.Build and execute a regional GTM strategy in collaboration with BD, Partnerships, Marketing and Leadership.Partner closely with Product to share market and customer feedback, helping shape the roadmap and sharpen positioning for institutional buyers.Develop strong executive relationships with customers and partners, positioning Utila as a long-term strategic infrastructure provider.Own pipeline forecasting and revenue targets across the team, maintaining high standards of deal qualification, CRM hygiene, and reporting.Requirements6+ years of enterprise B2B SaaS sales experience, with a strong track record of closing complex, high-ACV deals in Europe and the Middle East.4-5+ years of experience managing and developing sales teams, with a track record of building high-performing reps and hitting team quotas.Strong understanding of digital assets and stablecoins, and how traditional enterprises and institutions are adopting them.Experience selling technical or infrastructure products, ideally in fintech, crypto, security, payments, or regulated environments.Proven ability to navigate long sales cycles and manage multiple stakeholders across business, legal, compliance, and engineering teams.High EQ, with strong skills in coaching, motivating, and developing talent.Strong consultative selling skills, with the ability to translate complex technology into clear business value.High ownership, autonomy, and execution mindset, comfortable operating in a fast-growing startup environment.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)