Head of Crypto Vertical (Business Growth Leader)

Навыки

• ARPU / ARPPU
• B2B-продажи
• B2C-продажи
• Блокчейн
• CAC / CPA / CPL
• ISO 27001 / PCI DSS
• KPI

О компании и продукте

• Founded in 2019, Utorg builds the infrastructure behind stablecoin payments: on/off-ramps, self-custodial wallets, and crypto cards. Over 2 million users across 130+ countries already buy, hold, and spend crypto through our app. On the B2B side, the same rails power 2,100+ platforms, with $2.4B+ moved to date.
• Fully MiCA-authorized across the EEA. PCI DSS Level 2 certified. Backed by Dragonfly, TA Ventures, and Hypra.
• We are an international team of young and ambitious professionals united by a passion for innovation and a belief in the decentralized world. And now, we are looking for a Head of Crypto Vertical who will strengthen our team and contribute to the success of our products and the bright future of Web3.
• Build and scale the crypto business line (crypto card, non-custodial wallet, trading) into an autonomous, high-growth vertical. Own the P&L and drive revenue, profitability, and sustainable, regulation-aware growth.

Задачи

• P&L ownership for the crypto vertical: budgeting, forecasting, pricing, margin management
• Partnerships & BD: identify, negotiate, and close strategic deals (issuers/processors, liquidity, payroll/HR SaaS, neobanks, exchanges, aggregators, merchants)
• Market & regulation: track competitors, user behavior, and rules ( KYC/AML/MiCA, card schemes, on/off-ramps ) and turn insights into action
• Team: own the hiring plan and build a lean business team from zero (growth/performance, BD/partnerships, ops/support)
• Set clear responsibilities and KPIs, coach for performance, and make tough calls when someone doesn’t deliver
• Cross-functional leadership: align Product, Legal/Compliance, Ops, Data, and Marketing around clear commercial targets and SLAs
• Reporting: present plans, numbers, and decisions to founders/execs
• First 3–6 months (hands-on)
• You’ll run ops yourself, set up the initial processes (pipelines, SLAs, weekly KPIs, monthly P&L), and hire the core business team (growth, BD, ops)
• You’ll launch acquisition channels (target LTV/CAC ≥ 3 in one priority segment) along with the CMO and close the first 2–3 strategic B2B/B2B2C deals
• Once ops are stable, you shift even more time to scaling and strategy

Требования

• 5+ years in fintech/crypto/payments/banking with GM / Head of BizDev / Head of Business-type ownership
• Proven P&L delivery on revenue, profit, margin, and volume targets
• Hands-on launching/scaling crypto payments/wallets/cards/trading (B2C and B2B/B2B2C)
• Strong command of unit economics (CAC, LTV, ARPU, margin, payback), pricing, and portfolio prioritization
• Deep partnerships/BD track record: sourcing, negotiating, contracting, integrating, and making deals perform
• Solid grasp of KYC/AML/MiCA , card-scheme, and on/off-ramp constraints
• productive work with Legal/Compliance
• Strong analytical skills (SQL/BI a plus) and clear executive communication in English
• What this role is not
• This is not a classic product manager or chief product officer role

Условия

• Established yet dynamic environment : We’re a well-rooted fintech company with several profitable products and structured business units
• Historically strong in B2B2C across Europe, we’re now doubling down on building and scaling a consumer-facing crypto vertical
• Real traction, not just vision : Our non-custodial wallet and crypto card are already live with confirmed product-market fit in multiple segments (with strong revenue and 6-month retention metrics)
• Crypto IBAN is in development, and trading is at the concept stage
• There's still untapped potential in segments we haven’t entered yet
• Ownership and autonomy : This role is essentially a mini-CEO position
• You’ll have full P&L ownership, a direct line to the founders, and the mandate to build a standalone business unit with a 2+ year strategic horizon
• You'll shape product offerings, growth strategy, and go-to-market channels
• Hands-on early stage, high leverage long-term : In the first 3–6 months, you’ll build the business team (growth/BD/ops), establish processes (pipeline, SLA, KPI, P&L), and drive predictable growth via performance marketing, brand, sales, and strategic partnerships
• From there, it’s all about scale and long-term impact
• Resources and support where it matters : You’ll get the budget and resources aligned with your roadmap, autonomy in decision-making, and influence over a broader fintech product portfolio (wallet, card, IBAN, trading) in one of the most promising markets: crypto in the EU

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