Sales manager (new business)

Навыки

• B2B-продажи
• Блокчейн
• CRM-системы
• ISO 27001 / PCI DSS
• Переговоры
• Ответственность за результат
• Ruby on Rails

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 looking for a results-driven Sales Manager (New Business) to accelerate Utorg's growth by bringing new merchants to our platform. This is a full-cycle sales role — you will own the pipeline from first outreach to signed contract and hit clear revenue targets.

Задачи

• Full-Cycle Sales & Deal Ownership
• Own the entire sales cycle: prospecting, qualification, discovery, product demos, commercial negotiation, and contract closing
• Build and maintain a healthy pipeline of Web3 and FinTech merchants through outbound outreach, inbound lead processing, conferences, and your own network
• Consistently hit monthly and quarterly targets: new signed merchants, projected processing volume, and revenue
• Negotiate commercial terms and pricing within the approved framework, maximizing deal economics without sacrificing close rates
• Pipeline & Process Discipline
• Provide reliable sales forecasts and report on conversion metrics at each funnel stage
• Qualify rigorously: focus time on merchants with real volume potential, and disqualify fast
• Continuously refine outreach sequences, pitch materials, and objection handling based on what converts
• Market & Cross-functional Collaboration
• Represent Utorg at industry conferences and events
• generate meetings and turn them into deals
• Partner with the KAM team to ensure smooth handoff of signed merchants — with clear expectations set on volumes, terms, and integration timelines
• Work with Legal, Compliance, and Integration to keep deals moving through KYB, contracting, and technical launch

Требования

• Experience
• 2+ years in B2B sales with a proven track record of closing new business — specifically within FinTech, Payments, or Crypto/Web3
• Demonstrated history of hitting or exceeding quota
• you can walk us through your numbers
• Experience selling payment or infrastructure products (on-ramp/off-ramp, acquiring, PSP, APIs) is a strong advantage
• Understanding of payment economics: processing volumes, conversion rates, fee structures, and revenue share models
• Skills & Mindset
• Fluent Russian & English (B2+/C1) — mandatory. Daily negotiations with international prospects and internal teams
• Hunter mentality: you are energized by outbound, comfortable with rejection, and relentless about follow-up
• Strong negotiation and discovery skills — you sell on value and merchant economics, not on discounts
• Self-organized and CRM-disciplined
• you manage your pipeline like a business
• High adaptability and drive to thrive in a fast-paced, scaling crypto-fintech environment

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