Head of Sales

About Borderless Borderless.xyz is a global payments network for stablecoin on/off-ramps. Money is increasingly moving onchain, but moving it globally means fragmented rails and dozens of locally licensed providers. Borderless solves this with a single API plugged into 15+ locally licensed stablecoin providers across 100 countries, letting fintechs route to whichever provider they choose. Seed stage, backed by a $3M pre-seed. Revenue is growing steadily with a growing enterprise customer base. About the Role Borderless's first true Head of Sales. Sales has been founder-led to date, which produced clarity on ICP, pricing, and proof points plus an existing pipeline. This hire takes the motion over and builds the function: outbound pipeline, end-to-end closing, and eventually a team. The sale is consultative, technical, and educational (stablecoin infrastructure), not transactional. ICP: crypto-native PSPs, fintechs, wallets, and remittance companies, plus the locally licensed providers themselves. The commercial motion is a straight SaaS platform fee with typical ACV in the ~$60K range and 2-3 month outbound sales cycles. Year-one quota will likely land around $700K-$900K new ARR, with a 3-6 month ramp (partial variable guaranteed during ramp). Key Responsibilities - Build and execute the outbound sales motion; inbound exists but is noisy — outbound is the priority - Own the end-to-end sales cycle: prospecting, qualifying, pitching, negotiating, closing - Travel consistently — the cycle is conference-heavy (heavily LatAm), approximately 2 conferences/month during busy seasons (Feb-late May, Aug-Nov); deals rarely close without meeting in person - Run a tight product-sales feedback loop with the technical team - Consistently hit revenue targets while building a long-term pipeline and, over time, the sales team Requirements - 7-10+ years in sales/BD at Head of Sales level or a CV clearly leading up to it - Experience in payments OR crypto/stablecoins (either works; crypto is a big plus, not a must). Must be broadly in fintech. - Consultative, technical selling experience — API-first SaaS or infrastructure products - Willing to travel constantly and represent the company at industry events (hard must-have) - Strong track record of hitting or exceeding targets, with concrete commercial numbers (quota, ARR, accounts) on the CV Bonus Skills - Existing personal book of decision-maker relationships at ICP companies - Fluent Spanish — much of the network, customer base, and conference circuit is LatAm-based - Direct stablecoin/crypto-payments vertical experience Benefits - Full medical, dental, and vision - Unlimited PTO - Family/medical leave - Disability and life insurance