Join a team of experts in building the next generation of financial systems. We’re hiring a VP Institutional Sales, EMEA to lead enterprise sales across the region and establish Dfns as the wallet infrastructure partner for banks and fintechs. Reporting to the Head of EMEA, you will own institutional sales across the region, driving revenue growth and building long-term relationships with financial institutions adopting our platform. You will source, qualify, and close complex enterprise deals while working closely with product, engineering, and customer teams to support successful deployments. You bring credibility in financial services, the ability to discuss technical systems with engineers and architects, and experience navigating long enterprise sales cycles in regulated markets. Responsibilities Lead institutional sales across EMEA, working closely with the Head of EMEA. Drive revenue growth and deliver regional ARR targets. Build trusted relationships with banks, fintechs, exchanges, and digital asset companies. Source, qualify, and close complex enterprise opportunities across the region. Lead RFPs, RFIs, and procurement processes with financial institutions. Manage long enterprise sales cycles from initial engagement to contract signature. Work closely with product teams to support technical evaluations and solution design. Support successful deployments and long-term account expansion. Monitor market trends, regulatory developments, and competitor activity across EMEA. Represent Dfns at industry events, conferences, and ecosystem gatherings. Travel across the region to meet clients, prospects, and partners. Requirements 8+ years of enterprise sales experience, ideally selling infrastructure or financial technology. Proven track record of closing large institutional deals with banks or financial institutions. Strong understanding of financial markets, fintech infrastructure, or digital asset ecosystems. Experience selling blockchain infrastructure, custody, wallets, or fintech APIs is a strong plus. Ability to translate complex technical systems into clear business value. Strong communicator, comfortable engaging with executives, product, and engineering teams. Excellent negotiation, presentation, and relationship-building skills. Entrepreneurial mindset with the ability to operate in fast-growing environments. Proficiency with CRMs and modern sales tooling. Fluent in English (additional European languages are a plus). Recruiting Process Intro call with Co-CEO (30 min) Personality and cognitive tests (45 min) Focus interviews with the hiring panel (90 min) Pre- & Post-sales fundamentals Market & opportunities Culture fit Final interview with CEO (30 min) Reference calls and background checks Terms Title: VP Institutional Sales, EMEA Salary: €80,000 – €120,000 per year (full-time) Bonus: Performance-based commission plan Equity: 100–200 stock options vested over 4 years Benefits: Healthcare, pension plan, and travel expenses Location: Europe (remote-first, office optional) Equipment: MacBook Air + essentials