Senior B2B sales

YOUR IMPACT

• Building a corporate sales unit from scratch: defining target segments, qualification criteria, funnel stages, commercial structures, and forecasting periodicity.
• Establishing contacts with current and new stakeholders in the global client base: identifying budget holders, decision-makers, and process owners in trade, compliance, risk, and data engineering, as well as forming a base portfolio of prospective opportunities within the first 60 days.
• Utilizing and expanding an existing network of contacts among company executives.
• Coordinating with product, engineering, and information security departments on technical expertise and integration into client cloud environments.
• Creating new commercial channels in coordination with marketing and revenue operations departments: digital demand generation programs, AI-based outbound campaigns, and distribution strategies through partner networks.

WHO WE ARE LOOKING FOR

• Over 5 years of B2B sales experience with a proven track record of consistently achieving net new sales targets in one of the following segments:
• Financial market data and reference data services (Bloomberg, Refinitiv, S&P, FactSet, ICE).
• Cloud data platforms and developer infrastructure (Snowflake, Databricks, Oracle, MongoDB).
• Blockchain analytics and digital asset compliance solutions (Chainalysis, TRM Labs, Elliptic, Chainlink Labs).
• A network of contacts among executives at "Big Four" companies, institutional trading desks, capital markets infrastructure providers, market data buyers, or crypto-focused enterprises, with warm access to budget holders and technical decision-makers.
• Experience as an early employee in a corporate sales department at a rapidly growing data, infrastructure, or fintech company. Ability to build processes and form a project portfolio while closing deals.
• Practical knowledge of how institutional clients (banks, exchanges, trading desks, compliance teams, regulators) use third-party data, including procurement processes, security review cycles, and commercial structures.
• Excellent presentation skills and listening ability, capacity to gain the trust of senior management, explain technical capabilities in terms of business outcomes to a non-technical audience, and form strategic technology partnerships in collaboration with technical buyers.
• Ability to freely discuss GraphQL, SQL, Kafka, gRPC, WebSocket, and cloud data exchange services with technical buyers, speaking their language without needing a solutions engineer.
• Proven experience using artificial intelligence tools to accelerate lead discovery, proposal preparation, competitor research, sales funnel analysis, and customer-facing material creation.
• A self-starter, comfortable operating in a dynamic environment where speed, iteration, and accountability are cultural norms. Independent lead generation, proposal preparation, and end-to-end ownership of results without relying on management for deal closure.
• Fluent in business English (spoken and written), excellent presentation and writing skills.

Details: @GoncharovaIT