Director of Sales

Role at a Glance

As Director of Sales you will lead revenue execution for Bitwage a high-growth early-stage business unit within Paystand. You will own the sales motionend-to-endmanaging and scaling a team of inbound and outbound salesrepresentatives driving partner-led revenue and personally closing complexhigh-value deals.
This role combines the ownership and intensity of an early-stage startup withaccess to late-stage resources capital and cross-functional expertise. You willwork closely with the Founder & GM of Bitwage and senior leaders across Paystandto define go-to-market strategy build a repeatable sales engine and deliver againstaggressive board-visible revenue targets.
You will play a critical role in transitioning Bitwage from founder-led sales to ascalable metrics-driven revenue organizationwhile remaining hands-on in the fieldand deeply involved in hiring coaching and performance management.

About Bitwage & Paystand
Bitwage is a global payroll and cross-border payments platform that enables companies to pay employees and contractors in local currencies stablecoins and cryptocurrencyfaster cheaper and with significantly less friction than traditional banking rails. Bitwage serves globally distributed teams across 80 countries and operates at the intersection of fintech payments and crypto infrastructure. Bitwage operates as a high-growth early-stage business unit within Paystand a later-stage B2B payments company backed by leading investors.

This structure provides a unique environment that combines:

Startup speed ownership and impact within Bitwage
Operational maturity capital and shared resources from Paystand

This role is ideal for a sales leader who wants to build and scale from an earlyfoundation while benefiting from the stability tooling and institutional knowledge ofa more established organization.

Why This Role Is Unique
Build a sales organization from the ground up at Bitwage with real ownershipover strategy hiring and execution
Operate in an early-stage environment while benefiting from Paystands:
Established infrastructure and systems
Legal compliance finance and operational support
Institutional knowledge from scaling a B2B payments business
Gain direct visibility with executive leadership and influence over productpricing and roadmap
Career-accelerating opportunity to prove you can scale revenue in a complexfintech environment

Responsibilities
Sales Leadership & Execution
Own overall sales performance pipeline health forecasting accuracy and revenue outcomes
Lead and manage a team of inbound and outbound sales representatives with planned growth from 3 to 8 team members within 12 months
Carry a personal quota and remain actively involved in closing strategiccomplex or high-value deals
Conduct regular pipeline reviews forecast calls and performance coachingsessions
Establish clear KPIs quotas and performance standards for the sales team

Sales Process & Playbook Development
Build and continuously refine sales playbooks including:
ICP definition and segmentation
Buyer personas and use cases
Discovery frameworks and qualification criteria
Pricing packaging and objection handling
Implement and enforce strong CRM discipline
Design scalable inbound and outbound sales motions suitable for anearly-stage product within a late-stage corporate environment
Improve conversion rates across the full funnel from first meeting throughclose

Hiring Team Development & Performance Management
Own hiring onboarding ramping and performance management of salesteam members
Make hiring and termination decisions quickly and decisively to maintain ahigh-performing team
Developday ramp plans and ongoing training programs for newhires
Build a sales culture focused on accountability ownership and continuousimprovement

Partnerships & Channel Revenue
Identify evaluate and develop revenue-generating partnerships (e.g. fintechplatforms payroll providers SaaS platforms ecosystem partners)
Structure partnership agreements with clear commercial incentives andpipeline expectations
Manage partner relationships and hold partners accountable to measurablerevenue outcomes
Sunset partnerships that do not generate meaningful pipeline or closed-wonrevenue

Cross-Functional Collaboration
Partner closely with Product Engineering Compliance and Operations teamsto:
Address customer feedback and objections
Improve onboarding and implementation workflows
Align product roadmap with market demand
Provide structured feedback from prospects and customers to inform productand pricing decisions
Collaborate with Marketing on messaging positioning and lead qualityimprovements

Forecasting Reporting & Executive Communication

Own revenue forecasting and pipeline reporting with a high degree ofaccuracy
Prepare revenue updates for executive leadership and board meetings
Identify risks and opportunities early and adjust strategy proactively

Qualifications & Experience

7 years of B2B sales experience with at least 3 years in a sales leadership ormanagement role
Proven experience selling cross-border payments fintech payroll FX orfinancial infrastructure products
Experience working at a Series A startup or earlier ideally during the transitionfrom founder-led sales to a repeatable sales motion
Demonstrated success building managing and scaling sales teams inhigh-growth environments
Track record of closing complex multi-stakeholder deals involving legalfinance compliance and operations
Strong understanding of long sales cycles procurement processes andfintech buying friction
Hands-on experience with CRM systems and sales performance metrics

Preferred / Nice to Have
Experience selling into globally distributed teams emerging markets orinternational workforces
Familiarity with compliance concepts such as KYC AML OFAC and regulatoryrisk in payments
Prior experience owning or contributing to partnership-led revenue
Experience closing mid-market to enterprise deals ($50k$250k ARR)

Traits & Mindset Were Looking For
Builder mentality; comfortable creating structure where none exists
Hands-on leader who leads by example and closes deals
High tolerance for ambiguity and rapidly changing priorities
Data-driven but pragmatic; able to forecast without perfect systems
Direct candid communicator who embraces accountability
Motivated by ownership equity upside and long-term impactnot just title orbase salary

Why This Role Matters
This is a career-defining opportunity to build and lead a revenue engine at anearly-stage fintech solving real problems in global payments. You will havemeaningful ownership over strategy hiring execution and outcomesalong with adirect line to the GM of Bitwage and Senior Leadership.