About the Company
An international FinTech company providing virtual card issuing and management solutions for media buying teams, advertising agencies, and businesses that need cards for advertising payments, subscriptions, and other corporate expenses.
The company develops three core products:
• Web App — a ready-to-use platform for issuing and managing virtual cards.
• API — card infrastructure integration into clients' own platforms and services.
• White Label — a solution allowing partners to launch card products under their own brands.
The company is looking for a Head of Sales to lead commercial operations, manage the sales team, personally handle key deals, and build a scalable approach to client acquisition and retention.
About the Role
We are looking for a hands-on Head of Sales with strong B2B sales experience and a proven track record of managing and developing sales teams.
This role combines strategic sales management with direct involvement in client acquisition, negotiations, and closing deals.
You will be responsible for sales performance, revenue growth, team development, and building efficient processes for attracting and retaining active clients.
The focus is not simply on generating leads or signing agreements, but on converting prospects into active customers who consistently use the company's products.
Sales Management & Performance
• Set sales targets, manage the pipeline, and forecast commercial results.
• Take ownership of new client acquisition, revenue growth, and deal profitability.
• Monitor conversion rates, sales cycles, acquisition costs, and margins.
• Identify performance gaps and implement improvements.
Direct Sales & Key Accounts
• Personally identify and approach potential B2B clients.
• Conduct discovery calls, product presentations, and commercial negotiations.
• Manage key deals from initial contact through onboarding and product activation.
• Develop relationships with media buying teams, advertising agencies, and corporate clients.
• Ensure that new clients successfully launch and actively use the product.
Team Leadership
• Manage, coach, and develop the sales team.
• Participate in hiring and onboarding new sales managers.
• Review sales calls, client communications, and negotiation approaches.
• Support team members in complex negotiations and key opportunities.
• Establish clear performance expectations and accountability.
Client Acquisition & Sales Processes
• Identify priority customer segments and develop targeted acquisition strategies.
• Organize outbound sales activities through Telegram, professional communities, and other relevant channels.
• Develop partnerships and new lead generation opportunities.
• Test and improve outreach messages, follow-ups, commercial offers, and sales approaches.
• Maintain CRM discipline, including deal stages, next steps, pipeline updates, and reasons for lost opportunities.
Client Growth & Retention
• Work closely with Product and Operations teams to support client onboarding and activation.
• Identify opportunities to increase card usage and expand existing accounts.
• Gather client feedback and contribute to product and service improvements.
• Support long-term customer relationships and revenue growth.
• Proven experience in B2B sales and sales team management.
• Demonstrated ability to build sales processes, improve team performance, and deliver measurable commercial results.
• Strong hands-on sales skills, including prospecting, negotiations, and closing deals.
• Willingness to personally manage key accounts and participate in direct sales.
• Experience with outbound client acquisition and building sales pipelines.
• Strong understanding of sales metrics, including conversion rates, sales cycles, customer acquisition costs, revenue, and margins.
• Experience implementing and maintaining structured CRM processes.
• Ability to understand technical products and clearly explain their value to business clients.
• Understanding of the differences between ready-to-use platforms, API integrations, and White Label solutions.
• Strong leadership, analytical, communication, and negotiation skills.
• Results-oriented approach with a focus on active clients and sustainable revenue.
Nice to Have
• Experience in FinTech, payment services, card issuing, B2B SaaS, or API-based products.
• Understanding of the media buying and digital advertising industries.
• Existing professional network among media buying teams, advertising agencies, or relevant corporate clients.
• English proficiency for business correspondence and negotiations.
Expected Results
First Months
• Gain a thorough understanding of the products, current sales processes, and existing client base.
• Identify priority customer segments and growth opportunities.
• Establish clear team targets, responsibilities, and sales processes.
• Personally manage and close key commercial opportunities.
Long-Term
• Build a predictable and scalable client acquisition process.
• Ensure consistent growth in active customers, revenue, and profitability.
• Improve sales forecasting, pipeline visibility, and team performance.
• Increase client activation, product usage, and retention.
• Working arrangements and compensation discussed individually.
• Scope of responsibility, performance targets, and incentive structure agreed upon before joining.
• Opportunity to lead sales operations and directly influence the commercial growth of a FinTech product business.