About this role
Job title: Senior Sales Manager
About the Role Ripple is seeking a highly motivated and experienced Senior Sales Manager to join our North America team. If you are passionate about bridging TradFi and DeFi by building infrastructure to tokenize, store, and settle value in a simple, secure, and compliant way, come join us! As a Senior Sales Manager, you will work across all customer segments, ranging from the world's largest financial institutions to crypto-forward companies. You will lead customer conversations covering Ripple's digital asset custody, payments, OTC, trading, and stablecoin solutions, with a particular focus on digital asset custody, including platform security, governance, and operational controls. This includes advising customers on deployment models involving Key Management Systems, permissioning frameworks, and features related to entitlements, policies, and governance controls.
What You'll Do
- Identify and build commercial relationships with Ripple customers seeking digital asset solutions, including custody, payments, stablecoins, tokenization, and trading services.
- Partner with senior institutional sales leaders to drive strategic opportunities across banks, custodians, broker-dealers, payment providers, asset managers, and other financial institutions.
- Lead discovery, qualification, solution positioning, pricing discussions, and commercial negotiations for select accounts, driving opportunities from initial engagement through contract execution.
- Support the sales process with functional and technical deep dives, working closely with Customer Solutions Directors and product specialists to address customer requirements.
- Own and coordinate the RFx process, including competitive analysis, storyline development, response drafting, answer refinement, and review cycles with internal and external subject matter experts.
- Coordinate pricing and commercial inputs across sales, finance, product, legal, and commercial stakeholders to develop competitive and scalable customer proposals.
- Pressure-test commercial strategies, proposals, and RFx responses to ensure alignment with customer objectives, product capabilities, and Ripple's business goals.
- Work cross-functional to develop deal strategies, account plans, and executive engagement models that advance opportunities toward successful closure.