Head of Sales - GTM

**Borderless** Head of Sales - GTM; $130K–$175K base + variable (OTE ~$265K–$320K) + equity; New York City (Hybrid) or Remote — Americas

**About Company** Borderless.xyz is a global payments network for stablecoin on/off-ramps. Money is increasingly moving on-chain, but moving it globally means fragmented rails and dozens of locally licensed providers — Borderless solves this with a single API plugged into 15+ locally licensed stablecoin providers across 100 countries, letting fintechs route to whichever provider they choose.

Seed stage, backed by a $3M pre-seed led by Amity Ventures, with revenue growing steadily and a growing enterprise customer base. A lean, high-caliber team; CEO Kevin Lehtiniitty was previously technical co-founder of Prime Trust and Fortress Trust, which built infrastructure behind Binance US and OKX.

**About the Role** Borderless's first true Head of Sales. Sales has been founder-led to date, which produced clarity on ICP, pricing, and proof points plus an existing pipeline — but founder time is now the bottleneck. This hire takes the motion over and builds the function: outbound pipeline, end-to-end closing, and eventually a team. The sale is consultative, technical, and educational (stablecoin infrastructure), not transactional. No direct reports initially; a solutions engineer (Dana) currently fields inbound. ICP: crypto-native PSPs, fintechs, wallets, and remittance companies — plus the locally licensed providers themselves (both network partners and customers).

The commercial motion is a straight SaaS platform fee with typical ACV in the ~$60K range and 2–3 month outbound sales cycles. Year-one quota will likely land around $700–900K new ARR, with a 3–6 month ramp (partial variable guaranteed during ramp).

Timeline: aiming to fill the seat in Q3–Q4, but will move immediately for the right person.

**Responsibilities** - Build and execute the outbound sales motion; inbound exists but is noisy — outbound is the priority. - Own the end-to-end sales cycle: prospecting, qualifying, pitching, negotiating, closing. - Travel consistently — the cycle is conference-heavy (heavily LatAm), ~2 conferences/month during busy seasons (Feb–late May, Aug–Nov), and deals rarely close without meeting in person. - Run a tight product–sales feedback loop with the technical team; things change fast at this stage. - Consistently hit revenue targets while building a long-term pipeline and, over time, the sales team.

**Required Skills** A. 7–10+ years in sales/BD — at Head of Sales (or adjacent) level, or a CV clearly leading up to it. B. Experience in payments OR crypto/stablecoins (either works; crypto is a big plus, not a must). Stablecoin and cross-border (XB) payments exposure is a priority area for this role. Must be broadly in fintech. C. Consultative, technical selling experience — API-first SaaS or infrastructure products. D. Willing to travel constantly and represent the company at industry events (hard must-have). E. Strong track record of hitting or exceeding targets, with concrete commercial numbers (quota, ARR, accounts) on the CV.

**Bonus Skills** - Existing personal book of decision-maker relationships at ICP companies — shortens the sales cycle from day one. - Fluent Spanish — much of the network, customer base, and conference circuit is LatAm-based. - Direct stablecoin/crypto-payments and cross-border (XB) payments vertical experience.

**Logistical Info** - Location: NYC preferred (exec team except the CTO is there; a few days/week in office), but remote in the Americas works — e.g. Mexico City — as long as they travel. - Compensation: $130K–$175K base + $110K–$170K variable → OTE ~$265K–$320K; equity ~0.75%–1.5%. - Number of openings: 1 - **Other:** Full medical/dental/vision Unlimited PTO Family/medical leave Disability and life insurance

**Ideal Background** - Strongest signal — stablecoin/crypto payments: Bridge, ZeroHash, Conduit, Bitso (Bitso Business is essentially their market), Circle. - Also strong — wallet infrastructure: Utila, Turnkey, Dfns. - Also strong — LatAm fintech/payments: Trace Finance, aggregators. - Lean startup over big enterprise: someone who wore many hats at a small company beats someone with one defined lane at a Fireblocks-scale org. - Calibration profile named by the client: Frida Vargas (ex-Bitso, Mexico City). - Comp note: OK to submit strong candidates above the stated OTE range. - Comp: client leaning higher-commission / lower-base ("eat what you kill"); comp plan still being formalized; possible token allocation on top.

**Green Flags** - Has sold to payments buyers (PSPs, remitters, fintechs) with fluency in the corridor/FX/compliance side of the sale. - Has sold API-first / infrastructure products with no visible demo — not just dashboards. - Built an outbound motion themselves (not purely relationship/BD-driven), with numbers to show for it. - Thrives in ambiguity and autonomy; doesn't need a playbook handed to them. - Personal network of ICP decision-makers.

**Red Flags** - Currently at one of Borderless's provider-network partners (e.g. Velafi) — client will not poach from its own network. - DeFi/ecosystem-focused background (token launches, exchange listings, Web3 partnerships) without payments-buyer experience. - Exchange-heavy sales backgrounds. - Senior IC without leadership trajectory or concrete commercial numbers (quota, ARR, accounts). - Needs a defined pipeline/playbook to operate; unwilling to travel heavily. - Purely transactional sales background.

**Interview Process** Exact stages being confirmed by the client via Slack; typical shape: 1. Resume review. 2. Initial call with Meghna Tripathy (Chief of Staff) or another team member. 3. Call with the larger team. 4. In-person day, likely including a case study.