Sales Manager, Strategic Accounts

THE WORK:

Ripple is building the financial infrastructure for a world where value moves as easily as information does today. Through Ripple’s institutional product suite — including Ripple Custody, Ripple Payments, RLUSD, and related digital asset infrastructure — we help financial institutions modernize how they store, move, settle, and tokenize value.

We are seeking a high-potential Sales Manager, Strategic Accounts to support Ripple’s North America institutional sales team. This is designed for an analytically rigorous, commercially minded professional who wants to help bring digital asset infrastructure into the world’s leading financial institutions.

You will work closely with senior go-to-market leaders to support complex opportunities across banks, custodians, broker-dealers, asset managers, payment providers, and other institutional clients. The role will sit at the intersection of sales strategy, client diligence, RFP execution, market intelligence, business case development, and internal deal orchestration.

The ideal candidate has a strong foundation in traditional finance, a genuine passion for digital assets, and the maturity to support executive-level conversations with sophisticated financial institutions. They are intellectually curious, detail-oriented, comfortable operating in white space, and able to turn complex product, risk, and market information into clear, client-ready materials.

WHAT YOU’LL DO:

Strategic Account Support: Partner with senior institutional sales leaders to support priority accounts across banks, custodians, broker-dealers, payment providers, and other financial institutions.

Client Strategy & Business Case Development: Build client-specific business cases that frame the commercial rationale, ROI, operating model implications, and strategic value of Ripple’s institutional product suite.

RFP, RFI & Diligence Execution: Help manage responses to RFPs, RFIs, due diligence requests, vendor questionnaires, and client follow-ups, coordinating across Product, Legal, Compliance, Engineering, InfoSec, Finance, Risk, and Sales.

Institutional Product Positioning: Develop fluency across Ripple Custody, Ripple Payments, RLUSD, tokenization use cases, and adjacent institutional offerings, and help translate those capabilities into bank-ready language.

Client-Ready Materials: Create polished presentations, briefing notes, account plans, meeting prep materials, executive summaries, proposal content, and follow-up documents for senior client stakeholders.

Market & Competitive Intelligence: Work with the Product Marketing team on researching regional trends across digital asset custody, stablecoins, tokenized assets, institutional payments, blockchain infrastructure, and competing providers; synthesize implications for Ripple’s sales strategy.

Cross-Functional Deal Orchestration: Track open questions, risks, dependencies, client asks, internal owners, and next steps across complex sales cycles.

Pipeline & Account Planning: Help maintain structured views of strategic accounts, whitespace opportunities, stakeholder maps, use cases, commercial potential, and deal progression.

Commercial Development Path: Build the product knowledge, client confidence, and institutional sales judgment required to eventually support or lead selected opportunities under senior guidance.

WHAT YOU’LL BRING:

Experience: 2–5 years of experience in financial services, fintech, banking, asset management, wealth management, capital markets, consulting, enterprise technology, or a related analytical/client-facing role.

Traditional Finance Foundation: Strong understanding of financial markets, institutional clients, investment products, banking, payments, capital markets, or private markets.

Analytical Rigor: Ability to synthesize complex information, structure ambiguous problems, build business cases, and turn analysis into actionable commercial recommendations.

Executive Communication: Strong written and verbal communication skills, with the ability to create crisp, client-ready materials for senior financial institution stakeholders.

Commercial Instincts: Interest in enterprise sales, strategic accounts, financial technology, and the process of converting complex institutional needs into practical product adoption.

Digital Asset Curiosity: Genuine interest in digital assets, blockchain infrastructure, stablecoins, tokenization, custody, payments, DeFi, CBDCs, and the future of financial market infrastructure.

Client-Facing Maturity: Comfort supporting meetings with sophisticated financial institutions and engaging credibly with stakeholders across business, product, operations, compliance, risk, legal, and technology.

Execution Discipline: High attention to detail, strong ownership, excellent follow-through, and the ability to manage multiple workstreams in a fast-moving environment.

Cross-Functional Collaboration: Ability to work effectively across Sales, Product, Legal, Compliance, Engineering, Finance, Risk, Marketing, and Customer Success to move opportunities forward.

White-Space Mindset: Comfort working in areas where the playbook is still being built, the products are evolving, and clients require thoughtful, consultative engagement.

NICE TO HAVE:

• Experience at a bank, broker-dealer, asset manager, fintech, crypto company, consulting firm, or enterprise SaaS company.
• Exposure to UHNW, institutional, capital markets, trading, private markets, treasury, payments, or custody clients.
• Familiarity with RFPs, RFIs, investment research, prospecting, CRM tools, financial modeling, pipeline analysis, or client pitch materials.
• Understanding of stablecoin economics, tokenomics, smart contracts, cross-border payments, digital asset custody, or blockchain-based financial infrastructure.
• Series 7, Series 63, SIE, or similar financial services licenses.
• Spanish language skills, particularly for Latin America-related opportunities.

WHO YOU’LL REPORT TO:

This role will report into North America Institutional Sales leadership and will support strategic account opportunities across Ripple’s institutional client base.