Head of Sales (B2B)

Your mission will be: B2B/Institutional Strategy

• Iteratively develop Luno’s global strategy for Businesses and Institutional customers in close collaboration with Marketing, Product and other functions to define priority segments, value propositions and Luno’s operating model along the entire value chain
• Fully own financial forecasting and budgeting on company level as well as breaking down Sales targets and defining resourcing requirements.
• Act as the primary expert for all relevant market insights including in-depth knowledge of customer sentiments and the competitive landscape
• Work closely with Country Managers and External Affairs experts to monitor and proactively position Luno for any regulatory challenges and opportunities

• Lead all efforts to identify prospects and generate leads in close collaboration with Marketing and implement tactics to create first contacts and drive prospect engagement
• Put in place processes and tools to effectively qualify leads for prioritisation purposes while gathering insights for the subsequent sales process and longer-term product development priorities
• Create a constant flow of new revenue-generating customers every month with efficient onboarding and activation procedures
• Lead effective sales-focused account management to grow revenue from existing customers by partnering to continuously create value for them
• Take an active role in select sales processes

• Develop strategies to create engagement, demand and interest across various target segments from the Financial Services industry, working closely with Marketing
• Represent Luno at global conferences, industry events and forums as well as in traditional and social media to position Luno as a leading player in institutional crypto
• Host high-profile events, run educational formats for Financial Services executives and build trusted relationships through personalised engagements
• Work closely with Country Managers to create synergies across B2B and the retail business to build brand trust and consideration, leverage existing channels and initiatives
• Develop partnerships with relevant key stakeholders, influencers and leading providers to increase brand visibility and client acquisition

• Lead, mentor, and expand a high-performing global sales team, bringing in missing capabilities and investing in professional development
• Oversee, improve and provide support for the full sales cycle with a systematic approach to pipeline management and sales coaching
• Implement and optimise sales processes, tools, and reporting on metrics to drive efficiency and performance
• Create an inspiring globally aligned vision, strong cross-country synergies and a well coordinated approach for engaging with other functions

• Proven track record of growing responsibilities over 10+ years in B2B, institutional sales, or business development in financial services with at least 5 years in leadership roles
• Deep understanding of financial products, professional trading and institutional investing, including decision making structures and processes at financial institutions
• Experience working with institutional clients such as asset managers, hedge funds, investment banks, and family offices with an active network of contacts
• Demonstrated ability to build and lead global sales teams, set strategic direction, and exceed revenue targets
• Global perspective, cultural awareness and ability to navigate complex regulatory environments and compliance considerations in different jurisdictions
• Exceptional communication, negotiation, and relationship-building skills on Exec level
• Ability to operate in a fast-paced, rapidly changing environment with a high degree of uncertainty - and autonomy
• Inside knowledge of operational setup, including trading tools, portfolio management and risk management techniques at tier 1 institutions
• Willingness to travel internationally occasionally to meet customers, attend industry events and support local teams
• Knowledge of South African financial markets legislation such as the Financial Advisory and Intermediary Services act (FAIS) and the Financial Markets Act (FMA)