Head of Sales (B2B)

About us:

Luno is the crypto investment app you can rely on, enabling you to buy, store and explore crypto securely. We’re committed to putting the power of cryptocurrency in everyone's hands sensibly and responsibly.

Since 2013, we’ve helped millions of people around the world invest safely in crypto. We do this by cutting through the hype and supporting customers at every step of the way. All products and cryptocurrencies on our platform must first meet stringent legal, risk and technical security standards. 

Transparency is key for us. Luno stores all crypto on a 1:1 basis and we have rigorous processes in place so you can be confident your investment is secure. We’re available in more than 40 countries around the world and we work closely with respective regulators in all of these markets to be fully compliant, as we believe this is the best way to help everyone, everywhere, invest safely.

The role in a nutshell:

We are looking for an experienced and dynamic leader to drive the growth of our customer base across professional traders, corporates and financial institutions. Working closely with leaders across functions, in particular Product and Marketing, you will own the Asia Pacific B2B Sales strategy from short-term target setting to our strategic sales approach. Given the infancy of the industry within the institutional space in our markets, you will play a significant role in building the market through cultivation of institutional investors, hedge funds, family offices, financial advisors and corporate treasuries.

Your mission will be:

B2B/Institutional Strategy:

• Iteratively develop Luno’s Asia Pacific 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

Customer Acquisition & Growth

• 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

Business Development & Strategic Sales

• Develop strategies to create engagement, demand and interest across various target segments from the Financial Services industry, working closely with Marketing
• Represent Luno at regional 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

Team Leadership & Sales Management:

• Lead, mentor, and expand a high-performing Asia Pacific 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

A little about you:

• 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 regional/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
• Strong knowledge of Asian financial markets legislation (particularly Malaysia, Indonesia and Australia) from regulators such as Securities Commission Malaysia, Bank Negara Malaysia, Otoritas Jasa Keuangan, Australian Securities and Investments Commission, Australian Transaction Reports and Analysis Centre

Life at Luno:

• Remote but reachable work policy gives you the freedom to choose between working from home or the office.
• Plus the option to buy and sell up to 5 days leave
• Improve body and mind, with excellent private medical insurance
• Access to Learnably and our additional learning platforms for your personal and professional development
• 6 months primary care-giver leave.
• Paw-ternity leave for your furry friend
• Annual Inspiration Day in addition to your annual leave which increases based on your length of service! 
• A collaborative, friendly work community, with regular social events and virtual cooking, dancing, drawing and house planting classes hosted by our Lunauts
• Free lunch and snacks
• 0 fees up to a certain amount with Luno from the day you start.*

*Offer only available on Luno Instant Buy, not Luno Exchange.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.