Senior Director, New Business & Partnerships

Location: Hong Kong / Singapore (Hybrid)

Team: New Business & Partnerships

About Reap

Reap is a stablecoin-native payments infrastructure company and Visa Principal Issuer, enabling crypto platforms, fintechs, and enterprises to launch card programmes and move money globally. We're part of the Payward (Kraken) group — one of the world's largest and most trusted crypto exchanges — and we're scaling fast across APAC, LATAM, and EMEA.

Our clients are crypto exchanges, neobanks, DeFi protocols, wallets, payroll platforms, and Web3-native enterprises. The deals are complex, the counterparties are sophisticated, and the market is still being defined. We're looking for someone who is energised by that — not someone who needs the playbook written before they start.

The Role

This is a senior individual contributor role for a proven enterprise hunter. You will carry a GP target and own your number. You'll drive high-value new business across Reap's core product lines — Cards-as-a-Service (CaaS), Connect (Payments Infrastructure), and Direct — with a focus on the Web3 and enterprise segment.

You'll work directly with the CRO and Sales leadership to identify, pursue, and close strategic accounts: crypto exchanges, DeFi platforms, wallets, Web3 treasuries, gaming companies, and large enterprises exploring stablecoin-enabled spend management. Deals in this segment are typically 7-figure in volume potential and require navigating compliance, procurement, product, and C-suite simultaneously.

This is not a management role on day one. We need someone who still wants to hunt — and who is accountable to a number.

How Success Is Measured

You will be expected to report on all of the following in weekly pipeline reviews with the CRO:

• GP contribution against a quarterly target — this is your primary metric

• Pipeline coverage — minimum 3x quota coverage maintained at all times

• Forecast accuracy — you call your number and you hit it

• New logo acquisition — net new clients signed per quarter

• Time to revenue — how fast you move deals from qualified to launched

• Sales cycle velocity — average deal size and time-to-close tracked against benchmarks

If you're not comfortable owning a number and being held to it weekly, this role is not for you.

What You'll Do

• Carry a revenue quota and hit it. Own the full enterprise sales cycle from self-sourced prospecting through to signed contract and client launch. You are responsible for your own pipeline with little to no inbound to rely on.

• Open doors that aren't open yet. Identify and pursue high-value accounts using your existing Web3 network, ecosystem knowledge, and outbound discipline.

• Navigate complex, multi-stakeholder deals. Manage compliance, legal, product, and C-suite counterparties simultaneously. Know when to pull in leadership, when to hold the line, and when to walk away.

• Maintain a clean, qualified pipeline with accurate forecasting. Pipeline hygiene and forecast discipline are non-negotiable and tracked weekly.

• Represent Reap in the Web3 ecosystem — at conferences, in community spaces, and in bilateral conversations with protocol foundations and institutional counterparties.

• Feed market intelligence back to the GTM team — on competitor moves, client pain points, emerging use cases, and product gaps that are costing us deals.

• Work cross-functionally with Compliance, Product, Implementation, and Onboarding to close and launch complex deals.

What We're Looking For

Must-have:

• 8–12 years of B2B enterprise sales or BD experience, with a consistent, verifiable track record of hitting or exceeding quota. You can point to the numbers.

• Payments or card issuance background — you understand how card programmes, BIN sponsorship, processor relationships, and scheme rules work. Clients will ask; you need to know.

• Web3 fluency and an active network — you know the difference between a CEX, a DEX, and a chain foundation, and you have relationships in the ecosystem. This is the environment you'll operate in, not a nice-to-have.

• Enterprise hunter mindset — you've opened new verticals, carried a quota, and closed significant deals independently. You don't wait for inbound.

• Commercial maturity — you can structure a deal, negotiate terms, and manage pricing conversations without escalating everything.

• Executive presence — comfortable leading conversations with C-suite and founders at sophisticated counterparties.

• Fluent English; additional languages (Mandarin, Spanish, Cantonese) are a strong plus.

Strong plus:

• Existing relationships at crypto exchanges (CEXs), DeFi protocols, wallets, or Web3 gaming companies.

• Experience selling API or infrastructure products, not just SaaS.

• Exposure to compliance-heavy regulated products — card issuance, payments licensing, AML/KYB-gated onboarding.

• Experience in verticals we're actively targeting: gaming, payroll/HR platforms, treasury management, or digital asset custody.

What This Role Is Not

• Not a relationship manager or account owner. Once a client is launched, they move to Customer Growth. You move to the next hunt.

• Not a people management role on day one. We need you effective as an individual contributor and number-carrier first.

• Not for someone who needs structure before they move. The playbook is still being written. You'll help write it.

What We Offer

• Competitive base salary + commission tied directly to revenue contribution

• Direct access to the Head of Sales, CRO and leadership on strategic deals

• The full backing of the Payward (Kraken) group: brand credibility, balance sheet, and a global client base to leverage

• A GTM stack that's actually used: HubSpot, Gong, Sales Navigator

• Flexible hybrid working from Hong Kong or Singapore

Why This Moment

Stablecoin-enabled payments is moving from experiment to infrastructure. Reap is already live with Visa, already embedded in the Payward/Kraken group, and already closing enterprise clients at scale. The next 18 months will determine who owns the enterprise segment in this category. The person who joins now will be part of building that — and rewarded for it.

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