Borderless - Head of Sales

Borderless.xyz is a global payments network for stablecoin on/off-ramps. Through a single API plugged into 15+ locally licensed stablecoin providers across 100 countries, it lets fintechs, PSPs, wallets, and enterprises route cross-border money movement to whichever provider they choose — solving the fragmentation of global rails and local licensing.

Seed stage with ~$6M raised ($3M pre-seed led by Amity Ventures, plus a $3M extension with Flourish Ventures; next raise planned within the year). ARR is ~$650K and growing steadily, with enterprise customers including Money. Gram, Samsung, and Sony. A lean team of ~12 dedicated engineers, product thinkers, and payment experts, with exec team (except the CTO) based in New York.

~12 employees Seed Team Kevin Lehtiniitty (CEO): technical co-founder of Prime Trust and Fortress Trust — built infrastructure behind Binance US and OKX; in crypto since 2014, helped launch TrueUSD.

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).

Key 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 constantly — the cycle is conference-heavy (heavily Lat. Am) 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. 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). Must be broadly in fintech.

C Consultative, technical selling experience — API-first SaaS or infrastructure products. 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 Lat. Am-based.
• Direct stablecoin/crypto-payments vertical experience. Ideal Background
• Strongest signal — stablecoin/crypto payments: Bridge, Zero. Hash, Conduit, Bitso, Circle.
• Also strong — wallet infrastructure: Utila, Turnkey, Dfns.
• Also strong — Lat. Am 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).