Account Executive, Institutional Sales

Job description

## **About Matter Labs** Matter Labs builds private settlement infrastructure that lets regulated institutions settle directly with each other without exposing data, ceding control, or waiting days. Global finance moves $4 quadrillion a year on systems designed for paper and telex. The institutions that built them - from clearing houses to exchanges to the world's largest banks, institutions are now actively replacing them. We're building what comes next. Our core product, Prividium, gives each institution its own private settlement environment (a Prividium Zone) with independent governance and built-in interoperability across counterparties, asset classes, and jurisdictions. Settlement happens through zero-knowledge proofs: one party proves a transaction is valid without revealing any underlying data to the counterparty. The only private settlement infrastructure built on zero-knowledge cryptography. Founded in 2018. Backed by a16z and Union Square Ventures. A fully remote team of around 90 with eight years of production zero-knowledge infrastructure behind us, now pointed at the biggest problem in institutional finance. ## The role You will build Prividium's business across the United States. The pipeline you create and the strategic agreements you close will set the pace at which the US institutional market opens for us. The role owns target-account strategy, pipeline creation, deal execution, and closed agreements with US banks, asset managers, market-infrastructure providers, and payment firms. It is a hands-on individual contributor role with no people-management responsibility. ## What you'll do - **Own US revenue.** Deliver agreed pipeline, bookings, and revenue outcomes across the US institutional market, from first engagement through negotiation and close. - **Set the account strategy.** Build a clear view of where Prividium can win: which institutions, use cases, and stakeholders to pursue, and in what order. - **Create pipeline.** Originate opportunities through executive relationships, direct prospecting, and market knowledge. Inbound demand exists but will not carry the number. - **Run deep discovery.** Understand customer workflows, constraints, and economics across tokenised deposits, payments, settlement, collateral, funds, and asset issuance. - **Navigate institutional buying.** Coordinate long processes spanning business leadership, product, technology, architecture, security, risk, compliance, procurement, and legal. - **Close strategic agreements.** Build mutual action plans, keep deal discipline, and lead commercial and contractual negotiation with support from Legal and the executive team. - **Feed the company.** Bring structured customer, competitor, and regulatory evidence into product, positioning, and go-to-market decisions. Over time, the role can grow into leadership of a US team as the market proves out. ## What we look for Each of these is a demonstrated capability, shown through work you have done: - 8+ years of enterprise B2B sales or strategic-account work, with closed six- or seven-figure agreements. - Selling software, data, SaaS, or infrastructure into banks, capital-markets firms, or other regulated financial institutions. - Originating pipeline through executive relationships and direct prospecting, with named examples of accounts you opened. - Leading multi-stakeholder buying processes across security, risk, compliance, procurement, legal, and executive approval. - Discussing enterprise architecture, APIs, integration, deployment models, and data privacy credibly with senior technology stakeholders. - Selling an emerging or category-defining product while the sales motion was still being refined. ## Nice to have Working knowledge of blockchain, tokenisation, or institutional digital assets. Proven institutional-sales performance matters more. ## Work model & pay - Competitive base salary - Performance-based variable compensation and a long-term token incentive are additional. Both are paid in ZK tokens. New-hire token grants vest over four years with a one-year cliff. - Freedom & ownership culture: no time tracking, minimum bureaucracy-only results matter.