CoinGate - Enterprise Sales Executive | Fintech & Payments

Location: Cyprus, Malta or Lithuania
Work setup: Remote / hybrid depending on location
Reports to: Head of Sales

About the company

CoinGate is a regulated crypto payments company helping businesses and financial institutions accept, manage and settle cryptocurrency payments.

Founded in Lithuania in 2014, CoinGate serves more than 500 active merchants and works with established international businesses including Nord Security, IPRoyal, TravelUp and Hostinger.

CoinGate's infrastructure supports crypto payment acceptance, payouts, deposits, conversions, merchant checkout and billing. As a MiCA and PI-licensed company, CoinGate operates within a regulated European framework while continuing to build flexible payment infrastructure for global businesses.

Having established a strong direct merchant business, CoinGate is now looking to expand its commercial footprint within the broader fintech and payments ecosystem.

About the role

We are looking for an Enterprise Sales Executive to develop CoinGate's relationships with fintech companies, payment service providers, acquiring businesses, EMIs, banks and other relevant financial institutions.

This is a senior commercial role rather than a traditional operational partnerships position.

We need someone who already understands the payments ecosystem, has an established network within the industry and can turn those relationships into meaningful commercial opportunities for CoinGate.

Depending on the opportunity, you may sell CoinGate directly to a financial institution, create a commercial relationship with a payment provider, develop a distribution or referral channel, or identify another structure that generates payment volume for both sides.

The important outcome is not the number of partnership agreements signed. It is creating relationships that lead to active customers, transactions and sustainable payment volume.

You will work directly with the Head of Sales and closely with the Head of Partnerships Operations, who will act as the key link between the commercial, technical, and compliance teams when developing strategic accounts.

Responsibilities

• Build and execute CoinGate's commercial strategy across the fintech and payments ecosystem.

• Develop relationships with PSPs, payment providers, acquirers, EMIs, banks and other relevant financial institutions.

• Build and manage a strategic target account list across priority European markets.

• Use your existing professional network to open conversations with senior commercial and payments stakeholders.

• Proactively source new opportunities rather than depending primarily on inbound leads.

• Identify different ways CoinGate can work with each organisation, including direct sales, commercial partnerships, referrals, payment flows and other channel opportunities.

• Own opportunities from initial outreach and discovery through commercial negotiation, compliance, onboarding and activation.

• Sell CoinGate's products (Accept, Bill, Send, Convert, Withdraw, and others) to other financial institutions as partners.

• Understand each partner's or customer's payment flows and determine where CoinGate can create commercial value.

• Build business cases that clearly connect a partnership to revenue or transaction volume.

• Develop relationships with multiple stakeholders across complex financial organisations.

• Navigate long enterprise sales cycles involving commercial, compliance, legal, product and technical stakeholders.

• Work closely with internal compliance teams to support onboarding of regulated and enterprise customers.

• Collaborate with product and technical teams when opportunities require integrations or product development.

• Negotiate commercial terms together with the Head of Sales.

• Maintain accurate pipeline management, forecasting and next-step discipline.

• Track your funnel closely and understand where opportunities are progressing or becoming blocked.

• Continuously build new pipeline while existing opportunities move through contracting and onboarding.

• Attend relevant fintech, payments and crypto industry events where they can generate meaningful commercial opportunities.

• Identify where marketing, BDR or other internal resources can accelerate your commercial plan.

Requirements

• Strong B2B enterprise sales or business development experience within fintech, payments or financial services.

• Experience working with or selling to PSPs, acquiring businesses, EMIs, banks, payment platforms or similar financial institutions.

• An established professional network within the European payments or fintech ecosystem.

• Proven ability to create commercial opportunities through your own relationships and outbound activity.

• Demonstrated experience closing complex enterprise deals or strategic commercial partnerships.

• Strong understanding of payment infrastructure and how PSPs, acquirers and financial institutions operate.

• Ability to distinguish between a partnership that looks good on paper and one that can generate meaningful commercial value.

• Experience working with senior commercial stakeholders, Heads of Payments, CFOs, founders or similar decision-makers.

• Strong commercial judgment and the ability to prioritise the opportunities most likely to produce transaction volume.

• Experience managing multi-stakeholder and multi-threaded sales processes.

• Comfortable navigating compliance, legal, technical and product discussions during the commercial process.

• Creative approach to structuring partnerships and finding alternative ways to win business.

• Strong ownership mentality and willingness to proactively solve blockers rather than wait for direction.

• Data-driven approach to pipeline management and forecasting.

• Ability to operate independently and manage your own territory and priorities.

• Fluent English.

• Willingness to travel for relevant industry events and occasional meetings in Lithuania.

What we offer

• A senior role with ownership over CoinGate's expansion within the fintech and payments ecosystem.

• The opportunity to build a commercial channel that is still at an early stage rather than inherit a fixed playbook.

• The ability to influence how CoinGate approaches PSPs, acquiring businesses, EMIs and financial institutions.

• Support from product, technical, compliance, marketing and sales operations teams.

• Flexibility to shape your target market, account strategy and commercial approach.

• Resources and BDR support when there is a clear opportunity to accelerate pipeline.

• Budget for relevant fintech and payments industry events.

• The opportunity to influence product priorities based on feedback from strategic financial partners.

• A regulated European payments company with an established merchant base and international customers.

• Competitive base salary and an uncapped performance-based commission structure.

• The opportunity to grow your area of responsibility and potentially build additional resources around it as the business develops.

• Flexible working arrangements for candidates based in Cyprus, Malta or Lithuania.