Head of Sales and Customer Experience

Arival Bank · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 2d ago

Still open · checked 2h agoon Arival Bank's careers page

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The job

What you'd do: Find and win new customers in markets around the world for a bank and payments product, and sell more to existing ones. You'll do much of your own prospecting.
Who you'd sell to: Founders and executives of client companiesIn their words: “Build relationships with founders, executives, and strategic clients, personally leading complex and high-value opportunities.”
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 2 days.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Arival Bank? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Position Overview We are looking for a hands-on commercial leader to acquire new clients, grow revenue, and build a repeatable sales process across international markets. You will personally build pipeline, present our solutions, negotiate commercial terms, and close deals while leading and developing the Sales team. Sales is the first priority. You will also develop existing accounts through stronger relationships, increased product adoption, cross-sell, and upsell. You will initially collaborate with Customer Experience to improve the client journey and support account growth. Leadership of that team may become part of the role once sales processes are established and running effectively. Key Responsibilities · Personally generate new business through outbound prospecting, referrals, networking, partnerships, and other relevant channels. · Own the full sales cycle from qualification and discovery through product presentation, negotiation, closing, and coordination of onboarding and activation. · Develop practical go-to-market plans by identifying target segments, defining the value proposition, selecting acquisition channels, and improving conversion. · Build relationships with founders, executives, and strategic clients, personally leading complex and high-value opportunities. · Translate client needs into realistic commercial proposals in collaboration with Product, Technology, Compliance, and Operations. · Establish sales processes, CRM discipline, qualification criteria, pipeline reviews, and reliable revenue forecasts. · Set commercial targets and priorities, and build, coach, and develop the Sales team while maintaining personal responsibility for sales results. · Stay engaged after the sale, coordinating with Onboarding and Customer Experience to support activation and resolve issues affecting client relationships. · Grow existing accounts through regular account reviews, increased transaction volumes, product adoption, cross-sell, and upsell. · Bring client feedback into product and service improvements and address recurring issues affecting satisfaction, retention, or revenue. · Report to management on revenue performance, pipeline, forecasts, account growth, opportunities, and commercial risks. Requirements Required Experience and Skills · 5+ years of relevant B2B sales, business development, or commercial experience in fintech, banking, payments, or financial services. · Proven experience leading and developing a Sales team while personally building pipeline, negotiating, and closing deals. · Demonstrated new client acquisition and revenue growth, with clear examples of personal contribution. · A hands-on approach to prospecting, discovery, product presentations, commercial negotiation, and closing. · Experience building pipeline from scratch and taking a product or solution to market, including positioning, channel selection, and conversion. · Experience selling banking or payment solutions such as business accounts, cross-border payments, FX, multi-currency services, or payment infrastructure. · Experience developing client relationships after the sale through onboarding support, account management, product adoption, retention, and upsell. · Ability to explain technical products and collaborate with Product, Technology, Compliance, and Operations. · Experience using a CRM to manage opportunities, track performance, and produce reliable forecasts. · Strong commercial judgment and the ability to balance client needs with product capabilities and regulatory requirements. · Fluent English, strong communication with senior decision-makers, and prior experience selling across international markets.

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