Director of Sales (Digital Assets)

The Tie · New York, NY

Base: $130K–$150K
OTE: Not disclosed
Posted: 1mo ago

Still open · checked 2h agoon The Tie's careers page

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The job

What you'd do: Find and win new customers at big investment firms, banks, and crypto exchanges, based in New York City. You'll find most of your own leads.
Who you'd sell to: Still reading the posting. Check back within the hour.
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: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 52 days. Ask why it's been hard to fill.
Company hiring: 4 sales roles open, hiring at a steady pace.

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's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
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 The Tie? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

The Tie is where institutions meet digital assets. Founded in 2017 and headquartered in New York City, The Tie provides market intelligence, advisory, infrastructure, and compliant communication solutions that power institutional participation in digital assets. Today, hundreds of the world's leading asset managers, hedge funds, banks, exchanges, and token issuers use The Tie to better understand and access the market through The Tie Terminal, APIs, StakingRewards, conferences, staking and infrastructure solutions, Liquidity.Land, The Tie Capital, and compliant messaging solutions. The Position As a Director of Sales, you are client-facing, have excellent relationship building skills, and a solid track-record for closing enterprise deals. You will be assigned a defined set of Ideal Customer Profiles (ICPs) and will be responsible for driving new business across those segments. This includes identifying and prospecting high-potential accounts, building relationships with key decision-makers, and developing a strong understanding of each ICP to recognize where our suite of products and services can create value. You will own the sales process from initial outreach through close, with a focus on generating pipeline and winning new logos. In addition to selling our products and solutions at the enterprise level, you will have the opportunity to drive sponsorship revenue for our exclusive institutional events. Successful candidates are able to work in a fast-paced start-up environment and are open to new projects and challenges. Responsibilities - Build and maintain a robust sales pipeline and drive new revenue across multiple product lines which can include The Tie Terminal, APIs, data redistribution, event sponsorships, and staking - Consistently meet or exceed established sales KPIs and revenue quotas - Maintain accurate and timely pipeline, opportunity, and activity data in the CRM - Attend conferences and events to generate new opportunities - Independently identify, prospect, and develop new sales opportunities within assigned ICPs - Collaborate with colleagues across Sales and the broader organization to continuously improve the efficiency and effectiveness of the sales process Requirements - 5+ years of experience selling software products or services to enterprises, with a demonstrated track record of success - meeting or exceeding KPIs - Priority will be given to those with experience selling to traditional or crypto native institutional investors - A strong understanding and passion for cryptocurrency, finance, and markets - Full time work experience in digital assets is preferred - A creative and entrepreneurial mindset. You’re self-driven and will be able to work in both a team environment and work independently - The versatility and interest to learn new technologies and skills - Ability to travel to conferences as required - Must be located in NYC Benefits - Competitive compensation (salary, commission, and options) - Health, dental, vision, and disability insurance - Flexible paid time off - Flexible working hours - A fast-paced and exciting work environment - Strong teamwork-driven culture Salary range: $130,000 - 150,000 + Commission Location: New York City The TIE Inc is an equal opportunity employer.

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