This is a rare opportunity to shape a high-impact platform product at the intersection of regulated finance, crypto-native infrastructure, and developer experience , backed by the credibility and scale of Anchorage Digital, trusted by the world's largest financial institutions.

Technical Skills:

• Drive the detailed prioritization of the CaaS platform roadmap, balancing foundational infrastructure work, partner-facing features, compliance requirements, and developer experience.
• Build comprehensive go-to-market strategy and execution, including defining success metrics, tracking adoption KPIs, and iterating based on partner feedback and data.
• Build deep understanding of system architecture, including multi-tenant platform design, API gateway patterns, ledger systems, and event-driven architectures, and communicate clear requirements to engineering.

Complexity and Impact of Work:

• Lead and influence cross-functional teams across Product, Engineering, Design, Compliance, Legal, Security, and GTM while maintaining strong stakeholder relationships.
• Manage independent decision-making through ambiguity inherent in scaling a platform and take full ownership of the CaaS product line and its growth.
• Demonstrate product leadership that elevates team performance, attracts top talent, and establishes Anchorage as the definitive infrastructure-as-a-service provider in digital assets.

Organizational Knowledge:

• Deliver company objectives through strategic product decisions that unlock new partner revenue while strengthening Anchorage's regulatory moat.
• Actively contribute to organizational strategy by identifying how CaaS capabilities can also benefit direct institutional clients.

Communication and Influence:

• Effectively influence and motivate across all levels of the organization, this role requires alignment from founders through to individual engineers.
• Serve as the internal and external evangelist for the CaaS platform, presenting to partners, at industry events, and to Anchorage leadership.
• Act as a trusted thought partner to senior leadership on platform strategy, competitive positioning, and market opportunity.

You may be a fit for this role if you have:

• 7+ years of product management experience, with significant experience building B2B2C, payment or platform/infrastructure products.
• Proven track record building 0-to-1 platform products , ideally in fintech, banking-as-a-service, payments, or crypto infrastructure.
• Deep understanding of platform business models , including API-first products, developer ecosystems, multi-tenant architectures, and partner enablement.
• Experience with regulated financial services , you understand the interplay between product velocity and compliance requirements (AML/KYC, bank regulations, money transmission).
• Strong technical fluency , you can go deep on API design, system architecture, ledger systems, and data models, and you earn credibility with engineering teams.
• Experience defining and shipping compliance-embedded products , where regulatory requirements are not a bolt-on but a core part of the product value proposition.
• You self-describe as some combination of the following: creative, humble, ambitious, detail oriented, hard working, trustworthy, eager to learn, methodical, action oriented, and tenacious.

Although not a requirement, bonus points if you have:

• Built or led a banking-as-a-service, custody-as-a-service, or payments-as-a-service platform.
• Direct experience with crypto custody, digital asset wallets, or blockchain infrastructure.
• Worked on multi-jurisdictional product launches involving complex regulatory coordination.
• Background in engineering, equipping you with the acumen to effectively collaborate with technical teams.
• Experience with white-label or embedded finance products.
• Seen and were emotionally moved by the musical Hamilton :)

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This role requires a leader with deep understanding of enterprise sales cycles, complex organisational dynamics, and the patience to develop long-term strategic accounts.

Key Responsibilities:

• Build, lead, and scale a team of 6-10 BDRs focused on Enterprise segments
• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to G2000 accounts
• Partner with Enterprise AEs to develop account plans, coordinate multi-threaded outreach, and ensure quality opportunity handoffs
• Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration
• Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification
• Develop deep understanding of enterprise buying processes and coach team on navigating procurement, legal, and security requirements
• Own Pipeline Reviews with sales leadership covering enterprise pipeline health, account penetration, and competitive positioning
• Build strong relationships with cross-functional leaders and partners including Sales, RevOps, Strategy, and Marketing
• Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles

Qualifications:

• 3-5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organisations
• Proven track record of building teams that successfully prospect into complex enterprise organisations
• Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)
• Experience with account-based marketing/selling strategies and tools
• Strong analytical skills with experience developing sophisticated prospecting systems
• Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools
• Demonstrated ability to coach reps on navigating complex organisational structures and multi-stakeholder deals
• Excellent communication skills with ability to engage at executive level
• Experience in API-first, consumption-based, or platform business models preferred
• Bachelor's degree or equivalent work experience

Preferred Experience:

• Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
• Background in AI/ML, cloud infrastructure, or developer platforms
• Track record of developing BDRs who successfully transition to enterprise AE roles
• Experience building enterprise prospecting playbooks from scratch
• Familiarity with enterprise procurement, security reviews, and legal processes

The annual compensation range for this role is $245,000 - $330,000 USD.

Logistics

• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.
• We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.

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