Sales Lead

Summary

Join CoinGecko, a global leader in cryptocurrency data, as an API Sales Leader. This player-coach role involves managing individual sales targets while mentoring a growing team. You will be responsible for driving API sales revenue, leading revenue growth, developing sales strategies, and providing accurate sales forecasts. The role also includes leading generation, relationship management, solutioning, sales reporting, and process optimization. Collaboration with internal teams and market research are key aspects. The annual OTE is S$263,026 with a 50-50 base/commission split.

Requirements

• Proven Ability: You have 5-8 years of experience in Enterprise SaaS sales and consistently exceeding targets, ideally in startups or fintech. You have strong technical sales expertise, comfortable engaging with CTOs, Product Managers, and engineers. You have experience executing a sales roadmap (strategy, targets, forecasts, OKRs) 12-18 months ahead. You have successfully led and coached a small sales team, driving technical expertise, execution, and goal alignment
• Product Knowledge: You have a deep understanding of CoinGecko API product, customer needs, and the crypto/blockchain landscape
• Sales Knowledge : You have deep expertise in full sales lifecycle (prospecting, nurturing, closing), pipeline management, sales reporting, forecasting and analysis
• Familiarity with Data Tools: You are highly proficient in CRM tools (HubSpot) and leveraging data insights for decision-making
• Familiarity with API Products: You have a deep expertise in API products, SaaS metrics (ARR, churn, etc.), and customer use cases for APIs
• Strategy & Research Skills: You have strong market research, competitor analysis, and GTM strategy experience. You use a data-driven approach to forecasting, setting sales targets, and optimizing performance, with the ability to translate sales data into actionable insights to refine strategy
• Project Management: You have strong project management skills, handling multiple initiatives while managing risks, costs, and timelines. You possess high attention to detail, accuracy, and quality, ensuring top execution standards
• Entrepreneurial: You are self-motivated, resourceful, and have an entrepreneurial mindset with the ability to succeed in a fast-paced and highly agile environment
• Communication: You can build strong relationships within the team and with customers, effectively engaging stakeholders and leaders through compelling verbal and written communication to drive successful sales pitches
• Negotiation: You have strong negotiation and persuasion skills to obtain buy-in, close high-value deals, and secure favorable terms
• Leadership: You are a natural leader who influences and collaborates with stakeholders at all levels, including C-level executives. You are able to work independently, drive improvements, and foster team growth
• Growth Mindset: You have strong critical thinking and problem-solving skills, balancing constraints with business needs. You are passionate for continuous learning, staying ahead of industry trends, Web3, and emerging technologies
• Web3 Interest: You have a keen interest in blockchain, cryptocurrency, NFT, web3, and metaverse topics

Responsibilities

• API Sales: Own the API new client sales revenue by driving individual sales and guiding the team to consistently meet or exceed targets through new client acquisition and revenue growth. Lead consultative sales by understanding client needs and providing strategic guidance on API usage, integration, and product fit. Negotiate and secure contracts that align with both client and CoinGecko business objectives
• Revenue Growth: Lead revenue growth by expanding clients’ API usage and plans. Collaborate with the Product team in introducing new API endpoints and features, and in maximizing the adoption of existing API to drive customer value and increase recurring revenue
• Sales Strategy: Contribute to the development and execution of a data-driven sales strategy aligned with company goals. Refine pricing models, go-to-market strategies, and identify upsell/cross-sell opportunities
• Sales Forecasting: Provide accurate sales forecasts through rigorous pipeline analysis. Actively monitor pipeline health and conversion metrics to track performance, ensuring targets are met or exceeded, and inform business planning
• Lead Generation: Drive and guide the team in sourcing new business and developing acquisition strategies. Ensure effective lead generation, qualification, and CRM management, while collaborating with the Growth team to maintain consistent marketing messaging
• Relationship Management: Build and maintain strong relationships with clients and partners to drive sales. Act as a liaison for smooth onboarding and integration of CoinGecko’s APIs, and guide the team in managing client relationships, tracking communications in CRM, and addressing client needs. Keep management updated on feedback, prepare client reports, and ensure the team follows best practices for client communication and account management
• Solutioning & Technical Scoping: Actively participate in and guide the team in recommending suitable API plans and features based on technical requirements, budget, and expected usage, while coordinating with internal teams for smooth implementation
• Sales Reporting & Analytics: Track sales performance on a weekly, monthly, and quarterly basis. Analyze sales performance to ensure targets are met, and regularly share insights through reports and presentations with management and other stakeholders
• Sales Operations & Process Optimization: Ensure accurate forecasting, CRM hygiene, and data-driven decisions. Optimize the sales process, implement automation/scalable solutions, and standardize reporting dashboards to improve efficiency. Create playbooks to improve team performance
• Collaboration: Collaborate with internal teams, including Product, Growth, Operations, and Engineering, to ensure the successful implementation and delivery of API solutions
• Team Leadership & Management: Recruit, train, and coach a high-performing sales team. Review team’s call recordings and provide coaching on consultative selling, negotiation, account management and data-driven reporting. Ensure the team meets performance metrics, follows established playbooks, maintains accurate CRM data, and upholds a culture of accountability and continuous learning
• Market Research: Analyze industry trends, competitive API offerings, and client use cases to provide actionable insights and recommendations, while staying informed on regulatory changes and data usage policies
• Stakeholder & Executive Engagement: Partner with the leadership team in setting annual sales targets, growth strategies, pricing, and revenue optimization. Represent the company at industry events and client meetings
• You are required to support any ad hoc tasks as required by the company

Preferred Qualifications

Education: Bachelor’s degree in marketing, business, or related field is a plus

Benefits

• Remote Work Flexibility : Work wherever you feel most productive. We also provide office space in 1Powerhouse (Malaysia) and WeWork (Singapore) if you ever feel like meeting your colleagues in person
• Flexible Working Hours : No 9-5 structure, work the hours you need to get your tasks done
• Comprehensive Insurance Coverage : We provide life, medical, and critical illness insurance
• Virtual Share Options : You'll be entitled to virtual options, with terms and conditions
• Bonus : You’ll be entitled to a bonus, with terms and conditions
• Parking Allowance : You will be given a monthly fixed allowance of RM 150 or SGD 100 to ease the cost of traveling
• Meal Allowance : You will be given a monthly fixed allowance of RM600 or SGD400 to subsidize the cost of your meals
• Learning Allowance : You will be allocated an annual budget of USD500 (claim basis) to help you continuously learn in the pursuit of your professional and personal development
• Social Activity Allowance : Want to set a date to watch a movie or play futsal with your colleagues? Get it organized and we subsidize a portion (claim basis) of the cost
• Annual Company Offsite : We gather once a year to meet each other in person, reflect on the year, and partake in social activities!