Sales Strategy and Operations Manager

Building the Future of Crypto Our Krakenites are a world-class team with crypto conviction, united by our desire to discover and unlock the potential of crypto and blockchain technology. What makes us different? Kraken is a mission-focused company rooted in crypto values. As a Krakenite, you’ll join us on our mission to accelerate the global adoption of crypto, so that everyone can achieve financial freedom and inclusion. For over a decade, Kraken’s focus on our mission and crypto ethos has attracted many of the most talented crypto experts in the world. Before you apply, please read the Kraken Culture page to learn more about our internal culture, values, and mission. We also expect candidates to familiarize themselves with the Kraken app. Learn how to create a Kraken account here. As a fully remote company, we have Krakenites in 70+ countries who speak over 50 languages. Krakenites are industry pioneers who develop premium crypto products for experienced traders, institutions, and newcomers to the space. Kraken is committed to industry-leading security, crypto education, and world-class client support through our products like Kraken Pro, Desktop, Wallet, and Kraken Futures. Become a Krakenite and build the future of crypto! Proof of work The team We’re seeking a Sales Strategy and Operations Manager to elevate our global sales team by delivering the tools, processes, and insights they need to succeed. In this hands-on role, you’ll lead a small team of analysts and play a critical part in scaling our sales operations function —from refining workflows and managing systems like HubSpot, to producing data-driven insights that guide strategic decisions. If you’re passionate about enabling high-performance sales teams, thrive in fast-moving environments, and want to make a measurable impact, this is your chance to step up. This might be the occasion to have your career going to the moon! The opportunity • Drive CRM and GTM systems infrastructure—ensure high adoption, data quality, and pipeline accuracy across HubSpot (or future CRM) and associated tooling. Automate lead routing, enrichment, and onboarding workflows; enforce SLAs and champion operational efficiency through documentation, governance, and process automation. • Lead day-to-day optimization of institutional GTM workflows across compliance, liquidity, and trading connectivity—partnering with Operations, Compliance, and Product to reduce friction and improve trading velocity. • Manage sales reporting, analytics, and planning execution using AWS QuickSight, CRM data, and other internal data sources, to deliver actionable insights to executive stakeholders. Support forecasting models, scenario planning, and coverage design in partnership with Sales and Finance. • Support sales enablement and pipeline operations—build enablement content (playbooks, battlecards, client-facing collateral), operate pipeline governance processes to ensure hygiene and forecasting accuracy, and partner with Product and Marketing to arm Sales with institutional insights. • Work closely with Sales, Marketing, BizOps, Finance, and Product to ensure alignment on metrics, territory planning, and operational goals. • Possibility to supervise and mentor a team of analysts, providing direction, feedback, and growth opportunities. Skills you should HODL • Hands-on experience with HubSpot (or equivalent CRM), including pipeline management and sales enablement. • Proven ability to analyze sales data, build dashboards (e.g., in AWS QuickSight or Excel), and translate insights into actionable recommendations. • Proven track record of streamlining sales workflows, identifying bottlenecks, and implementing scalable processes across teams and geographies. • Effective people leadership with experience managing analysts, plus strong communication skills for aligning with Sales, Marketing, and Finance stakeholders. • Passion about the cryptocurrency world and most importantly a learning attitude about new crypto-industry trends. • Working or at least personally involved with and part of the local crypto community. • Believe wholeheartedly in the crypto, cypherpunk, libertarian values of Kraken described in our Tentaclemendments document. Nice to haves • Hands on experience with and understanding of Kraken products, primarily our institutional-grade offerings. • Background in financial services or institutional client onboarding This job is accepting ongoing applications and there is no application deadline. Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution. We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance. Kraken is powered by people from around the world and we celebrate all Krakenites for their diverse talents, backgrounds, contributions and unique perspectives. We hire strictly based on merit, meaning we seek out the candidates with the right abilities, knowledge, and skills considered the most suitable for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgable about crypto! As an equal opportunity employer, we don’t tolerate discrimination or harassment of any kind. Whether that’s based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws. Stay in the know Follow us on Twitter Learn on the Kraken Blog Connect on LinkedIn Candidate Privacy Notice Apply tot his job