Sales Strategy and Operations Manager at Kraken.com

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 [Upgrade to PRO to see link] 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 [Upgrade to PRO to see link] 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 [Upgrade to PRO to see link] crypto education [Upgrade to PRO to see link] and world-class client support [Upgrade to PRO to see link] through our products like Kraken Pro [Upgrade to PRO to see link] Desktop [Upgrade to PRO to see link] Wallet [Upgrade to PRO to see link] and Kraken Futures [Upgrade to PRO to see link] Become a Krakenite and build the future of crypto! PROOF OF WORK THE TEAM We’re seeking a Sales Strategy and Operations Manager to support our global sales team—specifically our institutional client group—by delivering the processes, insights, and tools they need to perform at a high level. This role is highly strategic and analytical, focused on strengthening our go-to-market (GTM) approach through pipeline insights, process optimization, and scalable execution frameworks. You will work closely with Sales and cross-functional partners to identify opportunities, improve efficiency, and enable consistent performance across the institutional sales organization. THE OPPORTUNITY - Act as a strategic partner to Institutional Sales, helping analyze and optimize the GTM pipeline and overall sales process - Evaluate current workflows and identify bottlenecks, inefficiencies, and areas for improvement across the institutional sales funnel - Build and refine scalable processes that improve sales effectiveness and can be rolled out across teams and regions - Own sales reporting and analytics, delivering clear insights that inform decision-making and drive performance - Collaborate with product marketing managers to build sales collateral and enablement materials (playbooks, frameworks, client-facing content) to support institutional sellers - Help define how success is measured, including pipeline health, conversion, and performance metrics - Identify opportunities to automate workflows and simplify processes to reduce friction for sellers - Ensure tools and systems are structured in a way that sales teams actually want to use, focusing on usability and adoption - Partner closely with Sales, Marketing, BizOps, Finance, and Product to align on priorities and execution SKILLS YOU SHOULD HODL - 4-6 years of experience in Sales Strategy, Business Operations, or Consulting, with a focus on GTM and pipeline analysis - Deep understanding of sales funnels, pipeline management, and GTM processes, ideally within institutional or B2B environments - Proven ability to analyze data, build reporting, and translate insights into action - Experience building scalable processes and frameworks that improve sales performance - Ability to create collateral and reporting that supports sellers and drives outcomes - Strong problem-solving skills with the ability to think on your feet and operate in fast-moving environments - Clear understanding of how to measure success and scale initiatives effectively - Experience identifying and implementing automation opportunities to improve efficiency - Strong communication skills and ability to work cross-functionally across teams and stakeholders NICE TO HAVES - Familiarity with CRM tools (e.g., Salesforce), but not a primary focus - Background in crypto, fintech, or institutional client environments - Experience supporting institutional sales teams or complex GTM motions #LI-Remote Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis. 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! We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments are designed to evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Assessment results are considered alongside other relevant information, such as experience and interviews, and are not the sole basis for any employment decision. 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 [Upgrade to PRO to see link] Learn on the Kraken Blog [Upgrade to PRO to see link] Connect on LinkedIn [Upgrade to PRO to see link] Candidate Privacy Notice [Upgrade to PRO to see link]