Account Executive, Institutional

Overview

CoinTracker makes cryptocurrency portfolio tracking and tax compliance simple. CoinTracker enables consumers and businesses to seamlessly track their cryptocurrency portfolio, investment performance, taxes, and more. We are a globally distributed team on a mission to enable everyone in the world to use crypto with peace of mind. Learn more about our mission, culture, and hiring process.

Some things we’re proud of

• 🛠️ Building foundational tools in the cryptocurrency space
• 📄 Over 1M tax forms generated
• 💲 $80B+ in cryptocurrency is tracked on CoinTracker (~over 5% of the entire crypto market)
• 🤝 Partnered with Coinbase, H&R Block, Intuit TurboTax, MetaMask, OpenSea, Phantom, Solana, and Uniswap
• 🗺️ Founders: Jon previously built TextNow (200M downloads), Chandan was previously a product manager at Google & Google[x]
• 💼 $100M+ venture capital raised from Accel, General Catalyst, Y Combinator, Initialized Capital, Coinbase Ventures, Kraken Ventures, Intuit Ventures, 776 Ventures, Balaji Srinivasan, Claire Hughes Johnson, Gokul Rajaram, Serena Williams, Zach Perret
• 🌴 Awesome benefits

Your mission

Sell CoinTracker’s Institutional Solutions to crypto brokers.

Your one year outcomes

• CoinTracker’s Cost Basis Engine is the product of choice for crypto brokers in the US
• Build strong share in international markets as regulations come online
• CoinTracker generates millions in ARR from leading brokers

What you will do

As the founding sales hire of CoinTracker Institutional, you will play an instrumental role in growing the company in direct partnership with hiring manager and Head of Institutional, Jarrett. In particular, you will:

• Generate a strong pipeline of leads and help convert them into closed deals, leading the process E2E
• Build relationships with key stakeholders in the market and at our prospective companies
• Become a product expert and help customers use CoinTracker effectively; assist prospects through evaluation, onboarding, and on an ongoing basis
• Channel the voice of our customers to our product team to shape our roadmap

What we look for

Role-agnostic

• Impact: Demonstrated ability to drive business impact
• Mission alignment: Hungry and motivated about making progress towards our mission of Enabling everyone in the world to use crypto with peace of mind.
• Trust: Say what you believe. Do what you say.
• Communication: Able to clearly talk about the details and also zoom out to the bigger picture

Role-specific

We’re looking for a sales leader who thrives in ambiguity, takes full ownership of deals, and builds deep relationships that lead to meaningful partnerships. The ideal candidate will bring a mix of hustle, strategic thinking, and empathy for our partners.

Here’s what success looks like in this role:

🔁 End-to-End Deal Execution

• You’ve owned complex, multi-stakeholder sales cycles from start to finish — including pricing, negotiation, and contract execution
• You balance long-term relationship-building with near-term revenue results
• You take full ownership and act like a business owner, not just a deal owner

🧭 Hunter Mindset & Pipeline Management

• You’re ambitious and creative in how you find and close new opportunities
• You know what it takes to win a deal, and you bring strong strategic judgment to every target
• You move fast and hustle — both externally with prospects and internally across teams
• You use probability-of-win (pWin) thinking to focus your time and drive results
• You influence stakeholders through clear storytelling and a deep understanding of the product, market, and customer needs

🤝 Relationship-Builder

• You genuinely enjoy building deep, trusted relationships — not just transactional connections
• You’re proactive in your outreach, even when there’s no immediate ask
• You know how to stay top-of-mind with partners, and you’re skilled at maintaining strong industry relationships
• You’re open to traveling (biweekly or monthly) to meet with partners across the U.S. and globally

🧠 Product Fluency

• You’re comfortable collaborating with product and engineering to advocate for partner needs
• You know how to run an effective demo that aligns with business outcomes
• You bring a high-level understanding of how platforms, APIs, and features are built — and how to translate that for non-technical audiences