MLabs

• Lead Regional Sales: Drive institutional sales across the United States, collaborating closely with the Head of Americas to execute the regional go-to-market strategy. • Drive Revenue Growth: Deliver on regional Annual Recurring Revenue (ARR) targets and expand the company's market share. • Build Executive Relationships: Establish and nurture trusted relationships with banks, fintechs, exchanges, and digital asset enterprises. • Manage Complex Deals: Source, qualify, and close complex enterprise opportunities, managing the sales cycle from initial engagement to final contract execution. • Lead Procurement Processes: Oversee RFPs, RFIs, and strict procurement evaluations with major financial institutions. • Technical Collaboration: Work hand-in-hand with internal product and engineering teams to support technical evaluations and solution architecture designs. • Post-Sale Support: Facilitate successful client onboarding and identify opportunities for long-term account expansion. • Market Intelligence: Monitor US market trends, regulatory shifts, and competitive landscapes to position the platform effectively. • Industry Presence: Represent the organization at key industry events, conferences, and ecosystem gatherings. • Travel: Travel across the region as required to meet with clients, prospects, and strategic partners.

• Design, implement, and optimize the sales infrastructure, processes, and playbooks required for scalable, repeatable execution. • Own and execute high-stakes outbound sales cycles from initial prospecting through to close, targeting large insurance companies and MGAs. • Successfully navigate and close B2B core infrastructure and software transactions with an Annual Contract Value (ACV) of $150K+ and sales cycles lasting 5 to 8 months. • Actively drive pipeline growth with a heavy focus (70%+) on strategic outbound prospecting. • Experiment across channels to identify untapped market opportunities, and work closely with product and operations teams to ensure client solutions remain industry-leading.

Role Description Our client is a pioneering developer of secure wallet and Web3 infrastructure solutions designed for modern financial institutions. They are seeking a highly strategic and driven VP of Institutional Sales, US to lead enterprise sales initiatives across the region and establish their infrastructure platform as the premier choice for banks and fintechs. Reporting directly to the Head of Americas, the successful candidate will own institutional sales for the US market, driving revenue growth and cultivating deep, long-term relationships with financial institutions adopting the platform. This role requires a sophisticated sales professional capable of sourcing, qualifying, and closing complex enterprise deals, while collaborating closely with internal product, engineering, and customer success teams to ensure seamless deployments. The ideal candidate brings established credibility within the financial services sector, the technical fluency to engage with engineers and architects, and a proven track record of navigating lengthy enterprise sales cycles in heavily regulated markets. Qualifications - 8+ years of enterprise sales experience, with a strong focus on selling infrastructure, financial technology, or SaaS solutions. - Proven history of successfully closing large-scale institutional deals with banks or major financial organizations. - Deep understanding of financial markets, fintech infrastructure, or digital asset ecosystems. - Experience selling custody solutions, wallet infrastructure, blockchain tech, or fintech APIs is highly advantageous. - Ability to translate complex technical systems and architectures into clear, compelling business value for stakeholders. - Exceptional communication and presentation skills, with the ability to build rapport and influence both executive suites and technical teams. - An entrepreneurial mindset with the agility to thrive in a fast-paced, high-growth business environment. - High proficiency with modern CRM software and sales enablement tooling. - Fluency in English is required; additional proficiency in Spanish is a strong asset. Requirements - Drive institutional sales across the United States, collaborating closely with the Head of Americas to execute the regional go-to-market strategy. - Deliver on regional Annual Recurring Revenue (ARR) targets and expand the company's market share. - Establish and nurture trusted relationships with banks, fintechs, exchanges, and digital asset enterprises. - Source, qualify, and close complex enterprise opportunities, managing the sales cycle from initial engagement to final contract execution. - Oversee RFPs, RFIs, and strict procurement evaluations with major financial institutions. - Work hand-in-hand with internal product and engineering teams to support technical evaluations and solution architecture designs. - Facilitate successful client onboarding and identify opportunities for long-term account expansion. - Monitor US market trends, regulatory shifts, and competitive landscapes to position the platform effectively. - Represent the organization at key industry events, conferences, and ecosystem gatherings. - Travel across the region as required to meet with clients, prospects, and strategic partners. Benefits - Competitive Salary: $140,000 – $220,000 per year (dependent on experience). - Performance Incentive: Uncapped, performance-based commission plan. - Equity: 100–200 stock options vested over 4 years. - Health & Wellness: Comprehensive healthcare coverage and pension plan contribution. - Travel & Expenses: Fully covered travel expenses for client-related visits and industry events. - Work Environment: Remote-first working structure with flexible office options. - Equipment: Premium hardware package, including a MacBook Air and essential home-office peripherals.

Role Description As the first key sales hire, this individual will work directly with the Chief Executive Officer to build the organization’s sales engine from the ground up. This is a high-impact, entrepreneurial role responsible for establishing repeatable go-to-market (GTM) foundations, driving high-stakes enterprise deals, and eventually scaling a world-class sales team. The ideal candidate thrives in high-intensity, high-growth startup environments, possesses deep resilience, and is driven by execution and exceptional outcomes. - Establish the GTM Engine: Design, implement, and optimize the sales infrastructure, processes, and playbooks required for scalable, repeatable execution. - Drive Enterprise Sales Cycles: Own and execute high-stakes outbound sales cycles from initial prospecting through to close, targeting large insurance companies and MGAs. - Target High-Value Deals: Successfully navigate and close B2B core infrastructure and software transactions with an Annual Contract Value (ACV) of $150K+ and sales cycles lasting 5 to 8 months. - Outbound Pipeline Generation: Actively drive pipeline growth with a heavy focus (70%+) on strategic outbound prospecting. - Collaborate and Innovate: Experiment across channels to identify untapped market opportunities, and work closely with product and operations teams to ensure client solutions remain industry-leading. Qualifications - 5 to 10 years of professional sales experience, with a proven track record in full-cycle Account Executive roles. - Must have direct experience selling B2B core infrastructure or core software within the InsurTech, insurance, or MGA space (not nice-to-have software or services). - Consistent history of hitting sales targets over the past 12 months, with demonstrated experience selling successfully for emerging, non-household brand names. - Strong discovery and qualification skills utilizing structured frameworks (e.g., MEDDICC, BANT, or similar). - A stable professional history, with no more than 3 job changes within the past 5 years. - Valid authorization to work in the United States without the need for current or future visa sponsorship. Benefits - Highly competitive base salary exceeding industry standards. - Quarterly performance-based bonus of up to 15% of quarterly salary. - Stock option participation as an early-stage team member. - Comprehensive medical insurance coverage. - 401(k) retirement plan with a 4% company match. - Accelerated promotion and leadership track within a high-growth, venture-backed organization. Interview Process - First Round: A technical and behavioral interview with the VP of Sales, focusing on sales methodology, resume depth, past performance, and core motivation. - Second Round: A culture-fit assessment evaluating alignment with the client's core values of speed, direct communication, and customer obsession. - Team Day: A practical assessment featuring a discovery call role-play simulation with the Chief Executive Officer acting as the prospect. Commitment to Equality and Accessibility At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing human-resources@mlabs.city.

• Client Onboarding & Integration: Guide financial institutions and fintechs through seamless onboarding and integration processes. • Architecture & Deployment: Build secure, scalable deployment pathways that effectively bridge legacy and modern systems. • Hands-On Technical Support: Troubleshoot, resolve technical issues, and build solutions alongside client engineering teams in real time. • Commercial Collaboration: Partner with sales teams on technical proposals, product demonstrations, and comprehensive RFP responses. • Documentation & Guides: Maintain and continuously improve technical documentation, API references, and developer guides. • Product Feedback Loop: Gather technical feedback from clients and translate those insights into product and API improvements by collaborating closely with backend, security, and product teams. • Industry Representation: Represent the technology and brand at industry conferences, technical workshops, and high-level customer meetings.

• Growth Strategy & Execution: Define and execute the comprehensive marketing strategy for the NFL and American sports, managing the lifecycle from initial launch through the peak of the season. • User Acquisition: Drive the growth of paid, depositing users across all marketing streams, continually optimizing the channel mix to meet target metrics. • Multi-Channel Management: Oversee the synchronized performance of paid media, creator partnerships, community development, and referral channels to build a cohesive growth engine. • Partnerships & Creator Programs: Develop and scale the creator and influencer program, cultivating relationships that expand brand reach and foster an active community. • Budget Management: Manage the end-to-end marketing budget, utilizing data-driven insights to allocate capital effectively across various channels and maximize ROI. • Brand & Community Building: Champion brand growth and community engagement, implementing retention strategies to turn first-time users into a loyal, long-term audience.

Role Description We are hiring on behalf of our client, who is seeking a Principal Solutions Engineer to help institutions, fintechs, and enterprises across the Americas adopt these cutting-edge infrastructure solutions with confidence and ease. This role is highly hands-on and client-facing, requiring the successful candidate to design integrations for complex environments, guide customers through deployment, and provide end-to-end technical support. The ideal candidate will seamlessly pair deep technical expertise with strong communication skills, serving as a trusted advisor to CTOs, architects, and engineering teams. Key Responsibilities - Client Onboarding & Integration: Guide financial institutions and fintechs through seamless onboarding and integration processes. - Architecture & Deployment: Build secure, scalable deployment pathways that effectively bridge legacy and modern systems. - Hands-On Technical Support: Troubleshoot, resolve technical issues, and build solutions alongside client engineering teams in real time. - Commercial Collaboration: Partner with sales teams on technical proposals, product demonstrations, and comprehensive RFP responses. - Documentation & Guides: Maintain and continuously improve technical documentation, API references, and developer guides. - Product Feedback Loop: Gather technical feedback from clients and translate those insights into product and API improvements by collaborating closely with backend, security, and product teams. - Industry Representation: Represent the technology and brand at industry conferences, technical workshops, and high-level customer meetings. Qualifications - 10+ years of proven experience in solutions engineering, forward-deployed engineering, or enterprise integration. - A clear history of helping institutions or large enterprises deploy mission-critical, high-availability systems. - Strong proficiency in TypeScript (or similar modern languages) with extensive hands-on experience building and integrating REST APIs. - Deep knowledge of cloud platforms (AWS is essential; GCP, Azure, or Thales HSM environments are highly advantageous), microservices, and serverless architectures. - Solid understanding of enterprise security frameworks and compliance standards (e.g., ISO 27001, SOC 2, PCI DSS). - Exceptional skills in troubleshooting complex, multi-layered technical issues under pressure. - Masterful communication, presentation, and demonstration skills, with the ability to bridge technical nuances and business conversations seamlessly. - A strong understanding of blockchain infrastructure, digital asset custody, and institutional financial workflows is highly preferred. - Relevant professional certifications (such as AWS Certified Solutions Architect) are a plus; professional fluency in Spanish or Portuguese is highly valued. Requirements - Competitive annual salary ranging from $160,000 to $220,000 (dependent on experience). - 100–200 stock options vested over a 4-year period. - Comprehensive healthcare coverage and a structured 401K plan. - Remote-first environment within the United States, with physical office space optional. - Premium hardware package including a MacBook Pro and necessary home-office essentials. - All professional travel expenses are fully covered. Interview Process - Initial Interview: 30 Minutes. An introductory conversation with the Co-CEO to discuss the scope of the role, the candidate's background, and high-level mutual alignment. - Cognitive & Behavioural Assessment: Timed Online Test. An online TestGorilla evaluation completed in a quiet environment. The assessment consists of 5 specific components: Critical Thinking, Verbal Reasoning (evaluating English proficiency), Attention to Detail (textual), Numerical Reasoning, and Problem Solving. - Take-Home Technical Exercise: Independent Code Assessment. A practical coding assignment designed to evaluate hands-on execution. The candidate may complete the test utilizing the programming language of their choice. - Comprehensive Panel Evaluation: 180 Minutes. A deep-dive interview session conducted by a panel of engineering and business leaders. - Final Executive Review: 30 Minutes. A concluding conversation with senior management to finalize details, address any remaining operational questions, and confirm alignment before extending an offer. Commitment to Equality and Accessibility At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing human-resources@mlabs.city. MLabs Ltd collects and processes the personal information you provide such as your contact details, work history, resume, and other relevant data for recruitment purposes only. This information is managed securely in accordance with MLabs Ltd’s Privacy Policy and Information Security Policy, and in compliance with applicable data protection laws.

Role Description We are hiring on behalf of our client, an innovative, fast-scaling skill-based fantasy sports platform who is seeking a growth-focused Marketing Manager to lead user acquisition and market expansion across the NFL and American sports sectors. The platform offers a unique ecosystem where sports fans leverage their knowledge to climb a live Skill Rank and compete for real rewards, removing the traditional house edge in favor of true peer-to-peer competition. This role offers a rare opportunity to own a high-profile product launch from the ground up, build a growth playbook from scratch, and directly manage the execution and budget for a high-impact sports entertainment product. - Growth Strategy & Execution: Define and execute the comprehensive marketing strategy for the NFL and American sports, managing the lifecycle from initial launch through the peak of the season. - User Acquisition: Drive the growth of paid, depositing users across all marketing streams, continually optimizing the channel mix to meet target metrics. - Multi-Channel Management: Oversee the synchronized performance of paid media, creator partnerships, community development, and referral channels to build a cohesive growth engine. - Partnerships & Creator Programs: Develop and scale the creator and influencer program, cultivating relationships that expand brand reach and foster an active community. - Budget Management: Manage the end-to-end marketing budget, utilizing data-driven insights to allocate capital effectively across various channels and maximize ROI. - Brand & Community Building: Champion brand growth and community engagement, implementing retention strategies to turn first-time users into a loyal, long-term audience. Qualifications - 3 to 5+ years of growth marketing experience specifically within the real-money or cash fantasy sports space (e.g., Daily Fantasy Sports/DFS, sportsbooks, or similar real-money gaming products). - A deep understanding of real-money user psychology, including deposit triggers, retention drivers, and the distinct dynamics of cash-based gaming. - Strong commercial acumen focused on user acquisition costs, unit economics, and channel-agnostic performance data. - Proven track record of running acquisition campaigns across multiple channels, with specific experience managing creator, influencer, or ambassador programs. - A builder mentality comfortable with fast-paced, high-growth environments and navigating ambiguity with speed and decisiveness. - A strong understanding of NFL and American sports culture. Preferred Qualifications - Prior experience launching or scaling a real-money or skill-gaming product. - Experience building and scaling a brand community from its early stages. Benefits - Competitive salary and compensation package. - High degree of autonomy, scope, and ownership over a major product launch. - Opportunity to work with a fast-moving, collaborative team within the high-growth intersection of sports, gaming, and technology. - Direct visibility of performance impact from day one. Commitment to Equality and Accessibility At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing human-resources@mlabs.city.

• Event Ownership: Plan, manage, and execute developer meetups and hackathons in the San Francisco/Bay Area every two months, managing all logistics end-to-end, including venue sourcing, speaker recruitment, and follow-up. • Ecosystem Networking: Recruit high-profile speakers, strategic partners, and co-hosts from the developer infrastructure space to ensure every event provides significant technical value. • Digital Community Management: Cultivate, scale, and energize the online community space (Slack) through authentic engagement, avoiding corporate or spammy communication methods. • Relationship Architecture: Establish robust relationships across the developer tools ecosystem, keeping the organization closely connected to the core builders, relevant startups, and industry conversations. • Pipeline Generation: Strategically transform community activity, event attendance, and digital engagement into actionable leads and customer conversations to accelerate the commercial pipeline.

• Content Creation & Strategy: Own the end-to-end developer-facing content pipeline, creating video content, deep-dive tutorials, documentation, and technical blog posts. • Technical Demos & Templates: Build fully functional example applications, open-source templates, and reference projects using TypeScript to showcase the capabilities of the platform. • Community & Channel Ownership: Manage and grow the community across developer touchpoints, including GitHub, YouTube, technical documentation, and social platforms. • Product Feedback Loop: Actively dogfood the platform to identify user friction points, gathering community feedback to influence the core engineering and product roadmap. • Events & Engagement: Represent the client's platform at industry events, traveling to major tech hubs like San Francisco and New York every 2–3 months for community engagement.