Head of Commercial/Business Development

Accountabilities:

Commercial Strategy and Revenue Growth: Define and execute the European commercial strategy in alignment with business objectives, market opportunities, and applicable regulatory requirements. Own regional revenue targets, trading volumes, customer acquisition, and market expansion.
Market Expansion and Country Management: Lead the European Country Management function, overseeing Country Managers and ensuring the effective implementation of country-specific business plans, growth targets, and commercial priorities.
Business Development and Strategic Partnerships: Identify new distribution channels, customer segments, and revenue streams. Establish and develop strategic partnerships across the cryptocurrency, fintech, trading, and financial services ecosystems to expand market reach and commercial opportunities.
Regional Commercial Operations: Oversee local business development, partnership activities, KOL engagement, VIP relationship management, and community initiatives across priority European markets.
KOL, Affiliate, and Community Strategy: Develop and lead regional strategies for influencer partnerships, affiliate programmes, and trading communities. Establish performance targets and partnership frameworks, and measure their contribution to customer acquisition, engagement, trading activity, and revenue.
VIP and Key Account Management: Direct VIP relationship management across European markets, focusing on high-value traders, professional customers, and institutional accounts. Develop strategies to attract, retain, and grow valuable customer relationships while improving loyalty and trading activity.
Commercial Performance and Reporting: Manage regional commercial budgets, sales forecasts, revenue reporting, and performance reviews. Establish and monitor KPIs covering acquisition, activation, trading volume, retention, profitability, and operational efficiency.
Market Intelligence and Optimization: Analyze market trends, competitive positioning, customer behavior, and regional opportunities to refine commercial strategies, optimize resource allocation, and improve business performance.
Regulatory Governance and Risk Management: Collaborate with Compliance, Legal, and Risk teams to ensure commercial activities, partnerships, and customer engagement practices align with applicable European regulatory requirements and internal governance standards.
Cross-Functional Collaboration: Work closely with Marketing, Product, Operations, Compliance, and global commercial teams to develop market-relevant propositions, coordinate regional initiatives, and align local execution with broader business objectives.
Executive Leadership and Team Development: Build, lead, and develop a high-performing European commercial organization. Set clear objectives, establish accountability, mentor senior leaders, and foster a culture of collaboration, innovation, and measurable results.
Strategic Contribution: Act as a key member of the European executive leadership team, contributing to long-term business planning, market-entry decisions, commercial governance, and sustainable regional growth.
Requirements:
At least 15 years of relevant professional experience in commercial leadership, business development, sales, or market expansion, including substantial executive-level experience in cryptocurrency, fintech, trading, brokerage, or financial services.
A proven track record of leading multi-country commercial organizations and delivering sustainable revenue growth across European markets.
Strong understanding of cryptocurrency trading, digital assets, derivatives, and the needs of retail, active trader, VIP, professional, and institutional customer segments.
Demonstrated experience managing Country Managers, business development teams, and international commercial operations across multiple markets.
Extensive experience developing strategic partnerships and managing KOL, affiliate, influencer, and community networks within the cryptocurrency or trading ecosystem.
Proven success in VIP relationship management, key account development, high-value customer acquisition, and customer retention.
Strong commercial and analytical capabilities, with experience managing revenue targets, trading volumes, acquisition costs, retention metrics, profitability, and overall business performance.
Experience designing market-entry strategies, developing country-specific business plans, identifying new revenue opportunities, and scaling commercial operations.
A solid understanding of European markets and the regulatory considerations affecting digital assets and financial services, with the ability to work effectively alongside Legal, Compliance, and Risk teams.
Demonstrated ability to recruit, lead, and develop high-performing international teams while establishing clear performance expectations and accountability.
Excellent strategic thinking, negotiation, communication, and stakeholder management skills, with the ability to influence executive decision-makers and build trusted relationships with external partners.
A proactive, results-oriented mindset and the ability to thrive in a fast-paced, high-growth environment with evolving commercial priorities.
Fluency in English is required; proficiency in additional European languages is an advantage.
A bachelor's or master's degree in Business Administration, Economics, Finance, Marketing, Management, or a related discipline is preferred. Equivalent relevant professional experience will also be considered.
Benefits:
Professional development: Access to a dedicated Study Growth Fund to support continuous learning, professional training, and career development.
International collaboration: Work with colleagues and stakeholders across a diverse, global organization, gaining exposure to multiple markets and perspectives.
Team engagement: Participate in internal events, workshops, and team-building activities designed to encourage collaboration and innovation.
Career advancement: Access opportunities for professional growth and increased leadership responsibility within a rapidly expanding international business.
Internal mobility: Explore internal career opportunities that support long-term professional development and career progression.
Strategic leadership impact: Shape European commercial strategy, influence market expansion, and contribute directly to regional business performance.
Collaborative environment: Work across commercial, marketing, product, operations, legal, and compliance functions to develop effective, market-specific strategies.
Remote flexibility: Benefit from a Europe-based remote working arrangement, offering flexibility within an international operating environment.