• Own full‑cycle enterprise and VIP sales across Coinbase’s institutional suite (Prime, custody, derivatives, financing, staking), including multi‑threaded stakeholder mapping, solution design, negotiation, close, and post‑sale growth plans. You operate with high independence and minimal day‑to‑day instruction. • Build and execute segment/territory strategy (e.g., hedge funds, asset managers, corporates, family offices) with clear pipeline creation plans, rigorous qualification, and forecast accuracy that ties directly to team goals and outcomes. • Lead complex, cross‑functional deal execution with Legal, Compliance, Risk, Product, Operations, and Marketing to remove blockers, tailor solutions (including derivatives/structured offerings), and ensure compliant, timely delivery for clients. • Grow existing relationships and share of wallet by diagnosing needs, advising on market structure and product fit, and driving cross‑sell/upsell motions across the institutional product portfolio. • Translate market intelligence into action by packaging competitive insights, regulatory trends, and client feedback into clear recommendations for Product, GTM, and leadership; influence roadmap priorities where appropriate. • Represent Coinbase externally at targeted industry events, client workshops, and executive briefings; deliver compelling narratives that educate sophisticated audiences on Coinbase’s value proposition. • Elevate the team by mentoring IC4s (deal reviews, objection handling, pipeline hygiene), co‑creating repeatable playbooks, and raising the bar on clear communication, forecasting discipline, and client experience. • Design and improve sales process—identify friction, implement fixes, and partner with Operations/RevOps on CRM best practices, data quality, and scalable cadences; own the accuracy of your pipeline and forecasts.