Sales Operations Analyst - Payward Services - Internal

Kraken; United States; Remote; USD 85,000 - 120,000; Full time

Job summary

Payward Services, the company behind Kraken, is hiring a Sales Operations Analyst to support Business Development across PWS and xStocks. You will manage RFP and DDQ responses, qualify inbound leads, and keep CRM and pipeline reporting accurate.

You will coordinate Legal, Compliance, Security, Product, and Engineering inputs to ensure timely, polished submissions and align with senior sales leadership. This role reports to PWS sales leadership and offers growth in a crypto-focused fintech

Qualifications

• 3+ years of experience in sales operations, sales support, or proposal management
• Experience managing RFPs, DDQs, security or compliance questionnaires
• Proven ability to drive deadlines and coordinate cross-functional stakeholders across Legal, Compliance, Security, Product, and other teams
• Hands-on experience with a CRM platform (Attio a plus; Salesforce or HubSpot transferable)
• Comfort building simple reports and dashboards
• Excellent writing, editing, and document formatting skills
• Clear, confident communication with senior internal stakeholders and external clients
• Understanding of institutional and B2B sales cycles in financial services
• Interest in crypto and digital assets
• Proactive, process-oriented approach, with attention to detail
• Rigorous attention to detail

Responsibilities

• Own RFP and DDQ responses from kickoff through submission; triage questions and route items to Solutions and Compliance
• Coordinate contributions from Legal, Compliance, Security, Product, Engineering, and other teams to meet deadlines
• Oversee document assembly and final formatting for accurate, polished submissions
• Lead internal preparation for major client presentations and due diligence meetings
• Qualify inbound leads and route to the right salesperson or onboarding
• Maintain Attio CRM data integrity and align with Salesforce/other systems
• Build and maintain pipeline reporting and forecast materials for reviews
• Manage handoff from signed deal to onboarding for smooth start
• Produce weekly customer insights from call notes and CRM activity
• Develop and maintain library of approved responses and leverage AI to draft first-pass answers
• Identify process gaps and implement better workflows, automating repetitive work

Skills

RFP management

DDQ responses

CRM proficiency

Cross-functional coordination

Written communication

Attention to detail

B2B fintech familiarity

Tools

Attio CRM

Salesforce

HubSpot

Job description

Building the Future of Open Finance

Payward - the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services and CF Benchmarks - has spent the last 15 years building one of the most modern and globally accessible financial infrastructure platforms in the industry, built to advance an open, global financial system.

The team

Payward Services is an enterprise infrastructure platform that enables companies to seamlessly integrate trading, payments, funding, and digital asset services through a single unified system. It provides coordinated liquidity, custody, compliance, risk management, and settlement capabilities, reducing operational complexity for fintechs, banks, brokerages, and payment providers.

As the first dedicated Sales Operations Analyst on the team, you'll support Business Development across PWS and xStocks so our salespeople can spend their time selling. You'll run RFP and DDQ responses from start to finish, prepare the team for diligence meetings, qualify and route inbound leads, and keep our CRM, pipeline reporting, and customer insights accurate. You'll report to PWS sales leadership and work closely with Business Operations, Solutions, Legal, Compliance, and Product.

The opportunity

• Own RFP and DDQ responses for PWS and xStocks from kickoff through submission: triage incoming questions, route technical and compliance items to Solutions and Compliance, and make sure answers are validated before they go out

• Coordinate contributions from Legal, Compliance, Security, Product, Engineering, and other internal teams, establishing deadlines and driving follow-up to ensure timely, complete responses

• Oversee document assembly and final formatting to ensure every submission is accurate, polished, and delivered on schedule

• Lead internal preparation and alignment for major client presentations, particularly RFP due diligence meetings, and track action items through to resolution

• Qualify inbound leads, including follow-up qualifying questions where needed, and route them promptly to the right salesperson or to self-serve onboarding

• Maintain Attio CRM data integrity, ensuring accounts, contacts, deal stages, and client outreach activity are accurate and consistent with Salesforce and other teams’ systems

• Build and maintain pipeline reporting in Attio, including stage definitions, funnel metrics, and forecast inputs, and prepare materials for weekly pipeline reviews

• Manage the handoff from signed deal to onboarding, confirming contracts, pricing, and billing details are in place so Solutions and Finance can start without chasing information

• Produce weekly customer insights from call notes and CRM activity, summarizing product requests, competitor feedback, and pricing feedback, and communicate emerging trends to Sales, Product, and leadership

• Develop and maintain a library of approved RFP and DDQ responses, and use it with AI tools to draft accurate, consistent first-pass answers

• Identify process gaps and implement better workflows, automating repetitive work where possible

• Perform additional duties and responsibilities as assigned

What you bring

• 3+ years of experience in sales operations, sales support, or proposal management, ideally within banking, fintech, financial services, or crypto

• Experience managing RFPs, DDQs, security or compliance questionnaires, or other complex documents with many contributors

• Proven ability to drive deadlines and coordinate cross-functional stakeholders across Legal, Compliance, Security, Product, and other teams

• Hands-on experience with a CRM platform (Attio experience is a plus; Salesforce or HubSpot experience is transferable)

• Comfort building simple reports and dashboards
• Excellent writing, editing, and document formatting skills
• Clear, confident communication with senior internal stakeholders and external clients
• Understanding of institutional and B2B sales cycles in financial services
• Interest in crypto and digital assets (prior industry experience is not required)
• Proactive, process-oriented approach, with the ability to identify issues and implement effective solutions
• Rigorous attention to detail

Nice to haves

• Background in banking, institutional sales, or B2B infrastructure and API products

• Familiarity with vendor due diligence and security questionnaires

• Experience using AI tools or workflow automation to speed up repetitive sales or operations work

Job Level: P2

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.

Our commitment

Payward is powered by people from around the world and we celebrate the diverse talents, backgrounds, contributions, and unique perspectives that everyone brings to the table. We hire based on merit, seeking out people with the right abilities, knowledge, and skills 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 knowledgeable about crypto.

We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Results are considered alongside 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 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.

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