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Sales / Client Acquisition Lead

Full Time (Remote)

Canada, UK, USA, Switzerland

About Informal

Informal Systems is committed to making modern financial and Internet infrastructure more decentralized, secure and accessible to everyone. We develop critical blockchain infrastructure ourselves and also help other organizations design secure and efficient blockchain systems.

Informal is dedicated to helping organizations design, build, and verify secure and efficient blockchain systems, offering a full suite of services across the full development lifecycle. Our expertise spans protocol design, engineering implementation, security auditing, and formal verification, supporting a wide range of applications, from DeXs, smart contracts, and DeFi platforms to interchain connection protocols that enable seamless communication and interoperability between diverse blockchain networks. Our approach combines hands-on engineering and code development with rigorous formal methods, including manual code inspection and automated software analysis using our in-house verification and testing tools such as
Quint.

Informal Systems is a remote-first company with a presence in North America and Europe. We are structured as a worker’s cooperative, where important corporate actions are subject to one-person-one-vote democratic control by the member-employees.

About the Role

We are looking for a high-performance Sales / Client Acquisition Lead to help scale our service offerings between audit and engineering services. This is a results-driven role: hitting revenue, expanding footprint, and owning the client pipeline end-to-end. You’ll be the go-to person for bridging technical trust and business value.

What your primary responsibilities will be:

• Full-cycle sales ownership: Lead sourcing and qualification all the way through to proposal, contract negotiation, and closing, with collaboration with the technical team along the way.
• Technical consultative selling: Deeply understand our security and engineering methodology, map capabilities to client pain points and more.
• Sales & revenue targets: Be accountable for quarterly and annual quotas; consistently meet or exceed them. You’ll report pipeline, forecast, and actuals.
• Account expansion / upsell: Once clients are onboarded, identify additional services and upsell opportunities (ex. follow-up work, coverage, continuous monitoring).
• Industry positioning & thought leadership: Contribute to talks, presence at industry events, and client education materials.
• CRM & process discipline: Maintain an accurate, up-to-date pipeline in CRM.
• Market & competitor intelligence: Track trends, emerging security needs, competitor offerings, and feed those into product/service evolution and positioning.

What we look for in a successful Sales / Client Acquisition Lead:

• • Proven track record in closing deals: You’ve closed many 5-6 figure or meaningful deals, not “just leads” in tech/security/SaaS/consulting/blockchain environment.
  • Technical fluency in Web3 / security / smart contracts / protocols: You are technical enough to discuss questions with clients and ask the right questions (while being supported by our technical team!)
  • Excellent communicator and presenter: You are capable of building credibility with important stakeholders.
  • You are a self-starter, driven, highly organized, and comfortable in a fast-moving environment.
  • You have experience with CRMs, sales metrics, pipeline management, and forecasting.
  • Having a network or familiarity with the blockchain, protocol and/or DeFi community is a strong plus.
  • A willingness to get into the weeds! (cold outreach, testing messaging, iterating quickly).

Some of our benefits include:

• A unique, caring and friendly culture (learn more about how we work here)
• 25 days (5 weeks) of paid vacation annually, plus 3 Spiritual Days
• Company closure from December 25th to January 1
• Annual Lifestyle benefits (reimbursements for gym memberships, fitness equipment, etc)
• A remote-first, flexible work environment
• A home-office stipend to set you up for success
• Annual company retreats
• Paid parental leave
• ….. and many more!

We are an equal-opportunity employer and value diversity in our organization. We are committed to equal employment opportunities and encourage applications from people of all race, religion, colour, national origin, gender identity, sexual orientation, age, marital status, veteran status, or disability status.