Head of Commercial (f/m/x)

About lemon.markets 🍋

Our mission is providing better opportunities to invest in capital markets. By empowering FinTechs and Banks to offer investment products, we help create financial well-being for their customers. In pursuit of this goal we strive to open 100 million securities accounts within Europe in this decade.

lemon.markets builds infrastructure for financial services and technology companies powering the next generation of investment products. From enabling a FinTech to launch their first investment product, over allowing e.g. a Neobank to embed investing into their product to bringing investing into a completely new context. Our API-first infrastructure makes launching an investment product customer-centric and compliant. We abstract all complexity for our partners through a well documented API, a self-service customer operations portal and operating in a clear regulatory framework. Enabling partners to launch in weeks, not months.

We have experienced first hand that brokerage infrastructure is broken. Building an investment product used to be highly expensive, challenging and cumbersome. We ease this pain by shielding our partners & their customers from the underlying complexity - and with that we make investing more accessible to everyone. Because that’s exactly what we enjoy, going to places nobody else dares and solving hard problems. This not only creates tons of value when done right, but attracts the smartest minds - because outlier companies are built by exceptional (& diverse) people like you.

Your Mission:

Your mission is to help us land key partnerships to scale lemon.markets and build out the commercial function. You will own and drive the execution of our Go-to-market strategy by closing, onboarding and sustaining future partners. Furthermore, you will lead our GTM function - developing the commercial team and building up the entire marketing function, whilst fostering internal and external key relationships. Thus, playing a crucial role in establishing lemon.markets as the go-to-provider for launching investment products in Europe.

Building the infrastructure for companies to enable their customers to buy and sell stocks, ETFs or funds, means we have a vast amount of potential use cases. This requires not only a strategic mindset, but also being pragmatic - balancing short term opportunities with our long term strategic vision.

At lemon.markets we value ownership a lot. Meaning, you have a lot of autonomy in shaping your area. This is your opportunity to develop & execute a Commercial strategy that resonates with our partners, making launching an investment product a customer-centric and straight forward experience for them.

You will:

• Develop, manage & nurture partner relationships end-to-end, from understanding their use cases over solution engineering to bringing them on board.
• Own the end-to-end sales process, including prospecting, working out a proposal, contracting and launching. Proactively, driving all sales activities across the entire funnel and being ready to go the extra mile.
• Build strong relationships with our key champions and ecosystem players, while involving experts from our team proactively to facilitate an effective solution engineering
• Lead and scale our GTM team, allowing them to grow their knowledge across a variety of use cases and allocate their resources efficiently.
• Develop the existing sales processes further to ensure an efficient and best-in-class sales and relationship management approach.
• Classify, group and prioritise companies according to the respective use cases and guide the GTM team towards the best suited opportunities.
• Run discovery processes to identify new segments, find new use cases, and constantly stay up to date about the evolving brokerage landscape in Europe.
• Qualify, calculate and evaluate business cases to help partners find the right monetization strategy with their investment offering
• Collaborate closely with Product, Brokerage and Operations to further improve our product and services to find even stronger product market fit.
• Embrace a strong writing culture & help us deepen our understanding by sharing your knowledge & partner insights proactively.
  

You will be successful in this role if:

• Growing investing opportunities excites you. Our mission resonates with you, because you have worked in the financial sector (i.e. Brokerage, Asset Management, Banking) and/or in the technology sector (i.e. tech consultancies, FinTechs or API-first companies).
• You always play the long game with partners. You are not only great at creating excitement & closing deals, but also excel at building strong, lasting partnerships & understanding our partners' ambitions.
• You are a strong communicator, able to excite in conversations across all levels and different types of stakeholders, up to C-level.
• You have extensive experience developing enterprise sales strategies. Not only do you build your own sales funnel, but you come up with winning account strategies yourself.
• You thrive in leading or building up sales teams, developing your team members and working highly cross-functional.
• You have a track record of leading E2E Sales processes on the German Market. From prospecting to closing - you know how to bring complicated deals over the finish line.
• You don’t stick to one playbook. If your approach doesn’t resonate, you are not too proud to readjust and improve. Instead, you get creative and explore new strategies to reach your targets.
• You have a bias for action over discussion. To avoid getting stuck in discussion, you collect new feedback, try out a different approach or gather data with a proof of concept because you trust the process.
• You thrive on ownership: “This is not my job!” is not part of your vocabulary - you are intrinsically motivated to deliver value by taking initiative and challenging the status quo.

How we take care of you:

🚀Competitive compensation package:

We will offer you a mix of cash and stock options based on your appetite for upside.

💎Make a real impact:

Shape the experience for our partners and lemoneers alike. Decide on tools & processes around our Go to Market while building, learning and growing together.

🕑Flexible working hours:

We value focus time. Encouraging everyone to minimise fixed meetings and leverage asynchronous communication.

💻Build your perfect setup:

MacBook, Mechanical Keyboard, Plugins, IDE. These are not expenses but investments, tell us what is needed to make you productive.

🏢 Onsite first, but remote flexible:

We all believe that in - person collaboration is an integral part of working together, but we offer flexibility for limited remote work. Once a quarter, the whole company meets for our offsite to honer this belief.

📈 Grow with us:

We take your personal development seriously, meaning that we make sure to constantly mentor and challenge you so that you can reach your next level and beyond.

👶🏽 Get the flexibility you need:

Whether you have a family or a passion that you want to follow on the side. We want to offer you a setting that fits your current stage in life.

As an equal opportunity employer, lemon.markets is committed to building an inclusive workplace. The company welcomes people from all different backgrounds, including age, citizenship, ethnic and racial origins, gender identities, individuals with disabilities, marital status, religions and ideologies, and sexual orientations to apply.

About the process:

1. Get to know us - Teresa, Chief of Staff | 40 minutes

2. Commercial Deep Dive - Markus, MD Front Office | 60 minutes

3. Go to Market & Positioning - Max, Founder | 60 minutes

4. Meet us @ lemon.markets HQ  | 

   1. Meet the Leadership team - ELT team members | 45 minutes

   2. Principle Session - A selection of lemoneers  | 45 minutes

   3. Case Study Discussion Max & Cedric, GTM Lead - | 60 minutes