Chief Commercial Officer

About Us:

Founded in 2018, Bakkt builds solutions that enable our clients to grow with the crypto economy.

Through institutional-grade custody, trading, and onramp capabilities, our clients leverage technology that’s built for sustainable, long-term involvement in crypto.  With ways to activate crypto via SaaS or API, our clients can select the option that's best for their strategy.

Our crypto products span custody, trading, and onramps, flexing to what works best for our client’s needs. As we continue to expand our reach and offerings, we are seeking a highly skilled and strategic Chief Commercial Officer (CCO) to lead our revenue generation efforts.

Position Overview:

As the Chief Commercial Officer (CCO) at Bakkt you will play a pivotal role in shaping the future of our organization. You will be responsible for designing and executing strategies to drive revenue growth across our retail and institutional product lines. Your leadership will be critical in establishing and maintaining key client relationships, optimizing sales and marketing efforts, and ensuring the long-term success of our business.

Key Responsibilities:

1. Revenue Strategy Development:

• Formulate a comprehensive revenue generation strategy that aligns with the company's overarching goals and objectives.
• Conduct thorough market research to identify emerging trends, customer preferences, and competitive forces, using this data to refine and optimize the company’s revenue strategy globally.
• Collaborate with cross-functional teams to ensure the strategy is aligned with product development, marketing, and operational efforts.

2. Sales Leadership:

• Lead and inspire the sales and business development teams, setting clear goals, expectations, and performance metrics.
• Create accountability with set expectations and consistently assess, develop and coach team to meet goals.
• Implement sales methodologies and protocols that support the revenue strategy.
• Foster a culture of continuous improvement and performance management within the sales organization.
• Develop and implement sales training programs to enhance the skills and knowledge of the sales team.

3. Market Expansion:

• Continually assess market opportunities globally, including identifying new customer segments and geographical regions.
• Drive market expansion initiatives, which may include launching new products or services tailored to specific market needs.
• Work in tandem with internal partners including legal, and compliance to ensure best practices consistent with regulatory requirements, if any, and high levels of professionalism
• Establish partnerships and alliances with key industry players to expand market reach.

4. Client Relationships:

• Initiate and build strategic relationships with both retail and institutional clients.
• Collaborate closely with the client services team to ensure client satisfaction, address concerns, and gather feedback for product and service improvements.

5. Product Development:

• Work in tandem with the product development team to ensure that the company's offerings remain competitive and aligned with market demand.
• Provide insights and feedback from client interactions to guide product roadmap decisions.
• Evaluate the potential for product enhancements or new product launches based on market dynamics and customer feedback.

6. Revenue Optimization:

• Analyze data and market trends to identify opportunities for optimizing the company’s revenue streams and associated pricing.
• Collaborate closely with the finance team to develop and implement pricing strategies that balance competitiveness with profitability.
• Optimize customer acquisition costs through data-driven strategies and efficient marketing channels.

7. Demand Generation:

• Execute on a comprehensive strategy across the demand generation and pre-sales marketing teams to position the sales and revenue teams for success.
• Ensure that the company's brand message and positioning align with revenue goals.
• Monitor the performance of marketing campaigns and adjust strategies as needed to maximize customer acquisition and retention, while optimizing for acquisition costs.

8. Risk Management:

• Implement robust risk management strategies to mitigate potential revenue-related risks.
• Stay up-to-date with regulatory changes and compliance requirements in the cryptocurrency industry, ensuring the company's operations remain in compliance.
• Develop contingency plans for managing market volatility and unexpected disruptions.

9. Financial Planning:

• Work with the finance team to create revenue forecasts and budgets, ensuring alignment with strategic objectives.
• Monitor financial performance against revenue targets, identifying and addressing variances.
• Manage revenue-related expenses to maximize profitability.

10. Reporting and Analytics:

• Provide regular, data-driven reports and updates to the executive team and board of directors.
• Utilize analytics tools to assess the effectiveness of revenue strategies and make informed decisions.
• Communicate key insights and recommendations based on data analysis to drive strategic initiatives.

These responsibilities emphasize the critical role of the CCO in shaping the company's revenue growth, fostering client relationships, and ensuring the company's financial health in the dynamic and competitive cryptocurrency industry. CCO may perform other duties as assigned.

Qualifications:

• Bachelor's degree in business, finance, or a related field; MBA or advanced degree preferred.
• Proven track record of at least 10-15 years in revenue-focused leadership roles driving and implementing revenue growth; prior experience at the executive leadership level preferred.
• Demonstrated ability to think about a broad range of revenue streams.
• Experience successfully developing and executing business strategies across diversified industries required, including experience within the cryptocurrency, fintech, or financial services industry.
• Deep understanding of cryptocurrency markets and products, including retail and institutional offerings.
• Strong leadership skills, with proven experience building and motivating high-performing teams to deliver established goals while being adaptable to changes in the environment.
• Excellent relationship building, communication, negotiation, and interpersonal skills.
• Strategic and highly analytical thinker with the ability to take large amounts of information to develop and execute innovative growth strategies.
• Data-driven decision-maker with strong analytical skills.
• Prior experience working with a board of directors and other executives to establish short-term objectives and long-rang goals.
• Ability to thrive in a fast-paced, dynamic, and evolving industry.
• Exceptional problem-solving and decision-making abilities.
• Strong ethical and compliance orientation in cryptocurrency operations.

In accordance with New York City’s Pay Transparency Law, the expected base salary range for this role is $300,000 to $400,000. Base salary does not include other forms of discretionary compensation or benefits.

­Bakkt is devoted to having diversity in its workforce and is proud to be an equal opportunity employer. Bakkt does not make any employment decisions based on race, color, religion, sex, national origin, veteran status, disability, age, sexual orientation, gender identity of any other characteristic protected by law. Must successfully pass a post-offer background check and drug screen.