Chief Revenue Officer - B2B Enterprise - RegTech/Digital Identity

You'll join as Chief Revenue Officer, reporting directly to the CEO, with equity alongside base and variable.

Why now. People already pay with their phones. Soon they'll identify themselves the same way: in one click, from an ID Wallet. Over 45 countries are running national ID Wallet strategies, and eIDAS 2.0 puts every regulated buyer in Europe on a deadline to accept them. We're in production across age assurance, and we hold government contracts we can put in front of a prospect as references. The pull in this market is real and what's missing is the commercial machine to meet it. That's the job.

You'll carry a personal quota and build the sales team, the process, and the partnership motion around you. Enterprise identity cycles run 6 to 18 months, so the only revenue that lands inside your first two quarters is warm revenue: partners, channel, and buyers in regulated markets you can call in week one. Everything after that we build together, the outbound engine, the partner co-sell motion, the playbooks.

This is a player-coach role. Roughly half your time closing deals, the other half building the machine that closes without you. It converts to a full leadership seat once that machine is running: the first AEs hired, carrying quota, and closing deals you're not in. If you want a leadership title with no number on your own name, this isn't it yet. If you want to sell and never touch hiring, playbooks, process, or managing people, this isn't that either.

Your own book. A personal quota against pre-defined accounts in Europe. You run these full-cycle: prospecting, qualification, proposal preparation, negotiation, close.

The coach function. You'll design and document the process, build the stages, the qualification criteria, the CRM discipline, and the forecasting cadence from the ground up, and then hire, ramp, and coach the reps who run it after you.

Partnerships. Compliance-heavy, regulated verticals move through partners and channels as much as they move through outbound. You'll stand up our initial partner and reseller strategy. Once partner-sourced pipeline justifies a dedicated hire, this splits into its own role. Until then, it's yours.

Managing 2-3 AE. You'll inherit an account executive with strong relationships in one of our verticals and coach new hires.

• Large B2B contracts. You have personally closed contracts of €300K+ in enterprise B2B, on cycles of nine months or longer as the person who owned the deal, dealing with multiple stakeholders, a technical evaluation, legal review, and procurement teams.

• Network. You have a live network of partners, integrators, or channel selling into regulated buyers (identity, fraud prevention tools, cybersecurity, compliance technology). Live means current, not a network from a role you left five years ago.

• Builder. You have built a sales process from zero at an early-stage technology company. You wrote the first qualification criteria, the playbooks, the process, and the tools.

• Managing AEs. You have managed Account Executives and carried a team number. You've hired, onboarded, and managed sales teams. You know what good looks like in someone else's pipeline review and how to help them meet their quotas.

• International experience. You have sold across international markets, with depth in major European countries. You know procurement differences in Germany, the UK, Italy, and Spain and you've navigated cross-border legal and data-protection review before.

• English at C2. Nearly every conversation with clients, partners, investors, and providers happens in English.

• Domain experience in identity, KYC, fraud prevention, trust and safety, or RegTech
• Active network of decision makers in the banking industry
• Familiarity with EU regulatory frameworks relevant to digital identity (GDPR, eIDAS 2.0)
• Spanish communication skills (B2+ level)

• You have personally closed €250K in cumulative bookings from your assigned accounts by month 6, and €1.25M cumulative by month 18.
• A documented sales process exists in our internal document management system and is implemented across Hubspot and other sales tools: stages, playbooks, forecasting, qualification, and CRM hygiene. A newly hired AE can follow it end to end without you explaining any part of it.
• Your AEs are at 100% of ramped quota attainment at the month 6, 12, and 18 check-ins.

We're building this role around the right person. Base, variable split, and equity are negotiable and will be benchmarked to your experience and market.

Indicative range: 140-180K OTE, and uncapped upside above quota. Equity on a standard four-year vest with a one-year cliff.

1. Join a genuinely great, international team that takes the work seriously and itself less so.
2. Work with high impact, cutting-edge technologies
3. High-growth environment with meaningful career development opportunities.
4. Flexible schedule and remote-work options

Gataca builds digital identity infrastructure that helps regulated companies onboard customers in one click while meeting the security and compliance standards their industries demand.

Companies that verify user identity have relied on the same online verification model for years. That model is breaking down quickly under generative AI, and the response from most vendors has been to stack on more friction: reCAPTCHAs, OTPs, requests for additional documentation. Every extra step in a sign-up flow costs conversions, which leaves companies with a bad trade: add friction and lose revenue, or accept more risk and absorb the regulatory and financial cost when it catches up with them.

ID Wallets are a new category, the third generation of how people authenticate online. ID Wallets are like Apple Pay or Google Pay, but for identity: alongside a credit card, an ID Wallet holds a national ID, a driver's license, a passport, an employee badge, a university diploma, and other verified credentials. Sharing one of these becomes as simple as paying with your phone: in one tap, without filling up lengthy registration forms and with full control over your private information.

Gartner forecasts that more than 500 million people will be using digital ID Wallets by the end of 2026, accelerated in Europe by a regulatory mandate that will require regulated companies and large online platforms to accept ID Wallets by the end of 2027. This isn't only a European story: over 20 US states now support mobile driver's licenses, and national digital ID programs are live or in active rollout across dozens of countries worldwide.

Gataca is the middleware infrastructure that helps companies interact with all these ID Wallets, worldwide, augmented with a trust intelligence layer.

We were founded out of MIT Sloan and operate as a Spanish company under a US parent entity, serving iGaming, Banking, Media, Governments, and Higher Education, among others.

Regulatory enforcement in this space is accelerating across the EU and North America, and the market has not yet consolidated around a clear leader. The technology is proven. The commercial function that turns it into market leadership is still being built, which is exactly why this role exists.

If you want to help build a category leader rather than execute a playbook someone else already wrote, this is that opportunity.