VP of Sales

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.

You will carry a personal quota against a defined set of accounts, and build the sales team, process, and partnership motion around you, for a minimum of twelve months.

This is a player-coach role, not a management role. Roughly half your time should be dedicated to closing deals, the other half building the machine that closes without you. If you want a pure leadership seat with no number on your own name, this isn't it yet, though we expect to evolve this role to a full leadership position. If you want to sell deals but never touch hiring, building playbooks, defining processes, or a managing teams, this isn't that either.

You'll report directly to the CEO.

Your own book. A personal quota against pre-defined accounts in iGaming or Banking in Europe (we'll assign the vertical based on which one your existing network actually opens doors in). 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, for now. Compliance-heavy, regulated verticals move through relationships and referrals 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 2 new hires.

• You have built a sales process from zero at an early-stage tech or SaaS company. Not scaled one that already existed, you built it.

• You have also scaled and managed a sales team at a later stage. You have managed Account Executives in a B2B company before.

• You have personally closed six-figure-plus contracts in a complex B2B context. Multi-stakeholder decision makers, procurement, legal review, etc.

• You have an active, current network of decision-makers in iGaming or Banking in Europe. Not a network from a role you left three years ago or an adjacent industry you're hoping will transfer. These need to be live relationships you can pick up the phone and use in month one.

• You have managed a partner relationship before. You don't need to be a partnerships specialist, but you need direct experience negotiating or managing a reseller or channel agreement.

• You can communicate in English with full proficiency (C2). Most of the staff are native Spanish speakers, but the majority of external interactions, clients, investors, partners, providers, happen in English. It should be as natural to you as your mother tongue.

• Domain experience in identity, KYC, fraud prevention, trust and safety, or RegTech
• Familiarity with EU regulatory frameworks relevant to digital identity (GDPR, eIDAS 2.0)
• Experience selling across international markets
• Spanish

• 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.
• At least 15 qualified opportunities sourced through partnerships by end of 2027.

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: 60-75K fixed plus 3:2+ variable, 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. Competitive salary + performance-based commission structure.
4. High-growth environment with meaningful career development opportunities.
5. Flexible schedule