Summary

The Team

Payward Services is Kraken's B2B infrastructure division. We sell crypto trading, fiat rails, yield, tokenized equities, and compliance to fintechs, neobanks, and institutions — so they can offer crypto without building it themselves. Bunq is already live on our stack with multiple other companies in implementation phase. We're scaling the team to match.

You'll be joining the Solutions Engineering function as a core contributor on our pre-sales team. Your focus is squarely pre-sales — partnering with sales and our Partner Solutions Lead to run discovery, design winning solutions, and build PoCs that close deals. You'll operate within the frameworks and playbooks our Solutions Architect has established, and bring the technical depth to execute them deal by deal.

You'll partner directly with our Solutions Architect, sales team, and Implementation Manager. This is a high-impact execution role — you'll be running deals end-to-end and delivering the technical win alongside sales.

The Opportunity

1. Run technical discovery with prospective customers alongside sales and our Partner Solutions Lead — map their architecture, constraints, and compliance needs to our product suite (Embed, Ramp, Earn, xStocks, CF Benchmarks)
2. Surface recurring customer asks and product gaps from your deals and feed them to the Solutions Architect to inform the roadmap
3. Design tailored solutions spanning our existing offerings, customizations to those offerings, bespoke integrations built on top of our platform, or hands-on work directly in the customer's codebase
4. Scope and build proof-of-concepts that demonstrate technical feasibility and win the deal
5. Own a clean, structured handoff to our Implementation team — delivering PoCs, solution design docs, and knowledge transfer sessions that ensure what was promised gets built
6. Execute the pre-sales playbook — discovery frameworks, solution templates, PoC standards, and handoff runbooks — and contribute improvements back to the team as you learn what works

Skills You Should HODL

1. 4+ years in a technical pre-sales role (solutions engineering or solutions architecture) at a B2B API or infrastructure company
2. Proven track record executing the technical pre-sales motion — discovery, solution design, PoC delivery, and deal-winning
3. Fluency with REST/WebSocket APIs, auth patterns (OAuth, JWT), webhook architecture, and integration debugging
4. Experience designing and building complex integrations for technical buyers at fintechs, banks, or neobanks — including customizations and bespoke work
5. Strong knowledge transfer skills — you know how to package a solution design so an implementation team can execute it faithfully
6. Clear, structured communicator who can run a discovery call, a design review, and a handoff debrief back to back
7. Experience writing RFPs and documenting solution approaches that clearly communicate how our product and our customizations will solve a customer's problem

Nice to Have

1. Crypto domain knowledge — trading, custody, KYC, staking, fiat ramp mechanics
2. Experience with embedded finance or crypto-as-a-service products
3. Experience with Coast and building out proof of concept sales demos inside Coast
4. Hands-on with AI development tools (Claude Code, Cursor) for rapid prototyping

Skills

• Communications Skills
• Cryptocurrency
• Development
• Software Architecture
• Software Engineering
• Team Collaboration