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Head of Sales Europe

Location: Madrid, four days per week in the office, with greater availability to travel. Hiring manager: Juan Montero. Employment: Full time.

About Fence

Fence is building the infrastructure for instant financing of new assets. Asset-backed finance still depends on bespoke credit agreements, SPVs, servicers, agents, asset tapes, reporting calendars, and manual controls. Fence turns those workflows into live systems that can verify, control, finance, and distribute assets faster.

Our software helps originators and capital providers move from one-off facility execution to repeatable financing infrastructure. We are building for the point where new assets can become financeable without months of bespoke operational setup.

Why this role exists now

Juan still leads discovery and commercial execution personally. We are hiring someone who can understand a transaction, identify what the originator and investor need, and turn that understanding into a viable agreement and an onboarding process launched by Operations.

You will build your own European pipeline initially and personally drive opportunities. As the business needs it, you will hire and lead BD and junior colleagues. There is room to grow into regional leadership and, depending on results and company needs, broader commercial leadership.

The work to be done

• Run discovery with originators and capital providers. Understand the transaction, investor concerns, data sources and dependencies, and where Fence can deliver value.

• Own proposals, pricing, negotiation and signature through an accepted handoff and onboarding launched by Operations. Continue resolving customer issues involving expectations, scope or commercial terms.

• Validate scope and timing with Product and Operations before making commitments. Quote and negotiate within agreed bands and escalate exceptions.

• Originate larger opportunities and develop direct relationships with 2–3 major capital providers. As BD joins, coordinate deal support while BD maintains the broader relationship.

• Turn stakeholder maps, deal diagnoses, proposals and handoffs into a commercial process another person can repeat.

Your work helps originators and capital providers move from bespoke conversations to transactions Fence can operate reliably, bringing instant financing of new assets closer.

First 30 / 90 / 180 days

In your first 30 days, learn Fence's product through founder calls, map transaction participants and information sources, identify initial European opportunities and begin discovery.

By 90 days, lead discovery and commercial execution for your own pipeline, prepare proposals with clear next steps and validate operational dependencies before handoff.

By 180 days, build a repeatable process from opportunity through viable proposal and accepted onboarding handoff. Use the actual bottlenecks to decide when BD or junior support will add capacity.

What must be true

• You can reason through complex financial transactions and explain the tradeoffs clearly.

• You ask useful discovery questions, learn quickly and apply new information to your diagnosis.

• You can personally drive a commercial opportunity, keep it organized and find ways through obstacles.

Direct ABF experience and people management are especially valuable, but neither is an absolute requirement. Candidates from banking, private credit or financial services can succeed without having sold software. We do not require a particular prior title, an existing book of business or an identical career path. You can learn Fence's product and any missing ABF knowledge here.

What makes this role hard

You will build pipeline while learning how Fence fits transactions that often have incomplete information and multiple decision makers. Speed matters, but commitments on scope, data and timing must hold up through onboarding. You will work directly with a demanding founder who expects initiative, ambition, curiosity, order and practical problem-solving.

This role may be a poor fit if you need an established team and pipeline before taking responsibility, prefer introductions to driving discovery and execution, or expect signature to end your responsibility for commercial promises.

How we work

We are a small team building in a complex market. We value direct ownership, clear writing, fast learning, and high precision. We move quickly, but not casually: the work touches financial workflows where correctness matters.

During your first month, you will observe Juan's calls and have an hour each day with him to work through questions and transactions. After that, you will lead calls and deals, with a weekly review and support on exceptions.

Compensation

Madrid: €140,000–180,000 OTE plus equity. Target base: €84,000–108,000; target variable: €56,000–72,000.

The target mix is 60% base and 40% variable, with uncapped variable compensation and accelerators above quota. A qualifying close means a signed contract and onboarding launched by Operations. Individual offers and the detailed commission, equity and ramp arrangements will be discussed during the process.

Interview process

1. Margot: introductory conversation, experience and practical fit (30 minutes).

2. Chivi: financial judgment, discovery and learning (45 minutes).

3. Live case study: an anonymized recent transaction, discovery, additional information and a revised diagnosis and proposal (75 minutes). No prior Fence knowledge is required.

4. Juan: commercial execution, ownership and final discussion (45 minutes).

5. References with your consent, followed by an offer decision.