Lead with this: their numbers moved
The deck you were sent is dated 2025. The live posting carries newer figures, and the delta is the most interesting fact available to you.
| Deck doc | Posting jd | Move | |
|---|---|---|---|
| Institutions | 250+ | 275+ | +10% |
| Monthly volume | $15B | $20B+ | +33% |
| Total protected | $90B+ | $200B+ | +122% |
| Funding | $51.5M | $50M | same round |
Say this out loud: “Between your 2025 overview and the current posting, protected volume went from $90B to $200B+ and monthly from $15B to $20B+, while customers went from 250 to 275. So more than double the cumulative volume on roughly 10% more accounts — growth is coming from expansion inside existing institutions as much as new logos. That's why I'd run the USA patch as land-and-expand, not a logo race.”
The ratios are arithmetic on their own disclosures; the interpretation is mine. est
What they sell, in one breath
An all-in-one digital-asset operations platform for institutions: enterprise MPC wallets, a policy engine over users and transactions, multi-chain coverage, gas management, and a developer API to build on. doc
The pitch is operations, not merely custody. Custody keeps coins safe; operations is the daily work — a wallet per client or per payment flow, approvals under policy, gas funding, reconciliation, and wiring into AML, banking, exchanges and DeFi. That distinction is the sale, and it is the wedge against Fireblocks and BitGo.
- Insurance coverage included doc
- Pay only for what you use doc
- Onboarding under 5 minutes doc
- >90% of staff in product, engineering, R&D doc
- Founders: Bentzi Rabi (CEO), Sam Eiderman (CTO), Gilad Asharov (Cryptographer) doc
- Angels include Balaji Srinivasan, Charlie Songhurst doc
Their customer proof — use their words
“With our previous provider we were constantly hitting limits — wallet restrictions, unpredictable fees, and operational friction. Utila removed all of that. We can now create dedicated wallets per client or payment flow…” Leandro Meneses, CEO, Mandioca doc
That quote is the displacement thesis, written by a customer: wallet limits, unpredictable fees, operational friction. Those are the three wounds you probe for in every discovery call. Memorise the triplet.
“A critical partner in helping us navigate the complexities of crypto custody… speed, flexibility, and security.” Michael Vasiloudis, CTO, Karatage doc
Both are selected proof from their own deck — but quoting a customer back to the company beats quoting the company.
Live market anchors live
Fetched today from CoinGecko and DefiLlama. They move daily — say “as of this weekend”.
The posting, decoded
Enterprise Sales Director, USA · Remote · Senior · Full-time · uncapped commission. jd
Read between the lines: “define go-to-market strategy”, “identifying priority markets, ICPs, and verticals” and “influence roadmap” at 275 customers means this is the first or near-first dedicated US enterprise seller. You are hired to build the motion, not inherit it. They will ask what you'd do in week one. Have it ready before they ask — see the 90-day plan below.
Requirement → your evidence
Their wording verbatim on the left; your proof from your résumé on the right; verdict is my assessment.
Your two real gaps — and the honest bridge
Your unfair advantage
They list “strong existing network within banks, fintechs, or PSPs” as a bonus. jd You have already sold payments infrastructure to the institutions that buy wallet infrastructure.
Logos from your résumé; the relevance column is my read. est
Proof stories (STAR)
First 90 days — bring this unprompted
Bottom-up TAM — and why bottom-up
A top-down “crypto is a $2.8T asset class” answer sizes the assets, not the spend on wallet infrastructure. Build from accounts × contract value. Every input is editable — move them and argue your own case.
Counts marked live are real figures pulled today. Everything marked est is an assumption, labelled deliberately: in the room, say “my assumption is X — correct me”.
| Segment | Accounts | Addressable | Annual contract value | Segment TAM |
|---|---|---|---|---|
| Global TAM | — | |||
| US SAM (your patch) | — | |||
| 3-yr US SOM (signable) | — | |||
Second lens: volume take-rate
Their pricing is usage-based, so a per-account TAM understates it. Cross-check on volume: they run $20B+/month = $240B+/year. jd
Make a point, not a prediction: “at 5bps on $1.5T the pool is ~$750M/yr. You're already running $240B of volume, so the constraint on this patch isn't product maturity — it's distribution and procurement cycles.”
How to present it in the room
- Name the unit. “I size per institution, not per dollar of crypto.”
- Give the denominator. 1,503 centralised exchanges tracked by CoinGecko; 676 DeFi protocols above $10M TVL. live
- State your ACV band and ask them to correct it — that question alone signals you've sold enterprise infrastructure before.
- Land on the US number. It's the only one that becomes your quota.
- Close on the constraint: displacing incumbent custody, security and compliance review cycles, insurance and audit requirements — not awareness.
Competitor landscape
Battlecards
The three you will actually meet in US enterprise deals: Fireblocks, BitGo, and “we'll build it ourselves”. The rest are situational.
Likely questions
Answer out loud before you reveal. Reading is not rehearsing.
Questions to ask them
Grouped by what each buys you. Two from “commercial reality” beats ten polite ones.
Number drill
Say it out loud, then reveal. Repeat until automatic.