What top FinTechs get right, and how to spot red flags before you join
Sales blaming marketing. Marketing blaming sales. Targets missed. Morale low. Sound familiar?
In the fast-moving world of FinTech, misalignment between Sales and Marketing teams isn’t just frustrating, it can derail careers. When teams aren’t united by shared goals, tools and leadership, great talent often burns out or gets stuck in roles where success is impossible.
At Harrington Starr, we speak to Sales and Marketing professionals every day across London and New York who are looking for more than just a job. They want the chance to succeed, grow and be part of a high-performing go-to-market team. But that only happens when the company gets the structure right.
This blog is here to help you spot the signs of a healthy, aligned Sales and Marketing environment, and avoid the ones that aren’t.
The Real-World Cost of Misalignment
Even the best Salespeople or Marketers can struggle in environments where:
- Sales and Marketing don’t talk or collaborate
- Leads are low quality, or not followed up at all
- Campaigns feel disconnected from what’s actually happening on the ground
- Sales teams are overwhelmed and under-supported
- Marketing is reduced to 'making things look nice'
We’ve seen talented FinTech Sales and Marketing employees walk into roles that looked great on paper, only to find poor leadership, siloed departments, or a total lack of enablement.
Don’t let that happen to you.
What Aligned FinTechs Are Doing Right
The best FinTechs we work with understand that Sales and Marketing are two sides of the same coin. Here’s how they set their teams up for success:
1. Shared Financial Tech Goals and KPIs
You won’t hear “that’s not my job” in an aligned GTM team. Sales and Marketing are both measured on pipeline influence, revenue and customer success, not just vanity metrics.
2. Collaborative FinTech Campaigns
Great companies bring Sales into campaign planning and ask Marketing for feedback on the leads Sales are getting. Everyone has a seat at the table.
3. Regular Feedback Loops
Weekly GTM syncs, deal reviews, and win/loss analysis sessions are built into the rhythm. Sales can feed back on messaging. Marketing can adjust in real time.
4. Clear Leadership and Structure
In high-performing teams, Sales and Marketing leadership work in tandem, not opposition. You’ll often see a CRO and CMO aligned around a single commercial strategy.
A Day in the Life: Aligned vs. Misaligned GTM Roles
Let’s make this real. Here’s what your average day might look like depending on whether you land in an aligned FinTech, or one where Sales and Marketing are still working in silos.
In a misaligned team:
- You’re chasing leads you know are cold, but there’s pressure to "make it work."
- Marketing hands off campaigns without explaining the messaging or buyer persona.
- Your one-to-ones are focused on missed numbers, not why they’re missed.
- You’re repeating yourself to clients because the messaging doesn’t match the website or content.
- Cross-functional collaboration is minimal or non-existent.
In an aligned team:
- You start your day reviewing qualified leads generated from a campaign you helped shape.
- You and Marketing are tracking shared KPIs and working towards the same revenue targets.
- Regular feedback loops mean your voice influences strategy.
- You feel supported with enablement materials, competitive intel, and timely content.
- Sales and Marketing celebrate wins together.
It’s not about perfection, it’s about being set up to succeed.
What Great Onboarding Looks Like in Aligned FinTech Teams
The onboarding experience often reflects how well-aligned a business truly is.
Aligned companies will:
- Introduce you to the entire GTM function early (Sales, Marketing, CS, Product)
- Walk you through the current go-to-market strategy and who owns what
- Provide playbooks, enablement content, and persona insights
- Set expectations around collaboration and feedback
- Show you the systems (CRM, marketing automation, dashboards) and how to use them
If your onboarding feels like you’re on your own island, it’s likely a red flag.
How to Spot Alignment in Job Descriptions and Interviews
You can identify signs of a well-aligned team before you’ve even applied. Here’s what to look for:
In job descriptions:
- Clear links between the role and overall business goals
- Mentions of collaboration, enablement, GTM strategy, or joint campaigns
- Focus on outcomes and impact, not just a task list
Questions to Ask in Your Next FinTech Sales or Marketing Interview:
- “How do Sales and Marketing collaborate here?”
- “What does success look like in the first 3–6 months?”
- “What systems and tools do you use to track performance?”
- “Can I speak to someone from the other team?”
Red flags include vague answers, siloed leadership, or an overemphasis on individual metrics.
What Alignment Means for Your FinTech Career
In an aligned environment, you’ll:
- Be set up to hit targets with the right tools and support
- Grow your skill set by collaborating cross-functionally
- Understand your impact on the full customer journey
- Build better relationships with your colleagues and your customers
- Enjoy work more, and perform better as a result
And when companies get it right? You feel it every day, in deal velocity, in qualified leads, in recognition, and in results.
FinTech Permanent vs. Contract Roles: What to Consider
We support candidates across both permanent and contract Sales and Marketing opportunities. Each has its advantages:
FinTech Permanent jobs are best when:
- You’re looking to grow with the business long-term
- You want to build strategy and lead campaigns over time
- You value stability and structured progression
FinTech Contract jobs are great if:
You want to test different sectors (e.g., RegTech, payments, crypto)
- You’re a campaign specialist or fixer who thrives on pace
- You’re in between permanent roles but still want to stay sharp
We place candidates in aligned environments for both options and always advise you based on your goals, not just what's available.
Career Progression in Aligned Sales and Marketing Teams
When Sales and Marketing are truly aligned, career development becomes a natural part of the culture, not an afterthought.
In the most successful FinTech teams we work with in London and New York, alignment isn’t just about revenue; it’s about retaining top talent and helping them grow. Here’s what you can expect from aligned companies when it comes to career progression:
- Clear Pathways for Growth
You’ll know what’s next. Aligned organisations define what success looks like and outline the steps to get there, whether that’s moving into a leadership role, specialising in GTM strategy, or pivoting into product or revenue operations.
2. Cross-Functional Learning
In high-functioning GTM teams, Sales professionals learn from Marketing, and vice versa. This expands your commercial knowledge, strengthens your CV, and helps you stand out in future job searches.
3. Better Access to Leadership
Alignment means fewer silos. You’ll have more visibility across the business, more exposure to decision-makers, and more chances to influence strategy—something that accelerates career development.
4. More Meaningful Promotions
Promotions in aligned companies aren’t based solely on numbers. They also reward collaboration, innovation, and customer-centric thinking—ideal if you're someone who thrives on making a bigger impact.
5. Skill-Building That Matters
From enablement training and sales methodology to content strategy and buyer psychology, you’ll get practical tools that support long-term career growth in FinTech and beyond.
The takeaway? If you want a Sales or Marketing role where your hard work actually translates into progress, find a business that aligns its teams, not just its targets.
Top 5 Traits That Make Candidates Thrive in Aligned GTM Teams
Once you're in, success comes down to more than just talent. Here’s what the best-aligned Sales and Marketing professionals have in common:
Curiosity – They seek to understand other roles and customer journeys
Accountability – They own the outcome, not just their part of the process
Communication – They’re proactive in sharing ideas and feedback
Collaboration – They actively partner with peers in other functions
Adaptability – They evolve with market trends, tech, and team dynamics
Bringing these traits to the table increases your success and your value.
Frequently Asked Questions When Applying for a Sales or Marketing Job in Financial Technology
Q: How can I tell if Sales and Marketing are aligned at a company before I join?
A: Ask specific questions about collaboration, shared goals and campaign processes. Speak to both functions if possible. Look at their content, does it match how the role is described?
Q: Should I worry if the company doesn’t have a CMO or CRO yet?
A: Not necessarily, but you should ask who owns go-to-market strategy, how it’s structured and whether there's a plan to hire.
Q: I’ve worked in siloed environments before. Will that count against me?
A: Not at all. What matters is your awareness and your desire to work cross-functionally. Be ready to talk about how you’d like things to work in future.
Q: Is it easier to align in contract roles or permanent ones?
A: It depends. Contract roles can give you a quick view of team dynamics. Permanent roles offer more influence over time. Either way, alignment should be visible early.
Q: How do I stand out as a candidate who values alignment?
A: Show you understand the full customer journey. Highlight examples where you collaborated across functions. Talk metrics, especially those tied to revenue, not just activity.
How Harrington Starr Can Help You Search for a New FinTech Sales or Marketing Job
At Harrington Starr, we’ve helped hundreds of Sales and Marketing professionals find their place in fast-growth FinTech companies that get it. Our job is to connect you with employers who value alignment, collaboration and setting their teams up to win.
You shouldn’t have to fight internal dysfunction just to hit your numbers. Your next role should help you thrive, not just survive.
If you’re looking for your next challenge in FinTech Sales or Marketing, permanent or contract, get in touch with Harrington Starr. We would love to help.
