Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will build and maintain a qualified pipeline across crypto-native accounts, develop relationships at industry conferences, and run multi-threaded discovery with compliance, risk, legal, and technical buyers. You will position integrated compliance solutions, structure and negotiate multi-module platform deals, apply relevant regulatory drivers, and provide market intelligence from the crypto segment.
Requirements
- 5+ years of B2B SaaS sales experience
- 2 to 3 years selling into crypto-native companies
- A network among compliance risk and product leaders in crypto companies
- Working fluency in AML/TM KYC/KYB and sanctions
- Experience managing multi-threaded multi-month sales cycles
- Experience structuring and closing multi-module multi-year platform deals
- Willingness to travel to industry conferences and client sites
- Ability to work with general management and solutions engineering stakeholders
- Excellent communication negotiation and writing skills
- Experience working across a matrixed globally distributed organization
Responsibilities
- Build and maintain a qualified pipeline across crypto-native account segments
- Develop conference relationships that convert to pipeline
- Run multi-threaded discovery sessions with compliance risk legal and technical buyers
- Position integrated AML/TM KYC/KYB sanctions and device intelligence solutions
- Structure and negotiate complex multi-module platform deals
- Coordinate technical scoping commercial structure pricing and contract terms
- Use relevant regulatory requirements to create deal urgency
- Provide competitor product gap and deal objection intelligence
- Collaborate cross-functionally to close deals and provide market feedback
Benefits
- Equity
- Early exercise for all options including pre-vested options
- Remote-first work from anywhere
- Flexible paid time off
- Year-end break
- Health insurance dental and vision coverage for employees and dependents in the US and Canada
- 4% 401k or RRSP matching in the US and Canada
- MacBook Pro
- One-time home office setup stipend
- Monthly meal stipend
- Monthly social meet-up stipend
- Annual health and wellness stipend
- Annual learning stipend