Senior Solutions Consultant

Darum lohnt es sich

You'll work directly with prospective and existing customers- primarily compliance teams at crypto exchanges, financial institutions, and fintechs to understand their goals, identify pain points, and demonstrate how Elliptic's products solve real-world challenges around AML, sanctions compliance, and risk mitigation.

You will partner closely with our Sales and Customer Success teams.

Key Responsibilities: • Lead tailored product demos and best practice sessions based on the needs of our Ideal Customer Profiles (ICPs), showcasing Elliptic's capabilities to compliance, risk, and executive stakeholders. • Own enterprise trials and proof-of-concept (PoC) engagements, ensuring technical success, adoption, and measurable value delivery. • Support both new business and upsell opportunities, providing pre-sales expertise throughout the enterprise customer journey. • Map out complex customer workflows- particularly for high-value or strategically important clients to demonstrate deep understanding and to influence product positioning. • Lead discovery conversations to surface compliance, operational, and regulatory pain points. • Translate technical concepts into commercial benefits, ensuring clear communication with both technical and non-technical audiences. • Create and maintain best practices for product demos with the wider commercial teams. • Maintain a thorough understanding of our API documentation and capabilities to resolve customer queries and to manage prospect conversations. • Design and execute implementation plans for Enterprise customers based on their individual and specific compliance and technical objectives • Creatively identify and solve integration challenges to ensure the "stickiness" of the Elliptic platform within the customer's overall risk and compliance system architecture. • Respond to RFPs, RFIs, and due diligence requests, positioning Elliptic effectively against competitors. • Act as a technical point of contact for strategic partners, enabling integrations, joint solution development, and co-selling initiatives. • Collaborate with Product and Intelligence teams to help curate and refine Elliptic's blockchain intelligence examples and use cases, ensuring they reflect the evolving needs of our clients. • Interface with the Research team to translate analytical data and findings into sales-friendly talk tracks for marketing and sales. • Work with our Global Policy Group to identify relevant local regulatory requirements for our target prospects.

Bonus Points • Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence (Big bonus). • Fluency in another language. • A track record of automating internal processes using AI, scripting, or innovative tools to improve efficiency and consistency. • Familiarity with modern tools and platforms such as CRM, AI-enhanced productivity apps, Zapier, Notion, or data visualization tools. • Experience with coding or scripting (e.g., Python, SQL, JavaScript) for tasks such as data manipulation, API testing, or light prototyping.

The Role: As a Solution Consultant (EMEA), you will play a critical pre-sales role at the intersection of commercial success and technical credibility.

You will help execute on the account strategy of our Enterprise customers/prospects by shaping compelling value propositions and delivering tailored product demos that showcase our unique capabilities. This is a client-facing, high-impact role where your ability to communicate complex ideas clearly and commercially will be key to success.

You must have: • 5+ years of experience in a SaaS Solution Consulting, Sales Engineering, or Pre-Sales role- in Crypto/Blockchain, FinTech or RegTech environments. • A solid understanding of the crypto industry and its compliance landscape (e.g.

AML, sanctions, VASPs, MiCA). • Proven experience running successful product demos, PoCs, and trials in complex enterprise sales cycles. • Fluency in French/Spanish/Italian. • Strong discovery and consultative skills, with the ability to build trust and uncover customer needs. • Experience working with APIs, mapping out integration workflows and delivering/implementing complex technology products to enterprise clients. • Excellent verbal and written communication skills, with a talent for simplifying complex information. • Excellent presentation and communication skills - demonstrated ability (e.g. speaking engagements). • Proven focus on continuous improvement- from optimizing demo environments and workflows to refining customer playbooks and reusable content.