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'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, helping execute on the account strategy of our Enterprise customers/prospects by shaping compelling value propositions and delivering tailored product demos.
Key Responsibilities
- Lead tailored product demos and best practice sessions based on the needs of our Ideal Customer Profiles (ICPs).
- 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.
- Lead discovery conversations to surface compliance, operational, and regulatory pain points.
- Translate technical concepts into commercial benefits.
- Create and maintain best practices for product demos with the wider commercial teams.
- Maintain a thorough understanding of our API documentation and capabilities.
- Design and execute implementation plans for Enterprise customers.
- Creatively identify and solve integration challenges.
- Respond to RFPs, RFIs, and due diligence requests, positioning Elliptic effectively against competitors.
- Act as a technical point of contact for strategic partners.
- Collaborate with Product and Intelligence teams to help curate and refine Elliptic's blockchain intelligence examples and use cases.
- Interface with the Research team to translate analytical data and findings into sales-friendly talk tracks.
- Work with our Global Policy Group to identify relevant local regulatory requirements for our target prospects.
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.
- Experience working with APIs, mapping out integration workflows and delivering/implementing complex technology products to enterprise clients.
- Excellent verbal and written communication skills.
- Excellent presentation and communication skills.
- Proven focus on continuous improvement.
Bonus Points
- Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence.
- Fluency in another language.
- A track record of automating internal processes using AI, scripting, or innovative tools.
- 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).