Account Executive - Crypto at Sardine

Matcha; Canada; Hybrid; CAD 319,000 - 444,000; Full time

Benefits offered by this job

Generous cash and equity

Remote-first culture

Conference travel

Home-office stipend

Job summary

Sardine is seeking an experienced Account Executive to drive a dedicated go-to-market motion for the crypto vertical. You will own new business across crypto-native segments, building relationships at conferences and closing multi-module platform deals.

You will work in a remote-first environment with travel to industry events, collaborating with the Sales team and GM to structure commercial terms and accelerate growth.

Qualifications

• 5+ years of B2B SaaS sales experience with at least 2–3 years selling into crypto-native companies.
• Networks with compliance, risk, or product leadership in crypto exchanges, custodians, wallets, or stablecoin platforms.
• Proven ability to run multi-threaded, multi-month sales cycles with multiple stakeholders.

Responsibilities

• Build and maintain a qualified pipeline across crypto-native account segments. Conference presence is the primary channel.
• Run multi-threaded discovery sessions with compliance, risk, legal, and technical buyers.
• Position Sardine as a full-stack compliance and onboarding orchestration platform.
• Structure and negotiate complex, multi-module platform deals with Solutions Engineering and GM.
• Use regulatory forces (MiCA, GENIUS Act) as deal urgency where applicable.
• Provide market feedback to product and leadership from the crypto segment.
• Collaborate cross-functionally to close deals and share market insights.

Skills

B2B SaaS sales

Crypto exposure

Compliance network

Multi-stakeholder selling

Negotiation skills

Travel willingness

Communication skills

Job description

Who we are:

Sardine is the leading agentic risk platform for fighting financial crime. Our integrated solution unifies data across risk teams to help organizations stop fraud in real time, prevent AI-driven attacks, and automate fraud and AML operations. Sardine’s platform is strengthened by one of the fastest-growing fraud consortiums in the market, spanning more than 6 billion profiled devices, 800 million consumers, and 3 million businesses worldwide. Leading companies including FIS, GoDaddy, Intuit, Edward Jones, ZoomInfo, and Checkout.com rely on Sardine to secure and grow trust in their products.

Our culture:

• We have hubs in the Bay Area, NYC, Austin, Toronto, and São Paulo. However, we maintain a remote-first work culture. #WorkFromAnywhere

• We hire talented, self-motivated individuals with extreme ownership and high growth orientation.

• We value performance and not hours worked. We believe you shouldn't have to miss your family dinner, your kid's school play, friends get-together, or doctor's appointments for the sake of adhering to an arbitrary work schedule.

Location:

• Remote - US or Canada

• From Home / Beach / Mountain / Cafe / Anywhere!

• We are a remote-first company with a globally distributed team. You can find your productive zone and work from there.

About the Role:

Sardine is building a dedicated go-to-market motion for the crypto vertical. This AE role is the first US seat in that motion, reporting solid-line into our Sales team and dotted-line into the GM, Crypto & Payments.
Your account set is crypto-native: exchanges, wallets, custodians, on/off-ramps, stablecoin issuers, and L1/L2 ecosystems. You will own new business across this segment and carry the primary field presence at conferences where these buyers actually make vendor decisions.

This is a platform displacement role. The dominant competitors in this segment are entrenched point solutions. The deals you close will consolidate fragmented vendor stacks onto Sardine's integrated risk and compliance platform spanning fraud, KYC/KYB, AML/transaction monitoring, sanctions screening, device intelligence, and case management. Regulatory deadlines (MiCA, the GENIUS Act, and similar) are active deal catalysts you will be expected to use. The GM owns vertical strategy, deal structure, and executive relationships. You own pipeline generation, qualification, and close.

What you'll be doing:

• Build and maintain a qualified pipeline across crypto-native account segments. Conference presence is the primary channel. You will be on the floor at Consensus, Token2049, Permissionless, and comparable events, developing relationships that convert to pipeline.

• Run multi-threaded discovery sessions with compliance, risk, legal, and technical buyers simultaneously. Crypto deals rarely close through a single stakeholder.

• Position Sardine as a full-stack compliance and onboarding orchestration platform. You need to credibly speak to AML/TM, KYC/KYB, sanctions, and device intelligence as integrated surfaces, not add-ons.

• Structure and negotiate complex, multi-module platform deals. Work with Solutions Engineering on technical scoping, and with the GM on commercial structure, pricing, and contract terms.

• Use regulatory forcing functions including MiCA, the GENIUS Act, and BCB Resolution 520 as deal urgency where they apply. You need to understand why they matter, not just reference them.

• Feed vertical market intelligence back to the GM and product teams: competitor moves, product gap patterns, deal structure objections.

• Collaborate cross-functionally within Sardine to close deals and provide market feedback from the crypto segment.

What you’ll need:

• 5+ years of B2B SaaS sales experience with at least 2 to 3 years selling into crypto-native companies. Time in fintech without crypto-specific buyer exposure does not substitute.

• A network at the compliance, risk, and product leadership level inside crypto exchanges, custodians, wallets, or stablecoin platforms. This network is a first-round filter, not a nice-to-have.

• Working fluency in AML/TM, KYC/KYB, and sanctions as they apply to crypto. You need to hold a credible conversation with a Chief Compliance Officer or VP of Risk without SE support for the basics.

• Demonstrated ability to run multi-threaded, multi-month sales cycles with multiple internal stakeholders on both sides of the deal.

• Experience structuring and closing platform deals: multi-module, multi-year. Not transactional SaaS subscriptions.

• Willingness to travel to crypto industry conferences and client sites. Travel demand for this role is higher than a standard enterprise AE position.

• Ability to work with a GM who owns deal strategy and an SE team who supports technical scoping. Clear ownership boundary: you own pipeline and close.

• Excellent communication, negotiation, and writing skills.

• Proven ability to work across a matrixed, globally distributed organization.

Compensation: $230k - $320k USD OTE + Equity / CA$260k - $360k OTE + Equity with tremendous upside potential + Attractive benefits

Benefits we offer:

• Generous compensation in cash and equity

• Early exercise for all options, including pre-vested

• Work from anywhere: Remote-first Culture

• Flexible paid time off and Year-end break

• Health insurance, dental, and vision coverage for employees and dependents - US and Canada specific

• 4% matching in 401k / RRSP - US and Canada specific

• MacBook Pro delivered to your door

• One-time stipend to set up a home office — desk, chair, screen, etc.

• Monthly meal stipend

• Monthly social meet-up stipend

• Annual health and wellness stipend

• Annual Learning stipend

Join a fast-growing company with world-class professionals from around the world. If you are seeking a meaningful career, you found the right place, and we would love to hear from you.

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