Senior Solutions Consultant

Meyandy LLC; Frankfurt; Hybrid; EUR 90.000 - 120.000; Vollzeit

Zusammenfassung

Elliptic in Frankfurt is seeking a Senior Solutions Consultant (EMEA) to drive pre-sales success at the intersection of business and technical credibility. You will demonstrate AML and sanctions-compliance capabilities to crypto exchanges and financial institutions, and partner with Sales and Customer Success teams to shape value propositions and tailored demos.

You will own enterprise trials, lead discovery conversations, and translate complex technical concepts into clear commercial benefits

Qualifikationen

• 5+ years in SaaS solution consulting, sales engineering, or pre-sales in crypto/regtech environments.
• Solid understanding of crypto industry compliance (AML, sanctions, VASPs, MiCA).
• Proven experience running product demos, PoCs, and trials in enterprise sales cycles.
• Fluency in French/Spanish/Italian.
• Strong discovery and consultative skills with ability to build trust and uncover needs.
• Experience with APIs, mapping integration workflows and delivering complex tech products.

Aufgaben

• Lead tailored product demos and sessions for compliance and risk stakeholders.
• Own enterprise trials and PoC engagements, ensuring technical success and value delivery.
• Support new business and upsell opportunities with pre-sales expertise.
• Map complex customer workflows to demonstrate understanding and influence product positioning.
• Lead discovery conversations to surface pain points in compliance and operations.
• Translate technical concepts into commercial benefits for both technical and non-technical audiences.
• Create and maintain best practices for product demos with commercial teams.
• Maintain knowledge of API documentation to resolve customer queries and guide conversations.
• Design and execute implementation plans for enterprise customers based on objectives.
• Solve integration challenges to ensure platform stickiness within customer architecture.
• Respond to RFPs/RFIs and due diligence requests, positioning Elliptic against competitors.
• Act as a technical point of contact for partners, enabling integrations and co-selling.
• Collaborate with Product and Intelligence teams to reflect evolving client needs in examples.
• Interface with Research to translate analytics into sales-friendly talk tracks.

Kenntnisse

SaaS solutions

Pre-Sales

Enterprise sales

Product demos

PoC engagement

API integration

Compliance knowledge

Crypto/Blockchain

Tools

APIs

Jobbeschreibung

Senior Solutions Consultant - Elliptic, Frankfurt.

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. 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.

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.

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.