Account Executive

Dotfile; Greater London; Hybrid; GBP 65,000 - 95,000; Full time

Job summary

Dotfile is seeking an Account Executive to join our Sales Team. You will lead engagements across the EMEA region and beyond, focusing on financial services with AML/KYC and risk management expertise.

The role involves shaping GTM strategy, nurturing opportunities, and closing deals with high-profile clients from Paris or London. You will collaborate with Solutions Engineering, BDRs, and Marketing to drive outbound and inbound pipelines, while continuously improving our sales playbook and

Qualifications

• 2+ years in a similar role within Fintech, Regtech, or fast-growing tech selling to financial institutions/crypto.
• Experience operating according to a proven sales playbook (e.g., Meddpicc, Command of the Message).
• Track record in mid-market and enterprise SaaS sales with quota attainment.
• Sales across multiple markets in EMEA and beyond, with native-level English.
• Strong technical and business acumen for communicating with C-level stakeholders.

Responsibilities

• Identify and close deals with new high-profile clients to meet growth targets.
• Deliver outbound pipeline generation strategies into your territory.
• Collaborate with Solutions Engineering to tailor demos addressing business pain points.
• Work with BDRs and Marketing on outbound and inbound lead generation.
• Contribute to continuous optimization of the Sales playbook, enablement, reporting and tooling.
• Coordinate with Customer Operations to ensure smooth onboarding and ongoing client satisfaction.

Skills

Mid-market SaaS sales

Enterprise sales

Fintech/Regtech experience

English proficiency

Sales playbook experience

Collaborative teamwork

Job description

About Dotfile

Dotfile is building the AI-native Compliance Operating System for financial institutions. Our mission is to make compliance simple, safe and smart, helping financial institutions onboard customers, manage risk and operate globally.

Compliance remains one of the most manual functions in financial services. While most institutions still rely on fragmented tools and human-driven workflows, we believe AI is enabling a fundamental shift toward autonomous compliance. Our ambition is to build Level 5 Compliance: software that can gather evidence, investigate complex situations, assess risk and execute defensible decisions under defined policies.

Dotfile has grown into one of Europe’s fastest-growing compliance technology companies. Today, 100+ financial institutions across 15 countries rely on Dotfile for critical compliance operations, with a rapidly growing presence in the US.

We recently raised our Series A from leading US and European investors and software operators. We’re now entering our next chapter: investing heavily in product and AI, expanding internationally, and building the team that can make Dotfile the global standard for compliance infrastructure.

Role Overview

We are looking for a dynamic and experienced Account Executive (AE) to join our Sales Team. The ideal candidate has experience selling to the financial services industry, a strong understanding of AML, KYC/B, or Risk Management, and a track record of working with a proven sales playbook.

As one of the early sales hires, you will play a key role in shaping our go-to-market (GTM) strategy while actively engaging, nurturing, and closing opportunities across the EMEA region and beyond.

The position is based in Paris or London.

Key Responsibilities

• Help the company meet its growth targets by identifying, engaging, nurturing and successfully closing deals with new high-profile clients

• Deliver compelling outbound Pipeline Generation strategies into your territory

• Work with Solutions Engineering to tailor demos and demonstrate how we solve customers business pains

• Collaborate with BDRs and Marketing on outbound and inbound lead generation efforts

• Participate in the continuous optimization of our Sales playbook and processes, from enablement to reporting and tooling

• Liaise with our Customer Operations team to ensure smooth integration and roll out, contribute to ongoing client satisfaction’s efforts

About you

• You have at least 2 years of experience in a similar role, in Fintech, Regtech or within a fast growing tech company selling in into Fintech, Crypto companies and Financial institutions

• You have experience operating according to a proven sales playbook (Meddpicc, Command of the message...)

• You have experience in Mid-market and Enterprise SaaS sales with a consistent track record of exceeding quota and revenue goals

• You have experience closing deals in several markets in EMEA and abroad. You have native-level english proficiency.

• You have strong Technical and Business acumen and are comfortable discussing both high-level integration scenarios and positive business outcomes at C-level

• You have great interpersonal skills, you can collaborate with individuals across various personality types and organisational levels, fostering productive relationships

• You are detail-oriented and have outstanding written and oral communication skills

• No task is below you and you have a strong sense of personal accountability and ownership

• You are result driven - because this is what matters in the end

• You are a collaborative team player, but also able to work independently and take ownership of your work.

The interview process

• Round 1: First conversation to get to know you, understand what drives you, and explore why this role excites you.

• Round 2: Two-part discussion where you'll walk us through your career journey and the choices that shaped it, followed by a values-based conversation where you'll share real examples of how you demonstrate Ownership, Pace & Intensity, High Standards, and Resilience.

• Round 3: Deep dive into one of your key projects with someone from a different team, offering a fresh, cross-functional perspective on how you work.

• Round 4: Practical exercise, case study tailored to the role, giving you the opportunity to showcase your skills on a real-world challenge.

• Round 5: Final conversation with our founders to discuss your long-term vision and explore how you see yourself growing with us.