Account Executive - Crypto

sardine; San Francisco, New York, Austin (CA, NY, TX); Hybrid; CAD 325,000 - 453,000; Full time

Benefits offered by this job

Remote-first culture

Health insurance

401k/RRSP matching

MacBook Pro provided

Home office stipend

Meal stipend

Learning stipend

Job summary

Sardine is seeking an account executive to lead new business in the crypto vertical, the first US seat in the go-to-market motion. You will own pipeline across crypto-native accounts—exchanges, wallets, custodians—and represent Sardine at major conferences.

Reporting to Sales with dotted-line to the GM, Crypto & Payments, you will structure multi-module platform deals, navigate regulatory triggers like MiCA and the GENIUS Act, and collaborate with Solutions Engineering to scope technicals and

Qualifications

• 5+ years of B2B SaaS sales with crypto exposure.
• Network in compliance, risk and product leadership inside crypto ecosystems.
• Fluent in AML/TM, KYC/KYB, and sanctions as applied to crypto.
• Ability to run multi-threaded, multi-month sales cycles with multiple stakeholders.
• Experience structuring and closing platform deals: multi-module, multi-year.
• Willingness to travel to crypto industry conferences and client sites.
• Clear ownership of pipeline and close, working with GM and SE.
• Excellent communication, negotiation and writing skills.
• Experience in a globally distributed, matrixed organization.

Responsibilities

• Build and maintain a qualified pipeline across crypto-native account segments; conference presence is a primary channel.
• Run multi-threaded discovery sessions with compliance, risk, legal, and technical buyers.
• Position Sardine as a full-stack compliance and onboarding platform with integrated surfaces.
• Structure and negotiate complex platform deals; collaborate with Solutions Engineering and Finance.
• Leverage regulatory triggers (MiCA, GENIUS Act) to create deal urgency where applicable.
• Share market intelligence with the GM and product teams on competitors and gaps.
• Collaborate cross-functionally to close deals and provide crypto market feedback.

Skills

B2B SaaS sales

Crypto-native network

Multi-stakeholder selling

Account-based selling

Tools

CRM

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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