Solutions Consultant

You will play a critical 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 the company's products solve real-world challenges around AML, sanctions compliance, and risk mitigation. You will partner closely with the Sales and Customer Success teams, helping execute account strategy for Enterprise customers and prospects by shaping compelling value propositions and delivering tailored product demos that showcase unique capabilities. This is a client-facing, high-impact role where your ability to communicate complex ideas clearly and commercially will be key to your success.

Responsibilities

• Lead tailored product demos and best practice sessions based on the needs of Ideal Customer Profiles (ICPs)
• Own enterprise trials and proof-of-concept (PoC) engagements, ensuring technical success and adoption
• Support new business and upsell opportunities with pre-sales expertise
• Map out complex customer workflows for high-value or strategically important clients
• Lead discovery conversations to surface compliance, operational, and regulatory pain points
• Translate technical concepts into commercial benefits for technical and non-technical audiences
• Create and maintain best practices for product demos with commercial teams
• Maintain a thorough understanding of product and API documentation to resolve customer queries
• Design and execute implementation plans for Enterprise customers
• Identify and solve integration challenges to ensure platform stickiness within customer systems
• Respond to RFPs, RFIs, and due diligence requests, positioning the company against competitors
• Act as a technical point of contact for strategic partners enabling integrations and co-selling
• Collaborate with Product and Intelligence teams to curate blockchain intelligence examples and use cases
• Interface with the Research team to translate analytical data into sales talk tracks
• Work with the Global Policy Group to identify relevant local regulatory requirements

Requirements

• 3–6+ 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
• 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 complex technology products to enterprise clients
• Excellent verbal and written communication skills
• Excellent presentation and communication skills
• Proven focus on continuous improvement