Inside Sales Representative - EMEA

Job description

Are you passionate, enthusiastic, and looking for an opportunity to grow your career in sales? Are you looking for your next challenge in an emerging and exciting market? If yes then we want to hear from you! **The impact you will have:** You will join our EMEA Commercial team, part of Elliptic's global Commercial organisation, and champion uncovering and developing new customer relationships across EMEA. As an Inside Sales Representative you will become an expert in Elliptic's value proposition, helping both prospective and existing customers navigate and enter the digital asset market with your knowledge of our product and of the compliance and regulatory environment. You will own the full sales cycle for new business in the Growth segment, and you will grow the customers already in your patch in two ways: up-sell, expanding what an existing customer already buys as their usage and licence needs grow, and cross-sell, introducing Elliptic products they do not yet use. You will manage the full cycle including prospecting, qualifying, developing proposals, negotiating terms and closing. This is an opportunity to build a career in a market you can shape as well as sell into. Fascinating and challenging work is the norm - working at Elliptic is never boring! **What you will do:** - Run the full sales cycle, from pipeline generation to deal closure, across a territory with massive potential and that has considerable inbound interest. - Develop net new business and cross sell opportunities across the Growth segment within EMEA - Build out strategic market penetration plan, prospect, and manage full sales cycle - Use AI tooling to work a patch of 1,000+ Growth accounts at scale: researching and segmenting accounts, building and iterating outbound motions, and drafting personalised outreach at volume without losing quality. - Proactively contact prospects to identify & qualify sales opportunities. - Prospect and generate high quality leads - Develop custom proposals based on customer requirements - Conduct presentations and product demos - Negotiate terms and close the business - Work with Customer Success to review licence utilisation and product adoption across the accounts in your patch, using that data to identify and run up-sell and cross-sell plays, with ownership agreed per account with the CSM. - Be an ambassador of the Elliptic brand, living our values of curiosity, trust, and action in every interaction. - Own your number: meet and exceed quarterly and annual quota, keep an accurate and current forecast with all sales pipeline and activity managed in CRM, and drive linearity so revenue lands consistently through the quarter rather than in the closing weeks. **What you will achieve in the first 6 months:** - Completed Elliptic's product certifications and onboarding processes. - Mapped your territory and built a qualified pipeline of at least 3x your quarterly quota through a combination of inbound, outbound, and partner-sourced opportunities. - Established a recurring utilisation review with your CSM counterpart covering your patch, with a standing list of up-sell and cross-sell plays ranked by adoption signal. - Run complete discovery cycles, using the Value Pyramid to connect client pain points to our solutions, applying MEDDPPICC to qualify or disqualify with confidence, and have a clear view of what you're walking away from and why. - Mapped and segmented your patch of 1,000+ accounts, and built qualified pipeline coverage of 3x your New Business quarterly target and 2x your Expansion quarterly target, through open opportunities sourced across inbound, outbound and partner routes. - Established a repeatable weekly rhythm that produces a consistent monthly close rate, closing new business every month rather than in end-of-quarter bursts, so that by the end of your first six months you are in a position to hit and exceed your quarterly target. **You will be a great fit here if you are:** - A driven, tenacious “hunter” who thrives on owning their number and finding creative ways to meet and exceed it. - Experience in B2B SaaS and/or DaaS sales within RegTech, FinTech, and/or Crypto. - Commercially curious, you ask smart questions, seek to understand the "why" behind a customer’s problems, and use those insights to tailor impactful solutions. - Confident, consultative, and persuasive, able to build strong stakeholder relationships at all levels, from mid-level managers to C-suites. - A collaborative team player, independent yet never a “lone wolf.” You value and engage support from your pack. - Agile, resourceful, and fearless, you see opportunities where others see blockers and know how to create inroads where none appear to exist. - Can understand the customer’s business model, and how digital assets fit into their strategy - Have the ability to analyse data to identify market trends and opportunities for cryptocurrency and compliance - Can evaluate customer needs and preferences in relation to pricing, product terms and conditions to ensure that client requirements are addressed in commercial proposals - Enjoy working with pace and energy, building team spirit and cultivating unity and commitment among the team - Have an understanding of complex B2B sales methodologies - Are a self-starter, adaptable and comfortable with changing priorities - Proven experience and knowledge of use of AI tools into day-to-day workflows **Our ideal candidate has:** - Strong outbound prospecting skills, with a track record of generating net new business and pipeline growth - Demonstrated track record of success and quota over achievement - A strong work ethic and an entrepreneur’s mindset. You’re comfortable creating value in a low structure environment while being agile and resilient - Minimum baseline understanding about digital assets and the crypto economy - Familiarity with the MEDDPPICC methodology and Value Based Selling. - Proficiency in CRM systems (HubSpot or similar), LLMs and other AI-driven prospecting and work efficiency tools. - Passionate about agentic AI and excited to help customers navigate a rapidly evolving industry. **Bonus Points for:** - Intimate understanding of AML/KYC and Forensics space, either in cryptocurrency or traditional financial environments - Experience selling SaaS solutions to crypto-native financial services business - Fluency / business level in European language(s) - A proven use case and understanding of agentic AI is a strong plus. **How We Work** - Hybrid working and the option to work from almost anywhere for up to 90 days per year - £500 Remote working budget to set up your home office space **Learning & Development:** - £1,000 Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development **Vacation/ Leave:** - Holidays: 25 days of annual leave + bank holidays - An extra day for your birthday - Enhanced parental leave: we provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully-paid leave and leave. **Benefits:** - Private Health Insurance - we use Bupa! - Full access to Spill Mental Health Support - Life Assurance: we hope you will never need this - but our cover is for 4 times your salary to your beneficiaries - Cycle to Work Scheme We know Diversity and Inclusion is much deeper than just hiring, but it’s important for us to mention it here. We welcome and embrace individuals of all backgrounds and identities at Elliptic, and this is an ongoing priority for us. We know incredible people don’t all think in the same way. We want to be challenged every day. We believe our diverse team of individuals underpins this by bringing creative thinking and innovation to Elliptic every day. We are committed to creating a diverse, inclusive and equitable workplace, so we welcome applications from everyone, even if you may not think you fit all of the requirements of our roles. We foster an environment of psychological safety, where everyone feels comfortable to bring their whole self to work. Ultimately we are looking to hire those who want to be the future leaders in the industry, super intrigued by Crypto and have an awesome mindset to learn so if you don’t meet all the criteria still do apply!