Mid-Market Account Executive

Job description

Are you a driven, energetic sales professional looking for your next big adventure? Do you thrive on taking ownership, unlocking strategic accounts, and closing complex, high-value deals in a fast-paced environment? Are you excited by cutting-edge technology in a dynamic industry, and motivated by the opportunity to make a measurable impact; not just on your career, but on the world? If so, we want to hear from you. Where You’ll Make an Impact: - As a Mid-Market Account Executive, you’ll join our high-performing EMEA sales team, reporting to the Regional Sales Manager and VP EMEA. You'll take full ownership of your territory and become a trusted advisor to stakeholders across the Crypto and Financial Services landscape. - You’re not just here to sell, you’re here to transform how leading enterprises combat crypto crime with Elliptic’s industry-leading compliance and investigation solutions. You’ll gain deep product expertise and apply your understanding of evolving global and regional regulations to build compelling business cases that speak directly to our customers’ pain points. This is an exciting opportunity for someone looking for a role where you can make an impact not just on the company you work for but also on the market you work in. 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. - Proactively identify, engage, and convert strategic accounts (including pre-defined targets and new prospects). - Develop and execute multi-threaded sales strategies to engage diverse stakeholders (compliance, legal, risk, procurement, tech, C-level). - Handle 5-, 6- and 7-figure deal cycles with skill, creativity, and precision leveraging persuasion, influence, and value based selling techniques. - Drive account expansion through timely up-sell and cross-sell opportunities, maximizing value delivered to our customers. - Partner with global peers to collaborate on multi-region and strategic global accounts with long-term growth potential. - Collaborate with internal sales engineers, product experts, customer success, and marketing, as well as partner channels, to expand your reach and velocity. - Stay ahead of industry shifts and translate emerging challenges into opportunities for Elliptic’s solution suite. - Represent Elliptic at key industry events and conferences to strengthen relationships and identify new prospects. - Be an ambassador of the Elliptic brand, living our values of curiosity, trust, and action in every interaction. What you will achieve in the first 6 months: - Completed Elliptic's product certifications and onboarding processes. - Mapped your territory, identified your top 20 target accounts, and built a qualified pipeline of at least 3x your quarterly quota through a combination of inbound, outbound, and partner-sourced opportunities. - Identified upsell or cross-sell motion in an existing Elliptic account in your territory and have it actively in play to build a qualified pipeline of at least 2x of your quarterly quota through proactive whitespace mapping and engagement in collaboration with the Customer Success Managers. - Run complete discovery cycles with at least 10 prospects, 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. - Progressed at least 2 opportunities to late-stage negotiation and closed your first deal, demonstrating you can manage the full sales cycle from initial engagement through legal and procurement. - Built multi-threaded relationships across your strategic accounts - compliance, risk, and C-suite - not just a single champion per account. - Earned a reputation internally with your SE, CS, marketing, and partner team as a well-prepared, collaborative account owner who closes the loop and uses internal resources without wasting them. 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 exceed it. - Experienced in B2B SaaS and/or DaaS sales within RegTech, FinTech, and/or Crypto. - A proven track record of consistently closing successful deals across multiple years and companies. - Comfortable leading complex, long-cycle and large deals involving multiple stakeholders, but also agile enough to take on quick-close 5-figure deals. - 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 opportunity where others see blockers and know how to create inroads where none appear to exist. - Willingness to travel to customers and industry events and conduct business face to face. Our ideal candidate has: - Excellent oral and written communication skills and the ability to establish meaningful relationships with C-suite and executive stakeholders. - Technical acumen with the ability to establish credibility with technical decision makers. - Driven and solutions-oriented: you know how to navigate roadblocks and keep deals moving forward. - 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 generative AI and excited to help customers navigate a rapidly evolving industry. Bonus Points for: - An existing network of connections across the Banking, Financial Services, and Insurance (BFSI) space. - Fluency in French, German, Spanish, or Italian. - A proven use case and understanding of agentic AI is a strong plus. 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! Benefits: - Competitive salary - Share Options - Holiday - 25 days - Private Health Insurance - Collaborative, flexible and friendly environment: We understand that flexibility is the key to maintaining a healthy work-life balance. - Social events, which include regular team lunch on us, quarterly full day events and an annual company 3-day event - this year these are taking place virtually - Personal training budget & LinkedIn Learning subscription 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.