Senior Solutions Consultant at Elliptic

As a Solution Consultant (AMER), 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 Elliptic’s products solve real-world challenges around AML, sanctions compliance, and risk mitigation. You will partner closely with our Sales and Customer Success teams. You will help execute on the account strategy of our Enterprise customers/prospects by shaping compelling value propositions and delivering tailored product demos that showcase our unique capabilities. This is a client-facing, high-impact role where your ability to communicate complex ideas clearly and commercially will be key to success. KEY RESPONSIBILITIES - Leading tailored product demos and best practice sessions for compliance, risk, and executive stakeholders. - Owning enterprise trials and proof-of-concept engagements to drive adoption and demonstrate value. - Supporting pre-sales efforts across new business and expansion opportunities. - Understanding complex customer workflows to inform solution design and positioning. - Conducting discovery sessions to identify customer pain points and regulatory challenges. - Translating technical capabilities into clear commercial value for diverse audiences. - Developing and sharing demo best practices with Sales and other commercial teams. - Maintaining a deep understanding of our platform, APIs, and product roadmap. - Designing and executing implementation plans for enterprise customers. - Identifying and solving integration challenges to ensure long-term customer success. - Managing RFP, RFI, and due diligence responses to position Elliptic as a market leader. - Acting as a technical lead in strategic partnerships and joint solution initiatives. - Collaborating with Product, Intelligence, and Research teams to refine use cases and sales-enablement content. - Supporting Marketing and Sales teams with insights from technical research and data. - Working with our Global Policy Group to ensure alignment with local compliance and regulatory requirements. SKILLS, KNOWLEDGE & EXPERTISE - Solid experience in a SaaS Solution Consulting, Sales Engineering, or Pre-Sales role— in Crypto/Blockchain, FinTech or RegTech environments. - A strong 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/implementing complex technology products to enterprise clients. - Excellent verbal and written communication skills, with a talent for simplifying complex information. - Excellent presentation and communication skills - demonstrated ability (e.g. speaking engagements). - Proven focus on continuous improvement—from optimizing demo environments and workflows to refining customer playbooks and reusable content. - Solid experience in a SaaS Solution Consulting, Sales Engineering, or Pre-Sales role— in Crypto/Blockchain, FinTech or RegTech environments. - A strong 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/implementing complex technology products to enterprise clients. - Excellent verbal and written communication skills, with a talent for simplifying complex information. - Excellent presentation and communication skills - demonstrated ability (e.g. speaking engagements). - Proven focus on continuous improvement—from optimizing demo environments and workflows to refining customer playbooks and reusable content. JOB BENEFITS > How we work: - Hybrid working: The option to work from almost anywhere for up to 90 days per year. - Remote Work Budget: $650 budget to set up your home office space. > Learning & Development: - L&D Budget: $1,000 annual 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 + 8 US Public Holidays. - Birthday Leave: An extra day off 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. > Benefits: - Healthcare: Comprehensive medical, dental, and vision coverage through a range of providers (including Tufts, Kaiser, Aetna, UHC, and Blue Shield of CA) with generous premium contributions for you and your dependents. - 401k: Company match included. - Mental Health: Full access to Spill mental health support.