Account Executive - Crypto
Own new business pipeline and closing for Sardine’s crypto vertical, selling integrated fraud and compliance infrastructure to exchanges, wallets, custodians, and related platforms. The role requires 5+ years of B2B SaaS sales, crypto-native relationships, regulatory fluency, and experience closing complex platform deals.
About the job
Responsibilities
- Build and maintain a qualified pipeline across crypto-native accounts, including exchanges, wallets, custodians, on/off-ramps, stablecoin issuers, and L1/L2 ecosystems.
- Develop relationships and generate pipeline through conferences such as Consensus, Token2049, and Permissionless.
- Run multi-threaded discovery with compliance, risk, legal, and technical stakeholders.
- Position Sardine’s integrated fraud, KYC/KYB, AML/transaction monitoring, sanctions screening, device intelligence, and case management platform.
- Structure, negotiate, and close complex multi-module, multi-year platform deals.
- Partner with Solutions Engineering on technical scoping and the GM on commercial structure, pricing, and contract terms.
- Use regulatory developments, including MiCA, the GENIUS Act, and BCB Resolution 520, to create deal urgency where applicable.
- Provide competitor, product-gap, and deal-objection intelligence to the GM and product teams.
- Collaborate cross-functionally to close deals and provide feedback from the crypto segment.
- Travel to industry conferences and client sites.
Requirements
- 5+ years of B2B SaaS sales experience.
- 2–3 years of experience selling to crypto-native companies.
- Established relationships with compliance, risk, and product leaders at crypto exchanges, custodians, wallets, or stablecoin platforms.
- Working fluency in AML/transaction monitoring, KYC/KYB, and sanctions as applied to crypto.
- Experience managing multi-threaded, multi-month sales cycles with multiple stakeholders.
- Experience structuring and closing multi-module, multi-year platform deals.
- Excellent communication, negotiation, and writing skills.
- Ability to work effectively across a matrixed, globally distributed organization.
- Willingness to travel; this role requires more travel than a standard enterprise AE position.
Compensation
- United States: $230,000–$320,000 USD OTE plus equity.
- Canada: CA$260,000–CA$360,000 OTE plus equity.
- Benefits include flexible paid time off, health/dental/vision coverage, 401(k)/RRSP matching, home-office and meal stipends, social meet-up and wellness stipends, annual learning stipend, and early exercise for options.
Skills
B2B SaaS Sales, Crypto, AML, Transaction Monitoring, Kyc, Kyb, Sanctions Screening, Device Intelligence, Platform Sales, Pipeline Generation, Sales Negotiation, Salesforce
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