Mid-Market Account Executive
The Mid-Market Account Executive owns territory strategy, pipeline generation, stakeholder engagement, and full-cycle sales for crypto compliance and investigation solutions. The role requires proven B2B SaaS or related industry sales experience, complex deal expertise, consultative selling ability, and strong executive communication.
About the job
Responsibilities
- Own the full sales cycle, from pipeline generation through deal closure, across an assigned territory.
- Identify, engage, and convert strategic accounts, including target accounts and new prospects.
- Develop multi-threaded sales strategies for compliance, legal, risk, procurement, technology, and executive stakeholders.
- Lead complex 5-, 6-, and 7-figure deal cycles using consultative, persuasive, and value-based selling.
- Drive account expansion through upsell and cross-sell opportunities.
- Collaborate on multi-region and strategic global accounts.
- Partner with sales engineers, product experts, customer success, marketing, and partner channels.
- Monitor industry shifts and translate emerging challenges into opportunities.
- Represent Elliptic at industry events and conferences.
- Build qualified pipeline, conduct discovery, qualify opportunities using MEDDPPICC, and progress deals through negotiation, legal, and procurement.
- Build relationships with compliance, risk, and C-suite stakeholders.
Requirements
- Experience in B2B SaaS and/or DaaS sales within RegTech, FinTech, and/or Crypto.
- Proven record of consistently closing successful deals across multiple years and companies.
- Experience leading complex, long-cycle, multi-stakeholder deals and quicker-close 5-figure deals.
- Strong commercial curiosity and consultative selling ability.
- Excellent oral and written communication skills.
- Ability to establish meaningful relationships with C-suite and executive stakeholders.
- Technical acumen and credibility with technical decision-makers.
- Driven, solutions-oriented, collaborative, agile, and resourceful approach.
- Willingness to travel to customers and industry events.
- Familiarity with MEDDPPICC and Value Based Selling.
- Proficiency with CRM systems such as HubSpot or similar, LLMs, and AI-driven prospecting and productivity tools.
- Passion for generative AI and emerging technology.
Nice-to-haves
- Network across the Banking, Financial Services, and Insurance (BFSI) sector.
- Fluency in French, German, Spanish, or Italian.
- Experience and understanding of agentic AI.
- Interest in crypto and compliance technology.
Compensation and Benefits
- Competitive salary.
- Share options.
- 25 days of holiday.
- Private health insurance.
- Flexible, collaborative work environment.
- Company social events, including team lunches, quarterly events, and an annual three-day event.
- Personal training budget.
- LinkedIn Learning subscription.
Skills
B2B SaaS, Daas, Regtech, Fintech, Crypto, Meddppicc, Value Based Selling, HubSpot, LLMs, Generative AI, Agentic AI, CRM
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