Solutions Consultant - San Francisco

Key Responsibilities

• Lead tailored product demos and best practice sessions based on the needs of Ideal Customer Profiles (ICPs), showcasing Elliptic’s capabilities to compliance, risk, and executive stakeholders.
• Own enterprise trials and proof-of-concept (PoC) engagements, ensuring technical success, adoption, and measurable value delivery.
• Support both new business and upsell opportunities, providing pre-sales expertise throughout the enterprise customer journey.
• Map out complex customer workflows particularly for high-value or strategically important clients to demonstrate deep understanding and to influence product positioning.
• Lead discovery conversations to surface compliance, operational, and regulatory pain points.
• Translate technical concepts into commercial benefits, ensuring clear communication with both technical and non-technical audiences.
• Create and maintain best practices for product demos with the wider commercial teams.
• Maintain a thorough understanding of our product and API documentation and capabilities to resolve customer queries and to manage prospect conversations.
• Design and execute implementation plans for Enterprise customers based on their individual and specific compliance and technical objectives.
• Creatively identify and solve integration challenges to ensure the “stickiness” of the Elliptic platform within the customer’s overall risk and compliance system architecture.
• Respond to RFPs, RFIs, and due diligence requests, positioning Elliptic effectively against competitors.
• Act as a technical point of contact for strategic partners, enabling integrations, joint solution development, and co-selling initiatives.
• Collaborate with Product and Intelligence teams to help curate and refine Elliptic’s blockchain intelligence examples and use cases, ensuring they reflect the evolving needs of our clients.
• Interface with the Research team to translate analytical data and findings to sales friendly talk tracks to be used by marketing and sales.
• Work with our Global Policy Group to identify relevant local regulatory requirements for our target prospects.

Must Have

• 3–6+ years of experience in a SaaS Solution Consulting, Sales Engineering, or Pre-Sales role in Crypto/Blockchain, FinTech or RegTech environments.
• Solid 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.

Bonus Points

• Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence (Big bonus).
• Experience working in solution based roles working with banks and enterprise financial institutions.
• A track record of automating internal processes using AI, scripting, or innovative tools to improve efficiency and consistency.
• Familiarity with modern tools and platforms such as CRM, AI-enhanced productivity apps, Zapier, Notion, or data visualization tools.
• Experience with coding or scripting (e.g., Python, SQL, JavaScript) for tasks such as data manipulation, API testing, or light prototyping.