Mid-Market Account Executive

📋 Description

• • Serve as a Mid-Market Account Executive reporting to the Regional Sales Manager and VP EMEA, owning full sales cycles for high-value deals in the Crypto and Financial Services sectors.
• • Proactively identify, engage, and convert strategic mid-market accounts, including pre-defined targets and new prospects, within a territory with significant inbound interest.
• • Lead complex, multi-threaded sales processes involving diverse stakeholders such as compliance, legal, risk, procurement, technology teams, and C-suite executives.
• • Manage 5-, 6-, and 7-figure B2B SaaS/DaaS deal cycles using value-based selling techniques, persuasion, and influence to close deals in a fast-paced RegTech/FinTech/Crypto environment.
• • Drive account expansion by identifying and pursuing upsell and cross-sell opportunities in existing customer accounts through collaboration with Customer Success Managers.
• • Partner with global sales engineers, product experts, customer success, marketing, and partner channels to accelerate deal velocity and expand market reach.
• • Represent Elliptic at key industry events and conferences to build brand presence, strengthen relationships, and uncover new business opportunities.
• • Apply the MEDDPPICC methodology and Value Pyramid framework to qualify prospects, map customer pain points to Elliptic’s compliance and investigation solutions, and confidently disqualify misaligned opportunities.
• • Develop and execute territory mapping strategies to build a qualified pipeline of at least 3x your quarterly quota through inbound, outbound, and partner-sourced leads.
• • Establish multi-threaded relationships across key decision-makers within target accounts—not relying on a single champion—to ensure deal momentum and reduce risk.
• • Maintain deep product expertise in Elliptic’s compliance and crypto crime investigation solutions, translating evolving global and regional regulations into compelling business cases.
• • Collaborate with internal teams to ensure seamless handoffs, avoid resource waste, and maintain a reputation as a well-prepared, accountable, and collaborative account owner.
• • Stay ahead of industry trends in crypto regulation, financial crime, and generative AI, and leverage insights to position Elliptic’s solutions as essential to evolving customer needs.
• • Achieve key milestones within the first six months: complete product certifications, map territory and identify top 20 targets, close first deal, progress at least two opportunities to late-stage negotiation, and build a pipeline of 2x quarterly quota via whitespace expansion.
• • Act as a brand ambassador for Elliptic, embodying company values of curiosity, trust, and action in every customer and internal interaction.
• • Travel to customer sites and industry events as needed to conduct face-to-face meetings and strengthen client relationships.