Senior Solutions Consultant (Presales)

As a Senior Solution Consultant (EMEA), you will play a critical pre-sales role at the intersection of commercial success and technical expertise. You’ll work directly with prospective and existing customers, primarily compliance teams within digital asset platforms, financial services organizations, and fintech companies, to understand their goals, identify pain points, and demonstrate how our solutions address real-world challenges related to AML, sanctions compliance, fraud prevention, and risk management.

You will partner closely with Sales teams to support enterprise account strategies by shaping compelling value propositions and delivering tailored product demonstrations that highlight our platform capabilities. This is a client-facing, high-impact role where your ability to communicate complex concepts clearly and commercially will be key to success.

Key Responsibilities

• Lead tailored product demonstrations and best-practice sessions aligned to customer needs and ideal customer profiles, engaging compliance, risk, and executive stakeholders.
• Own enterprise trials and proof-of-concept (PoC) engagements, ensuring technical success, user adoption, and measurable value delivery.
• Support both new business and expansion opportunities by providing pre-sales expertise throughout the enterprise customer lifecycle.
• Map complex customer workflows, particularly for strategic accounts, to demonstrate deep operational understanding and influence solution positioning.
• Lead discovery conversations to uncover compliance, operational, and regulatory pain points.
• Translate technical concepts into clear commercial benefits for both technical and non-technical audiences.
• Develop and maintain demo best practices and enablement materials for broader commercial teams.
• Maintain a strong understanding of platform APIs and technical capabilities to support customer discussions and resolve solution-related queries.
• Design and execute implementation plans tailored to enterprise customers’ compliance and technical objectives.
• Identify and solve integration challenges to ensure seamless adoption within customer risk and compliance ecosystems.
• Respond to RFPs, RFIs, and due diligence requests, positioning the platform effectively against competitors.
• Act as a technical point of contact for strategic partners, supporting integrations, joint solution development, and co-selling initiatives.

You Must Have

• 5+ years of experience in Solution Consulting, Sales Engineering, or Pre-Sales within SaaS, FinTech, RegTech, or digital asset environments.
• Experience with Web3, Crypto, Blockchain is a MUST
• Strong understanding of the digital asset and financial crime compliance landscape (e.g. AML, sanctions, VASPs, MiCA, transaction monitoring).
• Proven experience leading successful product demos, PoCs, and enterprise evaluations within complex sales cycles.
• Strong consultative and discovery skills with the ability to build trust and uncover customer needs.
• Excellent verbal and written communication skills with the ability to simplify complex information.
• Strong presentation skills, including experience presenting to senior stakeholders or at industry events.

Bonus Points

• Familiarity with blockchain analytics, transaction monitoring, or digital asset intelligence platforms.
• Fluency in an additional language.
• Experience automating workflows or internal processes using AI, scripting, or productivity tools.
• Familiarity with CRM systems, workflow automation tools, collaboration platforms, or data visualization software.
• Experience with scripting or coding languages such as Python, SQL, or JavaScript for API testing, data analysis, or prototyping.