Solutions Consultant - APAC

Skills

About the Role

You will play a critical role at the intersection of commercial success and technical credibility, working directly with prospective and existing customers, primarily compliance teams at crypto exchanges, financial institutions, and fintechs, to understand their goals, identify pain points, and demonstrate how Elliptic's products solve real-world challenges around AML, sanctions compliance, and risk mitigation. You will partner closely with the Sales and Customer Success teams, helping execute account strategy for Enterprise customers and prospects by shaping compelling value propositions and delivering tailored product demos that showcase unique capabilities. This is a client-facing, high-impact role where your ability to communicate complex ideas clearly and commercially will be key to your success.

Requirements

• 3–6+ years of experience in a SaaS Solution Consulting, Sales Engineering, or Pre-Sales role in Crypto/Blockchain, FinTech or RegTech environments
• A 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
• Excellent presentation and communication skills
• Proven focus on continuous improvement

Responsibilities

• Lead tailored product demos and best practice sessions based on the needs of Ideal Customer Profiles (ICPs)
• Own enterprise trials and proof-of-concept (PoC) engagements, ensuring technical success and adoption
• Support both new business and upsell opportunities, providing pre-sales expertise
• Map out complex customer workflows for high-value or strategically important clients
• Lead discovery conversations to surface compliance, operational, and regulatory pain points
• Translate technical concepts into commercial benefits
• Create and maintain best practices for product demos with the wider commercial teams
• Maintain thorough understanding of product and API documentation to resolve customer queries
• Design and execute implementation plans for Enterprise customers
• Identify and solve integration challenges to ensure platform stickiness
• Respond to RFPs, RFIs, and due diligence requests
• Act as a technical point of contact for strategic partners
• Collaborate with Product and Intelligence teams to curate blockchain intelligence examples and use cases
• Interface with the Research team to translate analytical data into sales talk tracks
• Work with the Global Policy Group to identify relevant local regulatory requirements