Enterprise Account Executive - MED

As an Enterprise Account Executive at Chainalysis, you cover France, Italy and Malta within the SEMEA team, selling blockchain intelligence solutions to two key segments: traditional finance institutions (retail, commercial, private and investment banks, payment and e-money institutions, asset managers) launching or exposed to digital asset activity, and the largest Web3 players (exchanges, brokers, custodians, stablecoin issuers, infrastructure providers). You own your territory strategy, navigate complex and highly regulated sales cycles, and engage stakeholders across compliance, financial crime, risk, security, procurement and executive leadership. Success is measured through quota attainment, new customer acquisition, and account growth.

What you'll do

• Exceed your sales quota by acquiring new customers and growing existing accounts across France and Italy, with primary focus on TradFi institutions and large Web3 enterprises
• Develop and execute territory and strategic account plans that reflect each market's banking and digital asset landscape, regulatory environment, and buying processes
• Build relationships with decision-makers and champions across compliance, AML/financial crime, investigations, risk, security, digital assets teams, and executive leadership in both TradFi and large Web3 organisations
• Create and maintain a qualified pipeline through targeted prospecting, local industry relationships, partner collaboration (consultancies, advisory firms, technology partners), and customer referrals
• Lead complex enterprise sales cycles from discovery through negotiation and close, working with customers' technical, legal, third-party risk, and procurement teams
• Connect Chainalysis solutions to customer outcomes, including managing exposure to crypto-asset service providers and their customers, meeting AML/CFT and sanctions obligations, supporting the safe launch and scaling of digital asset offerings, and investigating illicit activity
• Engage customers on how MiCA, the Transfer of Funds Regulation (Travel Rule), DORA, EU AML rules and evolving French and Italian supervisory expectations affect their business needs, working with Chainalysis specialists where appropriate
• Position Chainalysis as a partner for both worlds: help banks build confidence in digital assets, and help large Web3 players meet the compliance expectations of banks, regulators and institutional counterparties
• Maintain accurate forecasts and clear account plans, with consistent visibility into opportunities, risks, and next steps
• Work with Solutions Engineering, Customer Success, Marketing, Partnerships, and other teams to develop proposals and support customer adoption
• Represent Chainalysis at customer meetings and industry events across France and Italy, sharing market feedback to inform regional positioning and messaging

What you bring

• 7+ years of B2B enterprise software or SaaS sales experience, including significant experience selling to banks or other regulated financial institutions (AML/financial crime, risk, compliance, fraud, or cybersecurity solutions) and/or to large crypto native organisations
• A record of exceeding quota through consultative selling, new business development, and account growth in long, multi-stakeholder sales cycles
• Experience developing enterprise accounts in France and/or Italy, with an understanding of local banking and Web3 market practices, procurement and vendor-onboarding processes
• A solid understanding of the crypto ecosystem and of the compliance, risk and security challenges facing both banks engaging with digital assets and large exchanges, custodians and infrastructure providers
• The ability to translate technical capabilities into clear business outcomes for different stakeholders, from compliance officers to CISOs to C-level executives
• Experience using a structured enterprise sales methodology to qualify opportunities, develop customer champions, and manage complex deals
• Strong communication and presentation skills, including the ability to engage senior executives and explain complex concepts clearly
• Professional fluency in English and either French or Italian, with the ability to sell effectively across both markets
• The ability to work independently across a defined territory while collaborating with regional and global teams
• A willingness to travel regularly across France and Italy and occasionally elsewhere in the SEMEA region

Nice to have

• Professional fluency in both French and Italian
• Established relationships within French and Italian banks, payment institutions, large crypto platforms, and financial services associations
• Experience selling blockchain analytics, financial crime, KYC/transaction monitoring, fraud prevention, cybersecurity, or data analytics solutions to banks
• Familiarity with MiCA, the Travel Rule, DORA, European AML requirements, and the roles of relevant French and Italian authorities (e.g. ACPR, AMF, TRACFIN, Banca d'Italia, CONSOB, UIF)
• Experience selling to banks launching digital asset services (custody, trading, tokenisation, stablecoins), or to large Web3 players serving institutional clients
• Experience working with local industry associations, advisory and Big 4 firms, and technology partners to develop a territory

About Chainalysis

Chainalysis is the blockchain data platform making it easy to connect the movement of digital assets to real-world services. Powered by deep blockchain data and AI, organizations investigate illicit activity, manage risk exposure, and develop innovative market solutions. The company's mission is to build trust in blockchains, blending safety and security with a commitment to growth and innovation.