Solutions Consultant - New York

As a Solutions Consultant at Elliptic, you'll work at the intersection of commercial success and technical credibility. You'll engage 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 blockchain analytics and AML compliance solutions solve real-world challenges around sanctions compliance and risk mitigation. Partnering closely with Sales and Customer Success, you'll shape compelling value propositions and deliver tailored product demos that showcase Elliptic's unique capabilities.

What you'll do

• Lead tailored product demos and best practice sessions for Ideal Customer Profiles, showcasing Elliptic's capabilities to compliance, risk, and executive stakeholders.
• Own enterprise trials and proof-of-concept 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 for high-value or strategically important clients to demonstrate deep understanding and influence product positioning.
• Lead discovery conversations to surface compliance, operational, and regulatory pain points.
• Translate technical concepts into commercial benefits for both technical and non-technical audiences.
• Create and maintain best practices for product demos with the wider commercial teams.
• Maintain a thorough understanding of Elliptic's product, API documentation, and capabilities to resolve customer queries and manage prospect conversations.
• Design and execute implementation plans for enterprise customers based on their individual 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 curate and refine Elliptic's blockchain intelligence examples and use cases.
• Interface with the Research team to translate analytical data and findings into sales-friendly talk tracks for marketing and sales.
• Work with the Global Policy Group to identify relevant local regulatory requirements for target prospects.

What you bring

• 3 to 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, including AML, sanctions, VASPs, and MiCA.
• Proven experience running successful product demos, proof-of-concepts, 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 complex technology products to enterprise clients.
• Excellent verbal and written communication skills, with a talent for simplifying complex information.
• Demonstrated presentation and communication skills, including speaking engagements or similar public-facing work.
• Proven focus on continuous improvement, from optimizing demo environments and workflows to refining customer playbooks and reusable content.

Nice to have

• Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence.
• Experience working in solution-based roles 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 such as Python, SQL, or JavaScript for data manipulation, API testing, or light prototyping.

About Elliptic

Elliptic is the global leader in blockchain analytics and crypto intelligence, providing AML compliance software and investigative services to financial institutions, crypto businesses, regulators, and government agencies. The company operates offices in London, New York, San Francisco, Miami, Singapore, and Tokyo, and is backed by SBI Group, Albion VC, Octopus Ventures, SignalFire, Paladin Capital, Santander InnoVentures, and Digital Currency Group.