Solutions Consultant - San Francisco

Company description

Elliptic is the global leader in blockchain analytics and crypto intelligence. Our solutions help financial institutions, crypto businesses, regulators and government agencies detect and prevent financial crime in the crypto space. Backed by top-tier investors and trusted by major exchanges, banks, and law enforcement agencies, we are on a mission to enable safe, compliant, and trusted cryptoasset adoption.

Our unique platform gives us an unparalleled understanding of cryptocurrency capital flows, using a combination of network science and machine learning to aggregate and interpret vast quantities of transaction data. We provide anti-money laundering (AML) compliance software and investigative services to the leading participants in the cryptocurrency ecosystem.

The company has offices in London, UK, New York City, San Francisco, Miami, Singapore, and Tokyo. We are backed by SBI Group, Albion VC, Octopus Ventures, SignalFire, Paladin Capital, Santander InnoVentures, and Digital Currency Group.

The Role:

As a Solution Consultant, you will play a critical role at the intersection of commercial success and technical credibility. You’ll work 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 our Sales and Customer Success teams. You will help execute on the account strategy of our Enterprise customers/prospects by shaping compelling value propositions and delivering tailored product demos that showcase our unique capabilities. This is a client-facing, high-impact role where your ability to communicate complex ideas clearly and commercially will be key to success.

Key Responsibilities:

• Lead tailored product demos and best practice sessions based on the needs of our Ideal Customer Profiles (ICPs), showcasing Elliptic’s capabilities to compliance, risk, and executive stakeholders.

• Own enterprise trials and proof-of-concept (PoC) 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 particularly for high-value or strategically important clients to demonstrate deep understanding and to influence product positioning.

• Lead discovery conversations to surface compliance, operational, and regulatory pain points.

• Translate technical concepts into commercial benefits, ensuring clear communication with both technical and non-technical audiences.

• Create and maintain best practices for product demos with the wider commercial teams.

• Maintain a thorough understanding of our product and API documentation and capabilities to resolve customer queries and to manage prospect conversations.

• Design and execute implementation plans for Enterprise customers based on their individual and specific 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 help curate and refine Elliptic’s blockchain intelligence examples and use cases, ensuring they reflect the evolving needs of our clients.

• Interface with the Research team to translate analytical data and findings to sales friendly talk tracks to be used by marketing and sales.

• Work with our Global Policy Group to identify relevant local regulatory requirements for our target prospects.

• 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, with a talent for simplifying complex information.

• Excellent presentation and communication skills - demonstrated ability (e.g. speaking engagements).

• Proven focus on continuous improvement - from optimizing demo environments and workflows to refining customer playbooks and reusable content.

• Familiarity with blockchain analytics tools, crypto transaction tracing, or on-chain intelligence (Big bonus).

• Experience working in solution based roles working 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 (e.g., Python, SQL, JavaScript) for tasks such as data manipulation, API testing, or light prototyping.