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Enterprise Account Executive - MED
Contract type
Ongoing
Work mode
Remote · France, Italy
Experience
Senior · 7+ years
Job description
Enterprise Account Executive role at Chainalysis covering France and Italy, selling blockchain intelligence and compliance solutions to TradFi institutions and large Web3 enterprises. The role focuses on new business acquisition and account growth through consultative, multi-stakeholder enterprise sales.
At a glance
- Employment
- Full-time
- Work mode
- Remote · France, Italy
- Languages
- English – fluent, French – fluent, Italian – fluent
What you'll do
- Exceed sales quota by acquiring new customers and growing existing accounts across France and Italy, with a primary focus on TradFi institutions and large Web3 enterprises
- Develop and execute territory and strategic account plans reflecting 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
- Create and maintain a qualified pipeline through targeted prospecting, local industry relationships, partner collaboration, 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, meeting AML / CFT and sanctions obligations, supporting digital asset offerings, and investigating illicit activity
- Engage customers on how MiCA, the Transfer of Funds Regulation (Travel Rule), DORA, EU AML rules and French and Italian supervisory expectations affect their business needs
- Position Chainalysis as a partner for both banks building confidence in digital assets and large Web3 players meeting compliance expectations of banks, regulators and institutional counterparties
- Coordinate with the wider crypto native coverage to avoid overlap on mid-market and early-stage Web3 accounts
- Maintain accurate forecasts and clear account plans with 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 we're looking for
- 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
Apply
About Chainalysis
The blockchain data platform
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 can investigate illicit activity, manage risk exposure, and develop innovative market solutions built on the industry's most trusted blockchain intelligence.
Mission
To build trust in blockchains, blending safety and security with an unwavering commitment to growth and innovation.
Key facts
- Blockchain analytics / data platform
- World's most trusted blockchain analytics platform
- Sits at an intersection of proprietary data, regulatory relationships and crypto expertise
- AI is a new way of working at Chainalysis
What they value
- Diversity of experience and thought
- Growth and innovation
- Safety and security