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Salary: USD 230,000 - 320,000 / annual
Sardine is a leading agentic risk platform for fighting financial crime, offering integrated fraud prevention, compliance, and risk infrastructure. The company is building a dedicated go-to-market motion for the crypto vertical and seeks an experienced Account Executive to own new business across crypto-native segments including exchanges, wallets, custodians, on/off-ramps, stablecoin issuers, and L1/L2 ecosystems.
This is a platform displacement role targeting entrenched point solutions. You will consolidate fragmented vendor stacks onto Sardine's integrated platform spanning fraud detection, KYC/KYB, AML/transaction monitoring, sanctions screening, device intelligence, and case management. Regulatory deadlines (MiCA, GENIUS Act, BCB Resolution 520) serve as active deal catalysts.
Key responsibilities include building and maintaining a qualified pipeline across crypto-native accounts, with conference presence (Consensus, Token2049, Permissionless) as the primary channel. You will run multi-threaded discovery sessions with compliance, risk, legal, and technical buyers simultaneously, positioning Sardine as a full-stack compliance and onboarding orchestration platform. You'll structure and negotiate complex, multi-module platform deals in collaboration with Solutions Engineering and the Vertical GM, who owns deal strategy and executive relationships while you own pipeline generation, qualification, and close.
You will feed vertical market intelligence back to product and go-to-market teams regarding competitor moves, product gaps, and deal structure objections. Travel to crypto industry conferences and client sites is expected and higher than standard enterprise AE roles.
Required qualifications: 5+ years B2B SaaS sales experience with 2–3 years selling into crypto-native companies (fintech without crypto-specific exposure does not substitute). You must have a network at compliance, risk, and product leadership levels within crypto exchanges, custodians, wallets, or stablecoin platforms—this is a first-round filter. Working fluency in AML/TM, KYC/KYB, and sanctions as applied to crypto is essential; you should credibly converse with a Chief Compliance Officer or VP of Risk without SE support on fundamentals. Demonstrated ability to run multi-threaded, multi-month sales cycles with multiple internal stakeholders and to structure/close platform deals (multi-module, multi-year) is required. Excellent communication, negotiation, and writing skills, plus ability to work in a matrixed, globally distributed organization, are expected.
