Account Executive - Crypto

What you'll be doing:

• Build and maintain a qualified pipeline across crypto-native account segments. Conference presence is the primary channel. You will be on the floor at Consensus, Token2049, Permissionless, and comparable events, developing relationships that convert to pipeline.
• Run multi-threaded discovery sessions with compliance, risk, legal, and technical buyers simultaneously. Crypto deals rarely close through a single stakeholder.
• Position Sardine as a full-stack compliance and onboarding orchestration platform. You need to credibly speak to AML/TM, KYC/KYB, sanctions, and device intelligence as integrated surfaces, not add-ons.
• Structure and negotiate complex, multi-module platform deals. Work with Solutions Engineering on technical scoping, and with the GM on commercial structure, pricing, and contract terms.
• Use regulatory forcing functions including MiCA, the GENIUS Act, and BCB Resolution 520 as deal urgency where they apply. You need to understand why they matter, not just reference them.
• Feed vertical market intelligence back to the GM and product teams: competitor moves, product gap patterns, deal structure objections.
• Collaborate cross-functionally within Sardine to close deals and provide market feedback from the crypto segment.

What you’ll need:

• 5+ years of B2B SaaS sales experience with at least 2 to 3 years selling into crypto-native companies. Time in fintech without crypto-specific buyer exposure does not substitute.
• A network at the compliance, risk, and product leadership level inside crypto exchanges, custodians, wallets, or stablecoin platforms. This network is a first-round filter, not a nice-to-have.
• Working fluency in AML/TM, KYC/KYB, and sanctions as they apply to crypto. You need to hold a credible conversation with a Chief Compliance Officer or VP of Risk without SE support for the basics.
• Demonstrated ability to run multi-threaded, multi-month sales cycles with multiple internal stakeholders on both sides of the deal.
• Experience structuring and closing platform deals: multi-module, multi-year. Not transactional SaaS subscriptions.
• Willingness to travel to crypto industry conferences and client sites. Travel demand for this role is higher than a standard enterprise AE position.
• Ability to work with a GM who owns deal strategy and an SE team who supports technical scoping. Clear ownership boundary: you own pipeline and close.
• Excellent communication, negotiation, and writing skills.
• Proven ability to work across a matrixed, globally distributed organization.

Compensation:

$230k - $320k USD OTE + Equity / CA$260k - $360k OTE + Equity with tremendous upside potential + Attractive benefits

Benefits we offer:

• Generous compensation in cash and equity
• Early exercise for all options, including pre-vested
• Work from anywhere: Remote-first Culture
• Flexible paid time off and Year-end break
• Health insurance, dental, and vision coverage for employees and dependents - US and Canada specific
• 4% matching in 401k / RRSP - US and Canada specific
• MacBook Pro delivered to your door
• One-time stipend to set up a home office — desk, chair, screen, etc.
• Monthly meal stipend
• Monthly social meet-up stipend
• Annual health and wellness stipend
• Annual Learning stipend