Enterprise Account Executive - MED

Enterprise Account Executive, TradFi & Web3 Enterprise, MED (France & Italy) Our Account Executives help organisations adopt digital assets with confidence by connecting their business needs to Chainalysis's blockchain intelligence solutions. They build trusted customer relationships, develop new business, and grow existing accounts through a consultative sales approach. We are looking for an Enterprise Account Executive to cover France, Italy and Malta within our SEMEA team. Your primary focus will be two segments: traditional finance (TradFi), including retail, commercial, private and investment banks, payment and e-money institutions, and asset managers that are launching, supporting or exposed to digital asset activity; and the largest Web3 players, including major exchanges, brokers, custodians, stablecoin issuers and digital asset infrastructure providers operating at scale in France and Italy. You will own your territory strategy, navigate complex and highly regulated sales cycles, and engage stakeholders across compliance, financial crime, risk, security, procurement, digital assets and executive leadership, from bank CCOs to the compliance and security leaders of large crypto platforms. We measure success through quota attainment, new customer acquisition, and account growth across France and Italy. In this role, you'll • Exceed your 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 that reflect 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, in both TradFi and large Web3 organisations. • Create and maintain a qualified pipeline through targeted prospecting, local industry relationships, partner collaboration (consultancies, advisory firms, technology partners), 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 and their customers, meeting AML / CFT and sanctions obligations, supporting the safe launch and scaling of digital asset offerings, and investigating illicit activity. • Engage customers on how MiCA, the Transfer of Funds Regulation (Travel Rule), DORA, EU AML rules and evolving French and Italian supervisory expectations affect their business needs, working with Chainalysis specialists where appropriate. • Position Chainalysis as a partner for both worlds: help banks build confidence in digital assets, and help large Web3 players meet the 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 consistent 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. We're looking for candidates who have • 7+ years of B2B enterprise software or SaaS sales experience, including significant experience selling to banks or other regulated financial institutions (AML / fina