Unit21, INC

Role Description We’re looking for an experienced Enterprise Account Executive to join our growing sales team. Unit21 provides an unparalleled level of flexibility and intelligence for fintechs and financial institutions combating fraud and money laundering. Unlike legacy vendors, our platform enables customers to adapt as risk evolves through an AI-driven risk management system built for speed, scale, and control. In this role, you’ll sell complex, AI-powered solutions to sophisticated buyers and help enterprise customers understand how modern risk technology can materially transform their operations. What You Will Be Doing - Own and run the entire enterprise sales cycle, from initial discovery through close. - Drive pipeline generation, with 20–30% self-sourced opportunities. - Sell complex, AI-powered risk solutions using a MEDDPICC sales methodology. - Partner closely with Sales Engineers to position Unit21’s AI, data, and workflow capabilities. - Leverage technical resources to run high-quality POCs, with clear success criteria tied to measurable outcomes (e.g., reduced false positives, faster investigations, improved analyst efficiency). - Educate prospects on how modern AI approaches outperform legacy, rules-only systems. - Build strong internal alignment across Product, Engineering, and Customer Success to ensure long-term customer value. Qualifications - 5+ years of enterprise experience selling complex, technical platforms (AI, data, analytics, fintech, or risk). - Demonstrated success owning and closing multi-stakeholder enterprise deals, with a history of consistently overachieving on $1M+ annual quotas. - Ability to hold credible, deep-tech conversations and translate complex AI-driven capabilities into clear, tangible business value for executive and C-level audiences. - You are an early adopter who is genuinely curious about new tools, workflows, and category-defining products. - Proven ability to build trusted, Challenger-style relationships with senior stakeholders, using structured frameworks such as MEDDPICC to manage complex, high-stakes deals. - Experience thriving in early-stage or high-growth environments where products, messaging, and markets evolve quickly. Requirements - Bonus Points: Bachelor’s degree or higher in a related field. - Experience working at early-stage or high-growth startups. - Familiarity with fraud, AML, compliance, or broader risk ecosystems. - Experience selling AI, data, or analytics platforms. - Experience using MEDDIC / MEDDPICC. Benefits - Competitive salary and pre-IPO equity. - 100% company-paid medical, dental, and vision insurance (employee). - Unlimited PTO and generous leave programs. - 401(k), learning & development stipend, and home office setup support. - Inclusive, high-ownership culture focused on impact, innovation, and growth. Company Description Unit21 is an equal opportunity employer. We encourage candidates to apply even if they do not meet every listed requirement. We are committed to building a diverse, inclusive workforce.

Role Description This is a remote position. Unit21 is the AI-powered platform that helps financial institutions, fintechs, and crypto companies detect, investigate, and resolve fraud and financial crime. Our customers use our platform to build detection rules without engineering support, deploy AI Agents that automate investigation workflows, and tap into a cross-company Consortium that surfaces bad actors across the network. We’re looking for a Solutions Engineer to join our small, high-leverage SE team. You’ll own the technical sale end-to-end — from discovery through demo, POC, and handoff — partnering with Account Executives to prove that Unit21 solves each prospect’s specific problem. This isn’t a role where you run the same generic demo on repeat. Every engagement is tailored to the customer’s pain, data landscape, and compliance requirements. Our SE team is lean and high-impact, so we operate differently than large teams. You’ll have high autonomy and leverage AI throughout your workflow — from prepping for demos and generating scoping docs to seeding prospect-specific environments via our API. The role spans the full technical sale: tailored demos, hands-on POC execution, RFP responses, and crisp written communication at every stage. If it touches the prospect’s technical evaluation, you own it. If you’re the kind of SE who goes beyond the standard playbook — someone who builds tools, improves processes, and looks for ways to make the whole team better — this is a place where that initiative is valued and visible. What You’ll Do - Own the technical sale from discovery to close. - Lead technical discovery to understand each prospect’s data landscape, current tooling, compliance pain points, and integration requirements. - Design and deliver tailored demos that map Unit21’s capabilities to their specific problems. - Walk prospects through detection rules, investigation workflows, case management, and AI Agents — showing how each capability maps to their specific use cases, from self-service rule creation to AI-driven triage and filing. - Scope and execute Proofs of Concept end-to-end — defining success criteria with the customer, ingesting their data, configuring the environment, running weekly check-ins, and presenting results against the metrics that matter to their buying committee. - Prep for demos, generate scoping documents, draft RFP responses, and seed demo environments using AI-powered tools and automation. - Handle deep-dive questions on integration patterns, data models, API capabilities, and detection logic. - Produce crisp scoping documents, follow-up emails, RFP responses, and SE-to-CS handoff docs. - Partner with AEs on deal strategy, feed product insights back to the Product team, and work with Customer Success to ensure clean handoffs. Qualifications - 3+ years in a technical customer-facing role (Solutions Engineering, Sales Engineering, or similar), ideally in B2B SaaS. - Proven success running the full technical sale — discovery, demos, POCs, and technical objection handling — in complex deal cycles. - Strong technical reasoning: comfortable with data flows, integration patterns (APIs, webhooks, batch ingestion), and scoping how a platform fits into a prospect’s technical landscape. - Actively uses AI tools to scale their work. - Excellent communication across personas — can translate a technical capability into business value for a CCO, a Head of Engineering, or a Fraud Ops lead. - Strong written communication — can produce clear, structured scoping docs, follow-ups, and RFP responses. - Familiarity with fraud, AML, or compliance workflows preferred. - Thrives in a fast-paced, small-team environment where you manage multiple deals simultaneously and operate with high autonomy. You’ll Stand Out If - You have a software engineering background — you’ve shipped production code, reviewed PRs, or built internal tooling. - You’ve built something meaningful with AI — not just used ChatGPT, but created workflows, tools, or automations that changed how you or your team works. - You have existing relationships in the fintech or financial services ecosystem. - You’ve worked with complex data models — entity graphs, transaction networks, or event-driven architectures. Compensation - Base salary range: $150,000 – $170,000 annually. - Additional Variable compensation also available. Work Location Remote - US - Remote work is limited to the following U.S. states: - CA - CO - GA - ID - IL - KS - MA - MD - MI - MN - NJ - NY - OH - OR - PA - RI - TX - WA What We Offer - Competitive salary and pre-IPO equity. - 100% company-paid medical, dental, and vision insurance (employee). - Unlimited PTO and generous leave programs. - 401(k), learning & development stipend, and home office setup support. - Inclusive, high-ownership culture focused on impact, innovation, and growth. Equal Opportunity Unit21 is an equal opportunity employer. We encourage candidates to apply even if they do not meet every listed requirement. We are committed to building a diverse, inclusive workforce.