Utila

• Investigate and troubleshoot issues reported by customers, reproducing problems and involving team members as needed. • Apply strong analytical and critical-thinking skills to diagnose and resolve complex technical challenges. • Build and maintain strong customer relationships through clear communication, professionalism, and understanding of customer needs. • Collaborate with Product, Engineering, and Customer Success teams globally to ensure smooth case handling and knowledge sharing. • Take a proactive approach to customer satisfaction by identifying concerns early and removing technical blockers. • Escalate high-priority issues to management as needed, ensuring visibility and timely resolution. • Identify opportunities to improve internal processes, documentation, and support workflows, and take ownership of driving these improvements. • Provide structured reporting and updates to give visibility into open issues and customer status.

Role Description At Utila, you’ll help build the modern, enterprise-grade platform that powers digital asset operations for more than 275 global institutions. Our technology secures $20B+ in monthly transaction volume and has protected over $200B to date, and we’re growing fast, backed by $50M in funding and a rapidly expanding customer base. We work on mission-critical systems that demand innovation, precision, and deep technical expertise. If you’re excited by complex challenges, want to work with powerful teammates, and are looking to make a real impact on the future of financial technology, you’ll feel right at home here. We’re hiring a Sales Engineer to partner with our sales team on complex deal cycles. This role sits at the intersection of product, engineering, and sales - helping prospects understand our platform, scoping integrations, and ensuring Utila’s value is clearly communicated to both business and technical stakeholders. If you’re excited by the opportunity to close deals while diving deep into technical details, we’d love to meet you. Responsibilities - Partner with sales to support the full sales cycle, with a focus on technical discovery, demos, and solution design. - Own technical sections of RFPs/RFIs and security questionnaires, ensuring responses are accurate and compelling. - Lead technical deep-dives and integration scoping sessions with prospects. - Act as a trusted advisor for technical stakeholders, translating complex requirements into clear solutions. - Collaborate with Product and Engineering to ensure feedback from prospects informs our roadmap. - Develop and deliver tailored technical presentations and product demos. - Support sales in navigating compliance, security, and operational reviews. Qualifications - 4–5+ years of experience in solutions engineering, sales engineering, or technical pre-sales, ideally in crypto, large fintech, or payments. - Strong understanding of institutional crypto infrastructure (custody, wallets, trading, payments) and blockchain fundamentals. - Ability to engage with both executives and technical teams, translating business needs into technical solutions. - Proven track record supporting complex enterprise sales cycles and helping close large deals. - Experience responding to RFPs and leading technical evaluations. - Excellent communication and presentation skills. - Comfort working in a fast-paced, remote startup environment. - Mandarin speaker - preferred. Requirements - 4–5+ years of experience in solutions engineering, sales engineering, or technical pre-sales, ideally in crypto, large fintech, or payments. - Strong understanding of institutional crypto infrastructure (custody, wallets, trading, payments) and blockchain fundamentals. - Ability to engage with both executives and technical teams, translating business needs into technical solutions. - Proven track record supporting complex enterprise sales cycles and helping close large deals. - Experience responding to RFPs and leading technical evaluations. - Excellent communication and presentation skills. - Comfort working in a fast-paced, remote startup environment. - Mandarin speaker - preferred.

Role Description This is a revenue-owning IC role within an established EMEA CS team. You’ll own a book of institutional accounts - renewals, expansions, and net-new onboarding and product adoption - and be expected to run the full commercial lifecycle: discovery, negotiation, and close. You’ll coordinate with Tel Aviv-based Product, Sales, and Finance while managing relationships with CFOs, CTOs, and COOs across the UK, Europe, the Middle East, and Africa. Responsibilities - Commercial Ownership - Run end-to-end commercial cycles: renewal, upsell, and cross-sell from initial stakeholder mapping through signed contract - Manage and forecast a regional ARR book; own churn mitigation and net revenue retention targets - Lead complex multi-stakeholder negotiations - pricing, SLAs, contract terms - with C-suite counterparts - Conduct build-vs-buy analysis conversations with technically sophisticated clients evaluating Utila against proprietary alternatives - Identify and size expansion opportunities across the portfolio; build account plans with clear revenue milestones - Strategic Account Management - Own institutional accounts (exchanges, OTC desks, funds, fintechs) from onboarding through multi-year retention - Act as a strategic business advisor to CFOs/CTOs/COOs, translating MPC wallet infrastructure into operational efficiency and competitive advantage - Drive product-led growth through feature adoption, ecosystem management - Collaborate with Tel Aviv-based Support, Product, and Engineering teams; channel EMEA client feedback to influence product roadmap Qualifications - 5+ years Customer Success/Technical Account Management in B2B SaaS or fintech; 2+ years in a senior/strategic CSM capacity - Proven commercial & sales track record (required): closed renewals and expansions with documented ARR impact; led C-suite negotiations (CFO, CTO, COO) as primary counterpart; managed complex deal cycles including competitive displacement, build-vs-buy, and multi-product expansion - Crypto-native knowledge (preferred): fluent in custody models, MPC architecture, DeFi, stablecoins, institutional wallet operations, and blockchain transaction flows. Alternatively, Fintech, Financial Services, Cyber Security companies - Technical fluency: able to engage engineering counterparts on API integration in high-level, authorization workflows, and wallet infrastructure without a solutions engineer in the room. Hands-on API proficiency is an advantage - Background at crypto-native or fintech companies strongly preferred; growth-stage team (#50–150) experience valued - EMEA regional experience: business cultures across UK/Europe/Middle East, timezone management, remote-first collaboration. Regulatory knowledge (MiCA, DORA, UAE/Saudi frameworks) a significant advantage - Based in EMEA timezone (Tel Aviv, London, Amsterdam, Dubai, or similar); ~30% travel; English fluency required (additional European languages a plus) - Self-starter and autonomous operator with an ownership mentality; exceptional communication skills across C-suite presentations, demos, and QBRs - This is not a relationship maintenance role. You’re expected to run deals, negotiate contracts, and close - just like any quota-carrying AE. If your CS experience is primarily onboarding and QBR coordination, this isn’t the right fit. Company Description We are Utila, an enterprise-grade platform that powers digital asset operations for more than 200 global institutions. Our technology secures $15B+ in monthly transaction volume and has protected over $100B to date. Backed by $50M in funding, Utila is growing fast with a rapidly expanding global customer base. We build mission-critical infrastructure for institutions operating in the digital asset space, where security, reliability, and scale are non-negotiable. Our customers include fintechs, trading firms, payment companies, and enterprises managing large-scale digital asset operations.

• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage relationships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage relationships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage relationships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

• Own Utila's enterprise sales motion across Latin America, with a focus on Central and South America, driving new business, managing strategic accounts, and consistently closing high-value deals. • Lead complex, multi-stakeholder sales cycles with C-level executives, security teams, compliance stakeholders, and technical buyers across the region. • Build and execute a regional go-to-market strategy in collaboration with Marketing and Leadership, identifying priority markets, ideal customer profiles (ICPs), and key industry verticals throughout LATAM. • Drive expansion in key strategic markets including Mexico, Brazil, Argentina, Colombia, and Chile, while identifying additional growth opportunities across the region. • Develop strong executive relationships with customers and partners, positioning Utila as a long-term strategic infrastructure provider for digital asset operations. • Work closely with Product and Product Marketing to provide market feedback, influence roadmap priorities, and refine regional messaging and positioning. • Own pipeline forecasting and revenue targets, maintaining high standards of deal qualification, CRM hygiene, and reporting accuracy.

• Own and lead Utila's strategy for engaging financial institutions across North America, defining target segments, ICPs, and priority use cases. • Drive new business directly, running complex sales cycles with banks, credit unions, broker-dealers, and other regulated institutions from initial engagement through close. • Build and execute a partnership strategy with FIs, identifying opportunities for co-development, integration, and joint go-to-market. • Develop deep relationships with key decision-makers across treasury, innovation, digital assets, and compliance functions at target institutions. • Translate FI buying cycles, procurement processes, and risk/compliance requirements into actionable go-to-market plans. • Partner with Product and Leadership to ensure Utila's roadmap and positioning align with what FIs need to adopt on-chain infrastructure. • Own pipeline forecasting and revenue targets for the FI segment, maintaining high standards of deal qualification and reporting.

• Own and scale Utila's enterprise sales motion across Europe and the Middle East — driving new business and consistently closing high-value deals • Recruit, manage, and coach a team of high-performing sales reps, setting individual and team quotas and holding the team accountable to them • Build and execute a regional GTM strategy in collaboration with BD, Partnerships, Marketing and Leadership • Partner closely with Product to share market and customer feedback, helping shape the roadmap and sharpen positioning for institutional buyers • Develop strong executive relationships with customers and partners, positioning Utila as a long-term strategic infrastructure provider • Own pipeline forecasting and revenue targets across the team, maintaining high standards of deal qualification, CRM hygiene, and reporting

• Partner with sales to support the full sales cycle, with a focus on technical discovery, demos, and solution design. • Own technical sections of RFPs/RFIs and security questionnaires, ensuring responses are accurate and compelling. • Lead technical deep-dives and integration scoping sessions with prospects. • Act as a trusted advisor for technical stakeholders, translating complex requirements into clear solutions. • Collaborate with Product and Engineering to ensure feedback from prospects informs our roadmap. • Develop and deliver tailored technical presentations and product demos. • Support sales in navigating compliance, security, and operational reviews.