Key Responsibilities 1. New Business Acquisition & Pipeline Growth Drive end-to-end sales for Elven’s crypto-fiat accounting platform, focusing on licensed institutions (OTC, payment, exchanges), asset managers, Web3 projects, and cross-border enterprises. Develop and manage a high-quality pipeline, combining ToB institutional acquisition and ToC-style product evangelism. Conduct customer needs analysis, product demonstrations, and solution design based on accounting, reconciliation, and compliance requirements. 2. Strategic Accounts & Key Client Expansion Lead “special task force” initiatives for priority accounts, coordinating product, operations, and leadership teams. Map complex financial workflows (wallet, exchange, custody, payment, business data) and guide technical integration migration plans. Contribute to RFPs, enterprise pricing, contract structuring, and negotiation. 3. Product Knowledge & Industry Expertise Maintain a deep understanding of crypto finance workflows, ERP and accounting systems, regulatory reporting, and audit requirements. Provide feedback to product teams based on institutional use cases (three-way reconciliation, valuation automation, audit trails, enterprise data structure). 4. Customer Success Collaboration Work with project managers and operations teams to ensure smooth onboarding and high retention. Identify upsell/cross-sell opportunities across transaction volume tiers, private-cloud deployment, and advanced automation features. Requirements Must-Have Degree in Accounting 5 years of total sales experience, including 3 years in B2B institutional sales, and 2 years in B2C or product-led growth environments, or 3years accounting experience in exchange/custody/otc desk/web3 payment. At least one role of experience related to accounting in exchange/custody/otc desk /payment. Proven track record in selling or familiar with SaaS, accounting systems, enterprise software, or complex solutions with long sales cycles. Strong analytical skills—able to understand financial workflows, accounting entries, reconciliation processes, and data models. Excellent communication skills in English and local language. Preferred Experience selling to or working with compliance-heavy or regulated clients (e.g., Central bank, MAS-licensed entities, financial institutions). Understanding of crypto trading, Web3 infrastructure, exchanges, wallets, DeFi, custodians, or OTC workflow. Experience with ERP/Accounting SaaS (NetSuite, Xero, SAP, Oracle, etc.). Ability to operate in fast-growth startup environments. Accounting working experience in exchange will be preferred. What We Offer Competitive compensation package with performance-based incentives. Opportunity to work with Asia’s No.1 crypto accounting software and industry-leading institutions. High-trust, product-driven culture with strong support from product, engineering, and operations teams. Clear progression path to Regional Senior Manager / Regional Key Account Lead.