ROLE SNAPSHOT Focus: Enterprise software sales — new client acquisition + revenue expansion within existing accounts Location: Lausanne or Zurich (Switzerland), ~40–50% travel across Europe, Middle East, and Asia Reports to: Head of Sales Europe Team: Pre‑sales engineering and marketing support from day one Package: Competitive base + performance‑based variable compensation What This Role Is (and What It Is Not) This is a platform sales role. You will sell a technology product — a structured products software platform — into complex institutional environments with 6–12 month sales cycles, multiple stakeholders, and formal procurement processes. Your day‑to‑day is running structured deal processes: qualification, discovery, demo orchestration with pre‑sales, POC/pilot management, business case building, procurement navigation, and contract negotiation. This is not a relationship management, advisory, or brokerage role. We are not looking for someone whose primary asset is a contact list. We need someone who knows how to run a repeatable enterprise sales process and close software deals. WHY THIS ROLE EXISTS Elus is a structured products technology platform used by capital markets participants (issuers, distributors, structured products desks) to automate pricing, lifecycle management, and issuance workflows. The platform is live with institutional clients in Europe and Asia. The product is proven, reference clients are in place, and the market is moving toward technology‑driven issuance. We need a sales professional to build a qualified pipeline, convert prospects into signed contracts, and expand ARR within the existing client base. What You Will Do In your first 12 months: Own the full sales cycle from outbound prospecting to signed contract for a complex enterprise platform (typical deal size CHF/EUR 300K–800K+ ARR) Build and maintain a qualified pipeline using a structured methodology (MEDDIC, SPIN, Challenger, or equivalent) — we expect rigour, not improvisation Run discovery workshops and coordinate product demonstrations with the pre‑sales team Manage POC/pilot processes end‑to‑end: scoping, success criteria, stakeholder alignment, conversion to production Develop expansion plans for existing Elus accounts: identify upsell opportunities, drive NRR growth, and increase platform adoption Navigate multi‑stakeholder decision processes involving front office (structuring, trading), IT, procurement, compliance, and C‑level sponsors Build and execute a go‑to‑market playbook for structured products technology, in collaboration with marketing and product Represent Elus at industry events (Money 20/20, SRP Conference, EQDerivatives) and generate pipeline from them Maintain CRM discipline: accurate pipeline data, stage progression, forecasting, win/loss analysis Qualifications WHO YOU ARE Non‑negotiable: You have personally closed enterprise SaaS/platform deals (CHF/EUR 300K+ ARR) into banks, asset managers, or capital markets institutions — not as a team, not as support, but as the deal owner You have experience selling technology products with 6–12 month sales cycles involving procurement, IT security, legal, and multiple business sponsors You operate with a structured sales methodology and can articulate your deal qualification process in a concrete way You can run a product demo or at minimum lead a demo with pre‑sales — you understand the product you sell at a functional level You are fluent in English; French and/or German is a strong plus for the Swiss and European client base Strong differentiators: Experience selling into capital markets specifically (structured products, derivatives, trading technology) Ability to hold credible technical conversations with front‑office professionals (structurers, traders) without being one Track record of managing POC‑to‑production conversion in complex institutional environments Experience in scale‑up environments where you built or refined sales processes, not just inherited them WHERE YOU MIGHT COME FROM We are background‑agnostic as long as the enterprise software sales track record is real and verifiable. Profiles we find relevant: Enterprise sales professionals from capital markets technology vendors: Murex, Calypso/Adenza, Bloomberg, Refinitiv/LSEG, SIX, FIS, Numerix, Leonteq, or similar SaaS/platform sellers from fintech companies with institutional banking clients Sales leaders from trading platforms, pricing engines, risk systems, or post‑trade technology providers #J-18808-Ljbffr
