Enterprise Account Executive

About Castellum.

AI:

Castellum.

AI is an AI layer for compliance infrastructure. We provide intelligence data, AI-driven screening across Sanction, PEPs, and Adverse Media, and AI Agents to resolve alerts. Our customers have seen results like reducing their false positive rate by 94% via our screening engine and reducing the amount of time analysts spend on alerts by 80% by using our AI Agents. Our customers include top global banks, Fortune 50s, top payments companies, digital assets companies and multiple governments and we're scaling quickly to meet demand.

• Run full-cycle enterprise sales into banks, wealth managers, broker dealers, and fintechs accounts using MEDDPICC and command of the message framework.
• Multi-thread the buying committee: identify and build relationships with Champions, Economic Buyer, Evaluators, coordinate through IT/Security, Model Risk Management, Legal, and Implementation stakeholders.
• Run deep value driven discovery that surfaces a prospect's specific pain points and metrics, then turn them into a quantified executive business case and ROI model.
• Own the Proof of Value phase: align on testing parameters, building success criteria, and mutual action plans with business and technical stakeholders.
• Keep a strong hygiene of activities and forecast accurately in our CRM

• 6-10 years full-cycle enterprise SaaS sales experience, with a track record of closing $200K+ ACV deals, exceeding $1M net new business quota in the AML/KYC, sanctions, and /or data software industry.
• Experience being a top performer selling into regulated industries — banking, credit unions, and fintech.
• Demonstrated strong qualification standards and value based sales methodology (MEDDPICC, Command of the Message, or similar) with real deal examples, including running or coordinating a formal proof-of-concept or technical validation phase.
• Strong executive presence and business acumen — able to build and defend a quantified ROI narrative in front of a VP or C-level buyer.

• Direct experience selling sanctions or payment screening, or other compliance/Reg Tech software — bonus if you've sold Bridger, Fircosoft, Actimize, World check, DJRC or a comparable platform.
• Existing relationships or credibility with the BSA/AML compliance officer community.
• Working familiarity with how financial institutions talk about regulatory expectations for AI (e.g., FinCEN's guidance shift from SR 11-7 to SR 26-2).
• Experience selling and working in a high growth startup environment

• First 30 days:
  Complete onboarding, the AML/KYC compliance domain, and MEDDPICC/Hub Spot process; start building pipeline; shadow calls.
• First 90 days:
  Own and actively progress a full pipeline against quota-consistent coverage; run Discovery independently; progress deals forward.
• First 6-12 months:
  Consistently attaining quota; multiple closed-won deals; recognized as a credible voice on regulatory pain points internally and with prospects.

• Genuinely excited about fighting financial crime
• Competitive in nature and a top performer
• Excited to talk to customers, prospects, and build authentic relationships
• Highly motivated, self-directed and enjoy solving challenging problems
• A team player, comfortable with receiving and quickly acting on feedback
• Able to thrive at a startup (fast pace, high uncertainty, expected to contribute immediately)

We want to set you up to succeed and try to keep our processes as quick, transparent, and efficient as possible. A full interview cycle  consists of:

• Unlimited PTO
• Remote-first workplace
• Paid parental leave
• Health insurance (medical, dental, vision)
• 401(k)
• Stipends:
  • One-time: $350 home office setup
  • Monthly:
    • $350 coworking
    • $100 phone
    • $100 home internet
    • Childcare or petcare when attending work events
  • Annual: up to $5,000 professional development