- 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
Must-have:- 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.
Nice-to-have:- Direct experience selling sanctions or payment screening, or other compliance/RegTech software - bonus if you've sold Bridger, Fircosoft, Actimize, Worldcheck, 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
What success looks like:- First 30 days: Complete onboarding, the AML/KYC compliance domain, and MEDDPICC/HubSpot 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.
Apply if you are:- 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)
A straightforward hiring process: 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 at Castellum.AI consists of:
- Recruiter Screen and/or Hiring Manager
- Discovery roleplay with GTM team
- Take home business case
- Leadership Panel
Perks and Benefits (Full-time Employees):- 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
