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.

What you'll own:

• 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:

1. Recruiter Screen and/or Hiring Manager

2. Discovery roleplay with GTM team

3. Take home business case 

4. 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