Sales Engineer (Banking)

• The Sales Engineer, Banking is a technically credible, commercially aware member of the EMEA SE team, responsible for the full technical sales cycle across banking opportunities in Western and Central Europe
• This is not a generalist SE role. You will be expected to engage deeply with treasury operations leads, custody technologists, CISOs, and risk committees inside Tier 1 and Tier 2 banks
• You will need to understand how institutional banking technology works — core banking platforms, custody and settlement infrastructure, ISO 20022 and SWIFT messaging, and post-trade workflows — and be able to position Fireblocks clearly within that context
• You will work closely with Banking-aligned Sales Directors across your region, taking primary responsibility for technical qualification, PoC delivery, RFP responses, and solution design from first engagement through to onboarding handoff
• Lead technical qualification for banking opportunities, distinguishing genuine digital asset programmes from exploratory noise
• Deliver tailored product demonstrations to technical and executive audiences across custody, settlement, treasury, and compliance use cases
• Scope, design, and deliver Proofs of Concept in bank environments — including navigating infosec review, sandbox provisioning, and API integration testing
• Produce and own RFP, RFI, and DDQ responses for banking prospects, maintaining accuracy against Fireblocks’ external security and compliance attestations
• Present Fireblocks’ security architecture to CISOs, CROs, risk committees, and product and business line leads with appropriate institutional credibility
• Translate institutional banking requirements — custody flows, settlement logic, treasury management, regulatory reporting — into Fireblocks solution architectures
• Engage directly with bank technology teams on API integration patterns, core banking middleware, and operational workflow design
• Co-develop technical account plans with Sales Directors, identifying the path from initial engagement to production deployment
• Contribute to deal strategy on competitive situations, particularly against technology-first custody competitors
• Act as the voice of the banking client in internal product and roadmap discussions
• Contribute reusable technical content — solution briefs, reference architectures, PoC templates — that scale across the Banking vertical
• Support onboarding handoff to Professional Services, ensuring continuity from sales into delivery
• Participate in the EMEA SE enablement programme, contributing to banking-specific sessions and peer knowledge transfer

Benefits

• Flexible vacation policy

• Demonstrable track record of scoping and delivering PoCs or technical pilots in bank environments
• Direct experience managing complex, multi-stakeholder enterprise sales cycles in regulated financial institutions
• 3–8 years in a pre-sales, solutions engineering, or technical consulting role, selling into or supporting Tier 1 or Tier 2 banks, financial market infrastructure, or capital markets firms
• Experience authoring RFP/RFI responses and engaging with bank procurement, legal, and infosec processes
• Exposure to digital asset, tokenisation, or blockchain initiatives whether from a technology vendor, infrastructure provider, or within a bank’s innovation function
• Awareness of MiCA, DORA, or equivalent EMEA regulatory requirements as they affect digital asset operations in banks
• Understanding of cryptographic key management concepts, hardware security modules, or MPC/TSS architecture (formal training provided)
• Comfort with API-led integration patterns; able to engage credibly in technical discussions with bank engineering and middleware teams
• Familiarity with financial messaging standards: ISO 20022, SWIFT MT/MX, or equivalent settlement and payment protocols
• Working understanding of institutional banking architecture: core banking platforms (Temenos, Finastra, Murex, Calypso or similar), custody infrastructure, or post-trade settlement systems
• Structured, precise communicator: able to write clearly, present confidently, and adapt register for technical and non-technical audiences
• A European language an advantage
• Self-directed and organised, capable of running multiple active opportunities simultaneously without close supervision
• Credible with senior institutional stakeholders CISO, CTO, Head of Digital Assets, treasury operations leads, and product and business line owners — not only with technical teams
• Commercially aware: understands deal economics, qualification discipline, and what constitutes productive SE engagement