Context

Dfns is a cybersecurity company that builds custody SaaS protocol for web3 apps. Think of it as a developer tool that provides secure cloud for crypto. Our mission is to bring serenity to DeFi by eliminating new blockchain risks and making crypto transactions easier, faster, more affordable, and compliant with existing regulations.

From fintechs to large banks to e-commerce sites, Dfns gives financial institutions and businesses the freedom to own and transfer crypto on a battle-designed security infrastructure. Our API is designed to offer best-in-class developer experience allowing any platform to deploy custodial wallets in a matter of days, with streamlined feature delivery and frequent security upgrades.

Founded in 2020 in Paris, Dfns is a startup incubated at Station F (awarded Future 40), accelerated by Techstars and recognized DeepTech by the French Ministry of Economy. Our company is fully remote with offices in Paris, Amsterdam, New York, London, Stockholm, Sofia, and other cities.

Job Description

You will contribute to one of the most ambitious technology projects in crypto today: building a trustless custody infrastructure for the trillion-dollar digital asset industry.

You will join an amazing team of leaders (CEO, CMO, CPO) and experts (Sales Engineer, R&D Engineers, Customer Care Manager) in a highly challenging and collaborative environment.

We are looking for a seasoned, hardworking, smart and over achieving Solutions Engineer with proven experience and a passion for selling technology solutions to senior executives and developers. You will be responsible for selling into new prospects as well as farming back into existing customers to ensure high renewal and customer satisfaction levels.

As Solutions Engineer, you’ll combine technical knowledge with sales skills. You will sell complex scientific and technological products. You must have extensive knowledge of the products’ parts and functions and you must understand the scientific processes that make these products work. The balance of your pitch depends on the level of technical knowledge and understanding you’ll need to sell the product and to answer client requests. Your clients will usually be technical staff—from engineers to CTOs—within the crypto landscape and large financial institutions.

Mission

Your primary goal will be to make record sales for the company every year. We expect you to strongly contribute to increased client acquisition rates, renewal rates, up-selling, cross-selling, customer satisfaction and overall sales team and business success.

Example of a primary metric would be ARR.

Your day-to-day projects will involve:

• Solving client problems and helping in the design of custom-made products.
• Partnering with sales executives to plan, preparing and executing on strategic deals in complex sales cycles.
• Managing all technical aspects of RFP / RFI responses.
• Collaborating with sales teams to understand client requirements and provide sales support.
• Successfully match customer pain/requirements to proposed solutions.
• Effectively communicating client needs to R&D teams for future product enhancements.
• Determining improvements by analyzing cost-benefit ratios of equipment, supplies, or service applications in customer environment and engineering or proposing changes in equipment, processes, or use of materials or services.
• Preparing pre-sales engineering reports by collecting, analyzing, and summarizing sales information and engineering and application trends.
• Soliciting and logging client feedback and evaluating the data to create new sales and marketing strategies to target customers.
• Preparing cost estimates by studying all related client documents, consulting with engineers, architects, and other colleagues.
• Collecting and documenting competitive intelligence.
• Identifying areas for improvement and communicating these issues as well as possible solutions to upper management.
• Providing training and producing support material for the sales team.
• Mastering Salesforce, Accord and other lead generation and sales automation tools.
• Supporting marketing by attending trade shows, conferences and other marketing events.
• Maintaining professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, applying for coursework, and participating in professional fairs.

Requirements

• 6+ years experience as a Solutions Engineer or similar role.
• Great business acumen (you 'have it in you') and love for the deal closing.
• Ability to forge strong, long-lasting relationships with senior executives.
• Ability to creatively explain and present complex concepts in an easy to understand manner.
• Solid technical background with understanding and/or hands-on experience in software development and web technologies.
• Excellent social skills to build relationships with clients quickly.
• Excellent analytical and problem-solving skills.
• Excellent written and verbal communication skills.
• Excellent presentation and creativity skills.
• Good leadership and team working skills.
• Willingness to travel.
• Willingness to continue your sales and engineering education.
• [Bonus] Hands-on experience and willingness to contribute to open source projects.
• [Bonus] Proven track record working on developer tools, cybersecurity software, and/or API products.
• [Bonus] Proven work experience in blockchain, DeFi and/or cybersecurity industries.
• [Bonus] Extensive knowledge about the crypto custody industry and its use cases.
• [Bonus] As much foreign languages as possible.

Benefits

• Title: Solutions Engineer
• Salary: €80-160K / year (avg base range).
• Equity: 0.1-0.3% (≈ €3.6-10.8M in case of €2B exit).
• Bonus: Peer and spot bonuses after 8 months with us.
• Location: Hybrid. You can either work in our offices, from home, or remote.
• Paid time off: No less than 30 days per year, plus national holidays.
• Employee benefits: healthcare, life insurance, retirement plan, sponsored transportation, gym cards, food, Apple devices and home office equipment, tuition fee assistance, team retreats, and more.