Job Opportunities in the Seedcamp Portfolio

Head of Solutions Engineering: RegTech Product

Are you passionate about technology and enjoy solving complex problems for clients? Do you have experience with financial crime (prevention…) / risk products? Are you both technically and commercially minded?

About us: We are a fast-growing Series B tech startup that helps financial institutions fight fraud and financial crime with AI, and we are expanding rapidly around the globe.

What solutions would you deliver to clients? You’d be working on our Transaction Monitoring product. In short, we look for fraudsters and criminal networks in large volumes of transactional data and try to uncover or stop them. We deliver AI and machine learning monitoring models to detect a range of risk typologies pertaining to fraud, money laundering, and terrorist financing.

Our clients are mainly banks, FinTechs, payment firms, and other financial institutions.

Whom are we looking for? A renaissance person, also known as an experienced Solutions (engineer/architect/consultant/pre-sales) expert.

We’re looking for a hands-on Solutions Engineering leader who can guide an experienced team while working directly with clients on complex opportunities. You would serve as the connecting point between our product, research team, clients, and partners. You ideally understand one/some of the following areas: financial crime, FinTech products, risk management, data science. You would become an expert on the technical and commercial details of our product.

The job, in short:

Prague based Solution Engineer leader (London possible, with caveats), specialised in our Transactions product. The Solutions team works with clients to understand their needs, demonstrate our solutions, and provide pre & post-sales support aimed at enabling our Sales team to close deals, expand business opportunities. We are the technical experts on the product and the client pain points it is solving. We are responsible for pre-sales activities, proof of value scoping and delivery, product integration, solution implementation, and solution efficacy. You would be an integral part of the team, with managerial oversight over its strategy and smooth operation. Managers at Resistant AI are all players and coaches too, you will not be a full time manager, but get your hands dirty with the same tasks.

You will excel in this role & thrive in the team if:

• You are good at multi-tasking and keeping a high level overview of multiple projects, dependencies, and connections. You don’t deliver all the work, but you know what’s going on and spot both risks & opportunities early.
• You are able to spot patterns in granular detail as well as in high-level visions, and deduce findings for our solution.
• You are both technically and commercially minded. You deliver technical excellence anchored to an accurate understanding of client value.
• You will be a close partner to both technical product teams and the sales organisation, ensuring the Solutions team advances the company’s commercial goals.
• You are happy to take executive decisions and managerial responsibility, but also get your hands dirty with the same tasks the team is performing.
• You approach problems methodically, positively, and as opportunities for improvements. You look for data first, but do not get stuck in fact finding forever. You take calculated risk.
• You are a confident but humble communicator able to articulate complex detail succinctly (both publicly and internally).
• You don’t need a task list, your experience means you understand what needs to be done.
• You are confident in your knowledge while also aware of the gaps in it, and you’re eager to keep learning.
• You are energised by the “mission” to catch criminals and prevent fraud.
• You have a healthy sense of humour and positivity, and are determined to have fun while working on hard problems.

Key Responsibilities:

Own the pre-sales Solutions Engineering:

• Understand who buys the Transactions product and why. Ensure the team is able to identify and articulate that clearly.
• Ensure each qualified deal is covered by a Solutions Engineer from the team.
• Define, automate, and streamline the pre-sales process, finding opportunities for lower cost of acquisition (across pilots, RFIs, RFPs, etc.)
• Support strategic deals and existing clients with technical level expertise.
• Provide exec level updates to the management team on qualified pipeline deals and your view on their progress.
• Produce thought leadership, participate at events.

Oversee post-sales technical excellence:

• Ensure the quickest time-to-value for clients post-contract (integration, implementation).
• Oversee that we continue to define the value in line with client preferences: solution evaluation and reporting.
• Continuously spot opportunities for improved client value, including evolution of the product but also upsells.
• Take lessons learned from existing clients and translate them into better pre-sales processes.

Own Solutions strategy:

• Align and manage internal stakeholders across Product, Sales, and Customer Success teams and ensure the ecosystem is working.
• Define how we sell the product, how we measure and represent its value, and
• Represent the team at the management level.

Management of the team:

• Ensure the team’s success by enabling and empowering the team members to deliver their best work.
• Delegate in an effective way, balancing client needs with the team’s growth opportunities.
• Manage timelines and capacity.
• Set hiring strategy in line with capacity and skills required by business targets and client profiles.
• Provide managerial support to the team-members (growth, compensation, pastoral care).

Loop back to the shape & strategy of the Product:

• Work with the Product Manager and Head of Product on the roadmap priorities and new product developments. Your input is focused on where clients find value.
• Work with the marketing & product marketing teams on the collateral materials and activities to boost the deal pipeline and general company growth.
• Collaborate with engineering teams to ensure proposed solutions align with client requirements and that the solution is evolving together with the regulatory, business, and risk landscapes.

Ideal experience:

• At least 3 years in a client-facing, technical role within pre-sales, consulting, or a similar field. Equivalent in-house roles are also welcome.
• The ability to explain technical solutions in terms of client and commercial value.
• Subject matter expertise in AML and/or Fraud management at a financial institution or vendor.
• Experience in Tech, SaaS, or IT is a plus. You can also come from the compliance side, but must demonstrate compelling sales acumen.
• Network and contacts from local and global financial institutions, compliance teams, and the overall industry are a big plus.

And what can we offer you?

• Company Options as a part of compensation
• 5 weeks of vacation + sick days
• Working and developing yourself alongside some of the top professionals in the field with more than 20y of experience in developing artificial intelligence
• A culture that values individual intellect as much as teamwork
• A rapidly growing scale up
• Flexible working hours and home office
• Modern working environment in the center of London / Prague
• International team and clients
• Occasional work travel around the globe to visit your clients & events
• Budget to obtain or keep your industry qualifications
• State-of-the-art coffee making facilities (we can do tea too)
• Offsite & onsite team events and sports activities on a regular basis

Got you interested? Send us your CV and let's find out together! We will be happy to chat with you.

Please note: If you haven't heard from us within 14 days of submitting your application, please consider that we have decided not to move forward with your application at this time.

Thank you for your understanding and interest in Resistant AI!