Sales Engineer, Banking

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Fireblocks is hiring a Sales Engineer, Banking in EMEA to own the technical qualification, PoC delivery, and solution design across Western and Central Europe banking opportunities; this is a specialized pre-sales role that engages treasury operations leads, custody technologists, CISOs, and risk committees at Tier 1 and Tier 2 banks from first engagement through onboarding, with deep knowledge of core banking platforms, settlement, ISO 20022 and SWIFT messaging, and post-trade workflows. Responsibilities include tailored demonstrations, PoCs in bank environments, and RFP/RFI responses while collaborating with Banking Sales Directors on account plans and deal strategy. Ideal candidates have 3-8 years in pre-sales for regulated banks, proven PoC delivery, RFP experience, and familiarity with digital asset initiatives; emphasize API integration, security architecture, regulatory awareness (MiCA, DORA), and the ability to translate complex bank requirements into Fireblocks solutions. Base salary estimate for Germany is €80,000-€110,000; onsite in Berlin.

About the Role

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.

What You'll Do

Technical Pre-Sales

• 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

Solution Design & Client Engagement

• 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

Cross-Functional Contribution

• 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

What You'll Bring

• 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
• Direct experience managing complex, multi-stakeholder enterprise sales cycles in regulated financial institutions
• Demonstrable track record of scoping and delivering PoCs or technical pilots in bank environments
• 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

Technical Knowledge

• Working understanding of institutional banking architecture: core banking platforms (Temenos, Finastra, Murex, Calypso or similar), custody infrastructure, or post-trade settlement systems
• Familiarity with financial messaging standards: ISO 20022, SWIFT MT/MX, or equivalent settlement and payment protocols
• Comfort with API-led integration patterns; able to engage credibly in technical discussions with bank engineering and middleware teams
• Understanding of cryptographic key management concepts, hardware security modules, or MPC/TSS architecture (formal training provided)
• Awareness of MiCA, DORA, or equivalent EMEA regulatory requirements as they affect digital asset operations in banks

Skills & Attributes

• 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
• Structured, precise communicator: able to write clearly, present confidently, and adapt register for technical and non-technical audiences
• Commercially aware: understands deal economics, qualification discipline, and what constitutes productive SE engagement
• Self-directed and organised, capable of running multiple active opportunities simultaneously without close supervision
• A European language an advantage  

For employees hired to work from the EU, Fireblocks is required by law to include a reasonable estimate of the compensation range for this role. This range is specific to Germany and takes into consideration a wide range of factors that are reviewed when making a hiring decision, such as years of experience, skills, and other business needs. It is not typical for a candidate to be hired at or near the top of the pay range and each compensation decision is dependent on each individual case. A reasonable base salary range estimate for this position is €80,000 – €110,000. The base salary is one component of the total compensation package, which for some roles may include a target bonus, a very competitive equity grant, and very generous benefits.
While we believe competitive compensation is a critical aspect of your decision to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something transformational here, and we hope you are as excited about the future as we are.