Merkle Science

Sales

• Lead protocol sales in the US, accelerating Merkle Science’s momentum with top blockchain ecosystems, stablecoin issuers, and Web3 protocols.
• Build and execute a targeted sales strategy for onboarding protocols into our compliance and ecosystem monitoring suite.
• Conduct deep discovery with protocol teams to understand compliance, security, and ecosystem risk needs - then translate those into Merkle Science solutions.
• Own the end-to-end sales cycle: pipeline generation, presentations, solution design, negotiations, and closing.
• Partner closely with Marketing, Product, and Customer Success to ensure successful onboarding and long-term adoption.
• Represent Merkle Science at key industry events and protocol ecosystem gatherings, acting as a visible ambassador for our brand.
• Track all activities and forecasts in the CRM to drive accurate reporting and performance visibility.

Sales Lead – Protocols

Product Marketing

• Key objectives include establishing Merkle Science as a thought leader in the US market and enabling the sales team to meet revenue targets
• Working closely with the sales team to identify core value proposition and differentiators and creating a strategy to communicate it at scale to potential customers
• Work across multiple channels to communicate Merkle Science’s value proposition and differentiators in the competitive market.
• Create sales tools and content such as case studies, videos, website copy and blog posts
• Collaborate with cross-functional teams for market research, user testing and interviews to discover market opportunities
• Coordinate closely with product management and engineering teams to determine product roadmap and establish go-to-market strategy for products
• Establish and iterate on go-to-market strategy to reach revenue targets
• Will manage his/her own team of designers and marketers.

Product Marketing Intern

Product Manager

• Define and own the Investigations product roadmap, aligning it with market needs, company objectives, and customer feedback.
• Conduct market research and competitive analysis to inform product development and differentiation strategies for investigations and forensic analytics.
• Collaborate with engineering teams to define product requirements, prioritize features, and drive execution specific to crypto-related investigations.
• Work with customer success and sales teams to understand investigation professionals' pain points, drive adoption, and improve customer satisfaction.
• Define and track product KPIs, measuring success based on customer adoption, retention, and revenue impact.
• Develop compelling messaging and positioning that clearly articulates the value of Merkle Science's Investigations product for law enforcement and compliance professionals.
• Lead the creation of investigation-focused sales enablement materials, whitepapers, case studies, and competitive battlecards to support the go-to-market strategy.
• Partner with marketing to drive demand generation through investigation-focused content, campaigns, and events.
• Work closely with business development and sales teams to refine the product's value proposition and identify upsell opportunities for investigation-focused users.

Product Lead – Investigations

Compliance

• Develop and implement regulatory strategies to ensure compliance with global, regional, and local regulatory requirements.
• Monitor and analyze regulatory developments and trends in the blockchain and cryptocurrency sectors.
• Advise senior management on regulatory risks and opportunities.
• Build and maintain relationships with regulatory bodies, industry groups, and other stakeholders.
• Collaborate with product, legal, and engineering teams to ensure that compliance requirements are integrated into the development of products and services.
• Prepare and submit regulatory filings, reports, and documentation as required.
• Lead internal and external audits and regulatory inspections.
• Conduct regulatory risk assessments and develop mitigation strategies.
• Educate and train employees on regulatory requirements and best practices.
• Represent Merkle Science in regulatory forums, conferences, and industry events.

Director of Regulatory Affairs

Customer Success Manager

• Be the primary point of contact and build long-term relationships with clients.
• Client champion within Merkle Science who will work closely with the product team to advocate for key requirements of customers and identify new opportunities.
• Develop a trusted advisor relationship with key accounts, client stakeholders and executive sponsors.
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
• Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.
• Forecast and track key account metrics.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
• Enhance department and organization's reputation by accepting ownership for accomplishing new and different requests.
• Responsible for keeping current clients satisfied and delivering exceptional client service on a day-to-day basis.
• Monitor and analyze client’s usage of our product in order to be proactive if utilization drops.
• Responsible for working with the Sales team to onboard and integrate new clients and developing existing client relationships.
• Responsible for product adoption and in turn, client retention.
• Liaise between the client and internal teams to advocate on the clients’ behalf.

Events

• Collaborate with Account Executives to ensure alignment of event marketing strategy with account plans.
• Plan, execute, and track all aspects of Merkle Science’s event presence globally to maximize lead generation and pipeline growth.
• Define marketing objectives and metrics for events. Conduct post-event evaluations, report progress towards goals, and recommend optimization strategies. Regularly measure event impact against KPIs to inform decision-making and enhance alignment with broader business goals.
• Ensure alignment with the overall business strategy by contributing to strategic development of event marketing plans.
• Manage event marketing budgets and report regularly on budget utilization and performance. Track budget costs and proactively communicate scope changes that affect the budget.
• Act as the point of contact and workstream leader for event marketing, supporting cross-functional teams and internal leaders. Collaborate with the Sales team to identify marketing-supported needs and potential gaps.
• Ensure that all logistical information for event attendees is clearly communicated and organized, including event schedules, locations, registration details, and any additional relevant information to facilitate a seamless event experience.
• Evaluate third-party opportunities and build vendor relationships to enhance market exposure, reduce cost, and ensure quality deliverables.
• Stay informed about overall business development strategies including partner and key account plans, advocating for alignment where necessary.
• Work alongside teams, suppliers, and other contributors through effective project management and collaboration to exceptional levels of execution of all assigned deliverables – on schedule and within budget.

Event Marketing Manager

Content Manager

• Develop and execute a comprehensive content strategy aligned with Merkle Science's business goals.
• Create engaging and informative content, including blog posts, whitepapers, case studies, and other collateral, showcasing our expertise in blockchain analytics and compliance.
• Collaborate with subject matter experts and stakeholders to gather insights and technical details for content creation.
• Ensure consistency in messaging and branding across all content channels
• Build brand messaging and guidelines
• Develop and implement a strategic PR plan to enhance Merkle Science's visibility and reputation in the market
• Work closely with regulatory affairs leads and PR agency to execute campaigns
• Cultivate and maintain relationships with key media outlets, journalists, and industry influencers.
• Draft and edit press releases, media pitches, and other PR materials to communicate key announcements and milestones.
• Monitor and analyze media coverage, providing insights and recommendations for continuous improvement.
• Oversee Merkle Science's social media presence, ensuring regular and engaging content across platforms.
• Collaborate with the marketing team to amplify content through social media channels and enhance brand awareness.
• Monitor social media trends and industry conversations to identify opportunities for engagement.
• Coordinate Merkle Science's participation in industry conferences, webinars, and events to maximize brand exposure.
• Develop and manage event-related content and collateral
• Work closely with internal teams to ensure a seamless and impactful presence at events.

PR & Content Manager

Sales Development Rep

• Creating lists of potential companies and contacts that fit Merkle Science’s customer profile
• Prospecting, qualifying, and generating sales opportunities for global sales teams
• Pursuing some of the largest and most recognized brands in the crypto and blockchain space
• Representing the front line of the company's sales and marketing efforts
• Playing an important role in growing the business by starting the sales process and helping set up the sales teams for success

Sales Development Representative – Intern

Account Executive

• Lead strategic expansion into the public sector across the US, attending meetings in the DC area as needed
• Work closely with other business services support groups, including sales support and marketing personnel
• Conduct sales needs analysis with new and prospective customers, including the development of client-centric product solutions
• Design, develop, and deliver sales proposals and presentations on product benefits
• Self-generate leads by contacting prospective clients by telephone, on-site visits, networking, and attending industry events
• Maintain all sales databases necessary to report sales activity and customer information
• Attend all sales meetings and training sessions as required by management

Public Sector Account Executive – US

• Own one of our core products (crypto-forensics or crypto transaction monitoring), its roadmap and vision
• Collaborate closely with product designers and engineers to launch solutions to solve complex problems
• Coordinate with customers to understand their requirements and evolve existing products based on feedback
• Serve as the central point of contact connecting sales, marketing, and engineering teams

Senior Product Manager

• Establish Merkle Science as a thought leader in the US market
• Enable the sales team to meet revenue targets
• Identify core value proposition and differentiators
• Create a strategy to communicate at scale to potential customers
• Lead strategy for US market expansion
• Communicate value proposition and differentiators across multiple channels
• Create sales tools and content (case studies, videos, website copy, blog posts)
• Collaborate with cross-functional teams for market research, user testing, and interviews
• Coordinate with product management and engineering teams to establish go-to-market strategy
• Establish and iterate on go-to-market strategy to reach revenue targets
• Manage own team of designers and marketers

Product Marketing Manager

• Be Part of the initial team in USA and will lead strategic expansion into the US region.
• Work closely with other business services support groups, including sales support and marketing personnel
• Conduct sales needs analysis with new and prospective customers, including the development of client-centric product solutions.
• Be responsible for achieving a monthly unit quota in sales across our investigations product for State and Local law enforcement agencies and other government entities charged with investigating or prosecuting crypto-related crime.
• Design, develop, and deliver sales proposals and presentations on product benefits
• Self-generate leads by contacting prospective clients by telephone, cold call premise visits, networking, and industry events.
• Maintain all sales databases necessary to report sales activity and customer information.
• Attend all sales meetings and training sessions as required by management.