Sales account executive in identity verification

Shufti is an AI-powered Identity Verification (IDV) and KYC/AML compliance platform trusted by 3,000+ businesses across 230+ countries. We help regulated industries onboard customers faster, prevent fraud, and stay compliant — at scale. Our product suite covers document verification, biometric checks, AML screening, ongoing monitoring, and business verification. As we accelerate growth across the EU market, we are hiring vertical-focused commercial leaders who can own a full revenue cycle from day one.

• Build and execute a structured outbound strategy targeting your vertical's key decision-makers across the EU
• Engage Compliance Officers, CTOs, VPs of Product, Risk, and Fraud leads at target accounts
• Leverage LinkedIn Sales Navigator, industry events, webinars, trade bodies, and referral networks
• Maintain a healthy pipeline of 4–5x quota coverage at all times
• Collaborate with Marketing on ABM campaigns, vertical-specific messaging, and content initiatives
• Represent Shufti at vertical trade conferences, panels, and networking events across the EU
• Run full sales cycles: discovery, solution design, demo, proposal, negotiation, and close
• Navigate multi-stakeholder deals involving Legal, Compliance, IT, and Procurement teams
• Clearly articulate the regulatory and business case for IDV adoption in your vertical, with specific reference to EU regulatory frameworks
• Accurately forecast deal progression and commit in HubSpot CRM
• Drive deal velocity — push opportunities forward without burning relationships
• Achieve and exceed quarterly new ARR targets
• Manage and grow a portfolio of existing Shufti customers within your vertical across the EU
• Conduct regular Business Reviews, identify expansion opportunities across volume tiers and new product lines (AML screening, ongoing monitoring, business verification)
• Reduce churn risk through proactive engagement, success planning, and escalation management
• Drive Net Revenue Retention (NRR) targets alongside new ARR contributions
• Serve as the primary point of escalation for strategic accounts
• Identify and develop strategic partnership opportunities: system integrators, compliance platforms, digital banking infrastructure providers, and industry associations across the EU
• Build and manage a pipeline of partner-sourced leads and co-sell opportunities
• Structure referral and co-sell agreements in collaboration with leadership
• Represent Shufti's partner value proposition at relevant industry events and forums in the region

• 6–10+ years of B2B SaaS sales experience, with at least 3–5 years selling into your target vertical (gaming, iGaming, forex, crypto, or fintech)
• Demonstrated track record of self-sourcing pipeline — not reliant on SDR or BDR support
• Experience closing deals in the €30K–€250K ARR range with 1–4 month sales cycles
• Strong understanding of KYC, AML, identity verification, or compliance technology
• Existing network within your vertical's compliance, product, or risk decision-making community in the EU region
• Proficient in HubSpot CRM — you log everything, forecast accurately, and maintain pipeline hygiene
• EU-based, with ability to travel to industry events and client meetings across the region (20–30%)
• Excellent communicator — able to simplify complex compliance concepts for business buyers
• Self-directed, commercially hungry, and comfortable operating in a scaling environment
• Knowledge of EU regulatory frameworks including GDPR, AMLD5/6, MiCA, PSD2, and national data protection laws
• Demonstrated ability to leverage AI-powered sales tools and automation to accelerate prospecting, qualification, deal progression, and overall sales efficiency
• Fluent in English (required); additional EU languages (German, French, Spanish, Italian, Dutch) highly desirable
• You understand the complex and evolving regulatory landscape governing real-money gaming, forex trading, crypto exchanges, and fintech across the EU.
• The EU regulatory environment: GDPR, AMLD5/AMLD6, MiCA (Markets in Crypto-Assets), PSD2, EBA guidelines, and national implementations across key markets (Germany, France, Netherlands, Spain, Italy, Nordics)
• The state of iGaming in the EU: highly regulated markets including Malta, UK, Germany, Sweden, Netherlands, Spain, Italy, and France — with strict age verification, KYC, AML, and responsible gambling mandates
• The forex and crypto landscape: MiCA implementation, VASP registration requirements, national crypto frameworks (Germany's BaFin, France's AMF, Netherlands' DNB), and the EU's evolving stance on DeFi and stablecoins
• You understand the age verification, KYC, AML, and responsible gambling mandates that operators must meet in every regulated EU jurisdiction
• You have existing relationships within the gaming operator, forex broker, crypto exchange, and fintech ecosystem across the EU
• Будет плюсом: Prior experience at an IDV, fraud, KYC/AML, or RegTech company; CAMS certification or compliance-adjacent education; Experience structuring and closing partnership agreements; Prior experience at a startup or scale-up (Series A–C stage); Existing relationships within EU gaming, fintech, or crypto trade bodies; Knowledge of additional EU languages (German, French, Spanish, Italian, Dutch, Nordic languages); Experience with age verification, responsible gambling tools, or geolocation vendors; Understanding of data sovereignty and local hosting requirements in EU countries; Knowledge of GDPR compliance and data protection requirements for IDV/AML solutions; Experience selling into DACH, Benelux, Nordics, or Southern Europe markets

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