Account Executive, EMEA

Role Purpose

Account Executives are key drivers of Jumio’s growth through leading new customer acquisition. You will be responsible for identifying and progressing opportunities, managing the sales cycle, and negotiating successful contracts in order to commence long term partnerships with new enterprise customers. Helping them to eliminate identity fraud and making the digital world a safer place.

Role Value

Growing Jumio’s pipeline, revenue and market share in a rapidly expanding domain is fundamental to Jumio’s continued success. Account Executives are at the heart of the company’s global expansion and directly impact revenue, profitability and EBITDA. New customers and new revenue streams increase the value of the business and the impact we make on improving the world of online identity verification.

Responsibilities

Delivering against agreed new business sales targets, revenue and new logo customer acquisition

Selling into companies across a number of industries including Sharing Economy, Gaming, Fintech, Banking and more.

Identification and development of opportunities with successful pipeline and process management through to deal completion

Market mapping and researching prospects and their business needs and drivers - building relationships across target customers

Networking and event attendance and management

Compelling articulation of Jumio’s offerings and competitive products, pricing and proposal models

Closing deals resulting in the taking of market share from competitors

Developing contacts  through calls, emails, meetings and conferences

Asking great questions to obtain detailed information to deliver effective solution presentations to prospects

Maintaining accurate records of all sales activities for purposes of maintaining and further developing the Jumio’s sales pipeline

Developing lasting, positive and productive relationships with Jumio’s clients - securing referrals and testimonials that lead to new business opportunities

Working collaboratively with colleagues in pre-sales, marketing and account management to provide outstanding customer experience

Experience and Qualifications

A track record of building relationships across Enterprise Accounts at the C-Level - achieving sales quotas of £1.5-2M+ per year

Proven professional experience selling value-add software solutions to new logo customers

Existing knowledge of the ID verification, AML or KYC market

Excellent ability to identify and articulate value to customers through written and verbal communication

Prospecting skills and experience of prioritizing potential clients

Proven negotiation and closing skills,

Forecasting and financial planning and strategy skills

Proficiency in CRM - SFDC preferable

Great to have Experience and Qualifications

Established network of contacts in relevant industries and enterprise customers

Competitor product awareness and insight

Degree educated is preferred, not essential

Proven experience managing deal sizes ranging from £30,000 to £3M+

Comfortable with sales cycles of between 3-9 months

Experience with reseller / system integration channels in cyber security solutions / identity management solutions is advantageous

Fluency in English is crucial, additional language skills (Spanish, Italian, French, etc) of interest.

Key Characteristics and Attitudes

Ambitious and driven

Adaptable and flexible

Articulate and persuasive

High IQ and EQ

Curious and coachable

Commercially aware

Resilient and tenacious

Big picture and the detail

Example Objectives

Pipeline growth, forecast accuracy and booked revenue are the type of clear and consistent metrics that define success in the Account Executive position. Conversion ratios throughout the pipeline are also important, along with the growth of networks and contacts within Salesforce.

Jumio Values

IDEAL: Integrity, Diversity, Empowerment, Accountability, Leading Innovation

Equal Opportunities

Jumio is a collaboration of people with different ideas, strengths, interests and cultures. We welcome applications and colleagues from all backgrounds and of all statuses.

About Jumio

Jumio is a B2B technology company dedicated to eradicating online identity fraud, money laundering and other financial crimes to help make the internet safer. We leverage AI, biometrics, machine learning, liveness detection and automation to create solutions that are trusted by leading brands worldwide and respected by industry thought leaders.

Jumio is the leading provider of online identity verification, eKYC and AML solutions. With a global footprint, we’re expanding the team to meet strong client demand across a range of industries including Financial Services, Travel, Sharing Economy, Fintech, Gaming, and others.

Applicant Data Privacy

We will only use your personal information in connection with Jumio’s application, recruitment, and hiring processes, as described in Jumio’s Applicant Privacy Notice. If you have any questions or comments, please send an email to privacy@jumio.com .