[Hiring] Senior Lead GTM, KYB @Sumsub

Role Description

We are looking for a Senior Lead GTM to drive the global scale, strategy, and market dominance of our KYB solution. In this role, you will act as the primary strategic and commercial authority for our KYB product ecosystem globally. You will own the overarching Go-To-Market strategy, shape high-value enterprise partnerships, and work directly with executive leadership to expand our global footprint. If you have a decade of hands-on expertise navigating complex KYB environments, regulatory frameworks, and enterprise sales, we want to hear from you.

What You Will Be Doing:

• Global GTM Leadership & Strategy: Architect, refine, and execute the end-to-end global GTM strategy for our KYB suite, expanding into new geographic markets and high-growth enterprise sectors.
• Strategic Revenue & Market Growth: Own top-line revenue growth and strategic targets. Identify untapped market opportunities, structural trends, and emerging regional demands to secure high-value enterprise accounts.
• Product & Market Positioning: Conduct deep competitive research and risk/regulatory assessments. Partner with Product and Regulatory teams to ensure our KYB solutions remain best-in-class across different regional landscapes.
• Cross-Functional Collaboration: Work as the strategic connective tissue between Sales, Product, Marketing, Legal, and Customer Success to ensure seamless execution of GTM initiatives and product adoption.
• Large-Scale Enablement & Mentorship: Design and execute enterprise-wide enablement programs (100+ team members across Sales, Pre-Sales, and Account Management) to elevate internal KYB knowledge and sales execution.

Qualifications

• Demonstrated expertise in B2B FinTech, Compliance, Identity Verification, or Risk Management, with a mandatory deep background (10+ years) specifically within KYB solutions.
• A track record of taking complex compliance/risk products from early stages to global scale, driving ARR growth.
• Thorough understanding of regional and international KYB requirements, ultimate beneficial ownership structures, corporate registries, AML directives, and competitive landscapes.
• Exceptional negotiation, communication, and matrix-management skills with a proven ability to influence internal executive teams and external enterprise buyers.
• Advanced command of sales analytics, market intelligence frameworks, and CRM ecosystems (Salesforce/HubSpot) to drive data-informed strategies.

Benefits

• Remote-first, trust-based culture.
• True flexibility in working hours.
• Your birthday is a holiday here.
• 10 personal days each year and seven sick days without paperwork.
• Extra time to enjoy Christmas and New Year.
• Work that matters, contributing to a secure and inclusive digital world.
• Fair and transparent pay, benchmarked to the market.
• Truly global work environment across continents and time zones.
• Clear goals, open feedback, and personal development plans.
• Financial bonuses for marriage and welcoming a new baby.
• Team offsites fully covered for collaboration and recharge.
• Access to the tools and hardware you need to do your work well.
• A friendly and open workplace culture.

Company Description

Sumsub is the first AI-powered trust infrastructure for compliance operations at scale. It connects identity and business verification, fraud prevention, transaction monitoring, and risk workflows, helping teams reduce manual work and enter new markets. Trusted by over 4,000 clients across various sectors, Sumsub is recognized as a Great Place To Work® in the US and rated 4.3 out of 5 on Glassdoor.