[Hiring] Senior Sales Account Executive @Shufti

Role Description

The purpose of this role is to drive net-new revenue growth across the EU region by acquiring, qualifying, and closing high-value B2B accounts within 12 months - owning the full sales cycle end-to-end as a true closer, running an allbound motion across inbound and outbound channels, and positioning Shufti as the trusted identity-verification and compliance partner for banks, fintechs, crypto exchanges, iGaming operators, and regulated businesses across the EU and wider European market.

This is a full-cycle, high-ownership commercial role within Shufti's EU division. You will be responsible for:

• Generating your own pipeline
• Closing new business
• Growing existing accounts through upsell and cross-sell
• Building strategic partnerships within the EU region

This is not a role for someone who waits for inbound leads. You will be expected to build a book of business from the ground up, leveraging your existing network, industry knowledge, and the strong compliance tailwind behind our product. You will have direct access to senior leadership, a fast decision-making environment, and a product that sells itself in regulated markets.

What You'll Own

• Pipeline Generation Business Development
  • 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
• Deal Execution — Account Executive
  • 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
• Account Expansion — Account Management
  • 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
• Partnerships
  • 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

Your Vertical

Gaming / iGaming / Forex / Crypto / Fintech — EU

You understand the complex and evolving regulatory landscape governing real-money gaming, forex trading, crypto exchanges, and fintech across the EU. You know:

• 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

Qualifications

• 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

Nice to Have

• 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