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 
• Experience selling into regulated industries (financial services, fintech, digital identity, AML/KYC, fraud, compliance, or risk organizations)
• 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.