Account Executive, EMEA in London

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

Responsibilities

• Deliver against agreed new business sales targets, revenue, and new logo customer acquisition.
• Selling into companies across a number of industries including the sharing economy, gaming, fintech, banking, and more.
• Identify and develop opportunities with a 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.
• Compellingly articulate Jumio's offerings, competitive products, pricing, and proposal models.
• Close deals resulting in gaining market share from competitors.
• Develop contacts through calls, emails, meetings, and conferences.
• Ask great questions to obtain detailed information to deliver effective solution presentations to prospects.
• Maintain accurate records of all sales activities for purposes of maintaining and further developing Jumio's sales pipeline.
• Develop lasting, positive, and productive relationships with Jumio's clients – securing referrals and testimonials that lead to new business opportunities.
• Work collaboratively with colleagues in pre‐sales, marketing, and account management to provide an 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 prioritising 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 between 3‐9 months.
• Experience with reseller or system integration channels in cyber‐security solutions or 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 detail oriented.

Example Objectives

• Pipeline growth, forecast accuracy and booked revenue are 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.

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.