About Shufti
Shufti is an AI-powered Identity Verification (IDV) and KYC/AML compliance platform trusted by 3,000+ businesses across 230+ countries. We help regulated industries onboard customers faster, prevent fraud, and stay compliant — at scale. Our product suite covers document verification, biometric checks, AML screening, ongoing monitoring, and business verification. As we accelerate growth across the EU market, we are hiring vertical-focused commercial leaders who can own a full revenue cycle from day one.
Responsibilities
•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
•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
•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
•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
Requirements
•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
•Understanding of the complex and evolving regulatory landscape governing real-money gaming, forex trading, crypto exchanges, and fintech across the EU, including:
•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
•Understanding of the age verification, KYC, AML, and responsible gambling mandates that operators must meet in every regulated EU jurisdiction
•Existing relationships within the gaming operator, forex broker, crypto exchange, and fintech ecosystem across the EU
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
Conditions
Not specified in the posting.
