Americas Account Executive - Central

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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 within the Jumio Advanced Technologies line of business, managing the sales cycle, and negotiating successful contracts in order to commence long term partnerships with new enterprise customers.
Account Executives help clients with leading KYB, KYC and compliance services, paired with proprietary anti-fraud technology, data science as well as Anti-Money Laundering Technology. Leveraging our proprietary real-time AML & anti-fraud solutions, paired with thousands of aggregated global data points and hundreds of global KYC & KYB Data sources, we help clients fight fraud & financial crime, simplify operations and easily manage risk & regulatory obligations.
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, KYC, KYB, Risk, Compliance, Fraud and AML.
Responsibilities:
  • Delivering against agreed new business sales targets, revenue and new logo customer acquisition
  • Selling into companies across a number of industries including Banking, Fintech, Payments, Crypto, Gaming 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
  • Deal qualification and discovery to extract detailed information - pain points, drivers, decision process and criteria - to deliver value add and 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 minimum of 5-8 years Enterprise Sales experience
  • A history of achieving sales quotas of $1.5-2M+ per year
  • A track record of building relationships across Enterprise Accounts at the C-Level
  • Ability to coordinate both transactional and enterprise deals, with clear structure and process
  • Proven professional experience selling value-add SaaS/ Software solutions to new logo customers
  • Proven professional experience selling value-add Market Data to new logo customers
  • Thorough understanding of a Solutions Selling sales methodology
  • Experience leading in a Team Selling environment having collaborated with technical teams/ pre sales teams/ account management etc to provide tailored solutions to clients
  • Excellent ability to identify and articulate value to customers through written and verbal communication
  • Proven ability to run an efficient sales methodology - qualification, discovery, opportunity management, account mapping & stakeholder engagement, negotiation as well as strong Closing acumen securing business
  • Prospecting skills, pipeline generation and experience of prioritizing potential clients is essential
  • Forecasting and financial planning and strategy skills
  • Proficiency in CRM - SFDC preferable
  • Ideal candidates will have a solid understanding of AML, compliance and risk management in the Banking / Fintech space

Great to have Experience and Qualifications:
  • Existing knowledge of the AML, ID Verification, Fraud, Risk, Compliance or KYC/ KYB markets
  • Proven experience managing deal sizes ranging from $30,000 to $3M+
  • Comfortable with sales cycles of between 3-9 months
  • Experience with tools such as RFPIo, Linkedin Navigator, Lead IQ, Outreach a plus
  • Channel experience with reseller / system integration partners in AML/KYC, identity management and cyber security solutions solutions is advantageous
  • Fluency in English is crucial, additional language skills of interest.
  • Established network of contacts in relevant industries and enterprise customers, specifically Financial Services
  • Competitor product awareness and insight
  • Degree educated is preferred, not essential

Key Characteristics and Attitudes:
In a recent global survey these attributes were valued by Jumios in all locations and functions - we firmly believe in hiring for attitude as well as skill.
  • Friendly and supportive
  • Adaptable and flexible
  • Articulate and persuasive
  • High IQ and EQ
  • Curious and coachable
  • Commercially Aware
  • Resilient and tenacious
  • Big picture and the detail

Jumio Values:
IDEAL: Integrity, Diversity, Empowerment, Accountability, Leading Innovation
@Work:
Jumio's Palo Alto office is in the heart of Silicon Valley. It's our Global HQ, a vibrant environment with a mix of Executives, Sales, Marketing, Product, Finance, Legal, Security and People & Culture team members. With regular socials, free snacks, attractive benefits, Jumio HQ has a driven, but fun culture.
Company:
Jumio is the future for digital identity. We are the largest and fastest growing company in the IDV and AML space. With a global footprint, we're expanding the team to meet strong client demand across a range of industries including Financial Services, Fintech, Insurance, Telco, Gaming, Sharing Economy, Travel and others.
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.
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Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SpringFrameworks
    • TensorFlowFrameworks
    • Google CloudFrameworks
    • MongoDBDatabases
    • Neo4jDatabases
    • DocuSignCRM
    • LinkedIn SalesNavigatorCRM
    • OutreachCRM
    • SalesforceCRM
    • LeadIQCRM
    • Decisions on DemandCRM
    • LevelJump (Learning Management System)CRM

An Insider's view of Jumio

What’s the vibe like in the office?

As soon as I stepped in the doors of the Jumio office, I knew the company was one of a kind. You could sense that not only were people working hard but they also enjoyed being around one another and had some fun too!

Elizabeth

Marketing Manager, Americas

What does your typical day look like?

I develop Machine Learning & Computer Vision approaches to solve business problems like helping to detect fraud or to anonymize our data. This involves different things like data processing, reading academic publications to keep up to date with state of the art ideas and coming up with new ideas after doing research into the latest developments.

Pei-I

Machine Learning Engineer

What are some things you learned at the company?

I’d never previously worked on products that see such high usage. This inevitably changes the way you work: you have to find a way to remain innovative and daring while keeping things on an even keel in production.

Mark

Web Development Team Lead

What is your vision for the company?

My vision for the company is that Jumio is known as an industry-leading company with a best-in-class team, where people feel valued and connected to meaningful work.

Megan

VP of People & Culture

How has your career grown since starting at the company?

Initially I worked as Software Quality Engineer in the first years at Jumio but then got the opportunity to join the Product Management team. This was a really great career opportunity and I did not expect my fast move forward from a shared PM/QA position to full time PM for the mobile SDK to my current responsiblity of Biometrics.

Lukas

Product Manager, Biometrics

What are Jumio Perks + Benefits

Jumio Benefits Overview

Flexible Working Environment
Jumio is founded on the principle of trust, and that includes our work environment. We empower our employees to work from one of our modern offices or work remotely, depending on what makes sense for your role and individual needs. As a global company, we all work as one Jumio, regardless of location.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Jumio's Flexible Spending Account (FSA) helps employees cover out-of-pocket medical expenses with pre-tax contributions of up to $2,750 annually.
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Adoption Assistance
Magellan EAP
Company sponsored family events
Vacation & Time Off Benefits
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Pet Friendly
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Paid industry certifications

Additional Perks + Benefits

Additionally to the Health Insurance & Wellness Benefits we mentioned so far, we offer a Pet Insurance Plan for those with furry friends. Not only is our employee's phsyical health important but also their mental health - this is why we offer a free subscription to Headspace for all employees globally.
The office in Palo Alto also has a dedicated Mother's Room / Wellness Room for nursing mothers and when open, as a wellness room as needed. There is also a free gym inside the building as well as moderated HIIT training classes.

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