Regional Sales Director, West (Remote)

+80 more | Remote
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Role Purpose:
The Regional Sales Director, West is the key driver 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. The RSD is at the heart of the company's global expansion and directly impacts 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:
  • Leading, managing and developing a high calibre team of Account Executives
  • 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 $1-2M+ per year
  • Experience of developing an emerging market
  • Experience managing and developing a team achieving $10M+ new business revenue per year
  • Substantial professional experience selling value-add software solutions to new logo customers
  • 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 regional enterprise customers
  • Existing knowledge of the ID verification, AML or KYC market
  • 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

Example Objectives:
Pipeline, Revenue and Forecast Accuracy are all important measures for this key commercial position. We also encourage everyone at Jumio to identify and implement new ways of measuring value and impact - for example, increasing average deal size and reducing average sales cycles are both valuable contributions this role can make.
@Work:
Palo Alto is Jumio's corporate HQ so has a wide range of roles and big personalities in place. It's all Head Office functions plus a strong Sales and Marketing contingent. It's where decisions get made and stuff gets done. No-one takes themselves too seriously and there's an active social side. This role can be based remotely in the US West region.
Jumio Values:
IDEAL: Integrity, Diversity, Empowerment, Accountable, Leading Innovation
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.
About Jumio:
Jumio is a B2B technology company dedicated to eradicating online identity fraud, money laundering and other financial crimes to help make the internet safer. We leverage AI, biometrics, machine learning, liveness detection and automation to create solutions that are trusted by leading brands worldwide and respected by industry thought leaders.
Jumio is the leading provider of online identity verification, eKYC and AML solutions. With a global footprint, we're expanding the team to meet strong client demand across a range of industries including Financial Services, Travel, Sharing Economy, Fintech, Gaming, and others.
Applicant Data Privacy
We will only use your personal information in connection with Jumio's application, recruitment, and hiring processes, as described in Jumio's Applicant Privacy Notice. If you have any questions or comments, please send an email to [email protected] .
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Candidate Location Eligibility:
Albuquerque, NM
Ann Arbor, MI
Atlanta, GA
Austin, TX
Baltimore, MD
Baton Rouge, LA
Birmingham, AL
Boise, ID
Boston, MA
Buffalo, NY
Charleston, SC
Charlotte, NC
Chicago, IL
Cincinnati, OH
Cleveland, OH
Colorado, CO
Columbus, OH
Dallas-Fort Worth, TX
Dayton, OH
Des Moines, IA
Detroit, MI
Fayetteville-Springdale-Rogers, AR
Greensboro, NC
Hampton Roads, VA
Hartford, CT
Houston, TX
Huntsville, AL
Indianapolis, IN
Jacksonville, FL
Kansas City, MO
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Lexington, KY
Lincoln, NE
Little Rock, AR
Los Angeles, CA
Louisville, KY
Madison, WI
Memphis, TN
Miami, FL
Milwaukee, WI
Minneapolis–Saint Paul, MN
Nashville, TN
New Orleans, LA
New York City, NY
Ogden, UT
Oklahoma City, OK
Omaha, NE
Orlando, FL
Other US Location
Palm Bay-Melbourne-Titusville
Pensacola, FL
Peoria, IL
Philadelphia, PA
Phoenix – Mesa – Scottsdale, AZ
Pittsburgh, PA
Portland, ME
Portland, OR
Providence, RI
Provo, UT
Raleigh-Durham, NC
Reno, NV
Richmond, VA
Rochester, NY
Sacramento, CA
Salt Lake City, UT
San Antonio, TX
San Diego, CA
San Francisco, CA
San Luis Obispo, CA
Santa Cruz, CA
Seattle, WA
Spokane, WA
St. Louis, MO
Tallahassee, FL
Tampa Bay, FL
Tucson, AZ
Tulsa, OK
Washington DC
Wichita, KS
Wilmington, NC

Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • 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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