Enterprise Account Executive

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
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 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.
ProgressionSuccessful Account Executives have progressed to Managers, Directors and VPs within the high-performing sales function at Jumio. By working with a range of world-class customers across multiple industries and with the leading product in a high-growth, high-tech market, the opportunities for learning, progression and network growth are exceptional.
@Work Jumio’s London office is based near Shoreditch within easy access of Moorgate and Old Street tube stations. It’s a vibrant environment with a mix of Account Executive, Solution Engineer, Product, Legal, Security and People and Culture team members. With regular socials, free snacks, pool, darts and Dexter the office dog it’s a driven but fun culture.
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