Role Purpose: Account Executives are key drivers of Jumio's growth through leading new customer acquisition. Similarly, the Gaming marketplace (specifically land and online gambling sector, including iGaming) continues to be a key GTM focus for Jumio. As Account Executive - Gaming, you will be responsible for identifying and progressing opportunities, managing the sales cycle, and negotiating successful contracts in order to secure, maintain and expand strategic business relationships with both customers (operators) and partners (platforms). Helping them to eliminate identity fraud, ensure eligibility and making the online gaming world a safer place.
Role Value: Growing Jumio's pipeline, revenue and market share in this rapidly evolving IDV domain and Gaming vertical market 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 operators and partners across the gaming/gambling industry
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 experienceExperience and Qualifications: A track record of building relationships across Enterprise Accounts at the C-Level - achieving sales quotas of $1-2M+ per year5+ years experience selling value-add software solutions to new customers3+ year experience selling into Gaming industryExcellent ability to identify and articulate value to customers through written and verbal communicationProspecting skills and experience of prioritizing potential clientsProven negotiation and closing skills,Forecasting and financial planning and strategy skillsProficiency in CRM - SFDC preferableGreat to have Experience and Qualifications: Established network of client/partner contacts in Gaming industryExisting knowledge of the ID verification, AML and/or KYC marketCompetitor product awareness and insight (specifically Gaming)Degree educated is preferred, not essentialProven experience managing deal sizes ranging from $100,000 to $10M+Comfortable with sales cycles of between 3-19 monthsKey Characteristics and Attitudes: Ambitious and drivenAdaptable and flexibleArticulate and persuasiveHigh IQ and EQCurious and coachableCommercially awareResilient and tenaciousBig picture and the detail
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