Regional Sales Director, East

Sales New York City, New York Boston, Massachusetts


Description

Role Purpose:

The Regional Sales Director, East is the key driver of Jumio’s growth through leading new customer acquisition. You will be responsible for leading, managing and developing a high calibre team of Account Executives who are 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 Regional Sales Director 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:

  • Experience managing and developing a team achieving $10M+ new business revenue per year
  • Closing deals resulting in the taking of market share from competitors
  • A track record of building relationships across Enterprise Accounts at the C-Level 
  • Experience of developing an emerging market 
  • 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 
  • Experience with reseller / system integration channels in cyber security solutions / identity management solutions is advantageous

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. 

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:

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. In a recent culture survey these attributes were rated particularly highly in Jumios’ Palo Alto office.   This role will be remote based on the East Coast.

Company:

Jumio is the future for online and mobile ID verification. We are the largest and fastest growing company in the ID verification space. 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. 

Equal Opportunities:

Jumio is a collaboration of people with different ideas, strengths, interests and cultures. We welcome applications and colleagues from a wide range of backgrounds and statuses.