Account Executive - Gaming

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 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 
• 5+ years experience selling value-add software solutions to new customers
• 3+ year experience selling into Gaming industry 
• 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 client/partner contacts in Gaming industry
• Existing knowledge of the ID verification, AML and/or KYC market
• Competitor product awareness and insight (specifically Gaming)
• Degree educated is preferred, not essential
• Proven experience managing deal sizes ranging from $100,000 to $10M+
• Comfortable with sales cycles of between 3-19 months 

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