About the Role
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This is an opportunity to join a leading AI-powered Identity Verification (IDV) and AML/KYC compliance platform that is experiencing significant growth in Europe. The Senior Account Executive will play a pivotal role in driving commercial growth for our Transaction Monitoring and Financial Crime Compliance solutions. This role involves engaging with key decision-makers such as Chief Compliance Officers and Chief Risk Officers across complex, multi-stakeholder sales cycles.
There is potential for accelerated career advancement into regional commercial leadership or Head of Sales for top performers.
Key Responsibilities
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Business Development & Pipeline Generation
- Identify, prospect, and close new enterprise and mid-market clients across key European fintech, banking, payment, and digital asset sectors.
- Build and sustain a robust multi-quarter pipeline through proactive outbound prospecting, industry networking, and qualifying inbound leads.
- Utilize LinkedIn Sales Navigator, conference interactions, and industry relationships to reach key compliance executives.
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Transaction Monitoring Sales Execution & Value Selling
- Own the full sales lifecycle from prospecting to commercial negotiations and contract closure.
- Articulate the value proposition of the company’s Transaction Monitoring engine, focusing on compliance operations efficiency.
- Maintain CRM hygiene and provide accurate quarterly pipeline forecasts.
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Client Engagement & Advisory
- Serve as a trusted advisor to compliance leaders, offering technological solutions to regulatory challenges.
- Conduct detailed discovery into client processes and pain points, collaborating with Customer Success teams for seamless onboarding.
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European Market Expansion & Industry Leadership
- Drive market penetration across major European regions, including the UK, DACH, Benelux, France, and Southern Europe.
- Represent the company at major compliance and fintech summits and build a personal brand as an industry authority.
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Cross-Functional Collaboration & Market Intelligence
- Work closely with Product Management and Compliance teams to relay market insights and refine the product roadmap in line with European regulations.
Role Specifications & Key Criteria
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SaaS / Tech Sales Experience
- 3+ years of experience selling B2B SaaS or enterprise compliance software.
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Total Sales Track Record
- 4–7+ years in quota-carrying roles with a proven history of hitting targets (€700k–€1.2M+ ARR).
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Domain Expertise
- Direct sales experience in Transaction Monitoring, AML/KYC, or RegTech.
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Target Buyer Personas
- Proven ability to close deals with compliance and risk decision-makers.
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European Regulatory Knowledge
- Strong understanding of EU AML Directives and compliance frameworks.
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Languages
- Full professional fluency in English is required; additional European languages are advantageous.
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Travel Requirements
- Willingness to travel 20–30% within Europe for client presentations and industry conferences.
Candidate Skills & Attributes
- Commercial Drive: A proactive approach with a passion for deal structuring.
- Consultative Challenger: Skills in leading consultative sales cycles, challenging traditional assumptions.
- Technical & Analytical Literacy: Comfort in discussing technical integrations and data management.
- Adaptability: Ability to thrive in a fast-paced, agile environment.
Nice-to-Have Qualifications
- Certifications such as CAMS or ICA.
- An established network within European compliance and risk sectors.
- Experience selling hybrid solutions that integrate IDV and ongoing Transaction Monitoring.
