Delivering against agreed new business sales targets, revenue and new logo customer acquisition
Selling into companies across a number of industries including Financial Services, Mobility, Sharing Economy, Gaming 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+ EUR per year
Proven professional experience selling value-add SaaS 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
Experience opening new geographic markets - especially Central and Eastern Europe
Familiar working with channel partners to drive sales - this is a direct sales role but can expect c10% of time to focus on working with channel partners
Great to have Experience and Qualifications :
Established network of contacts in relevant industries and 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 EUR to 1M+
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 and German is crucial, additional language skills also of interest.
Example Objectives : Pipeline growth, forecast accuracy and booked revenue are the type of clear and consistent metrics that define success in the Individual Contributor position.
Conversion ratios throughout the pipeline are also important, along with the growth of networks and contacts within Salesforce.
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
Resilient and tenacious
Big picture and the detail
IDEAL : Integrity, Diversity, Empowerment, Accountable, Leading Innovation
Work Vienna is regularly voted the best city in the world for liveability’ and Linz isn’t bad either! Austria is the origin of Jumio and at the heart of the culture of technical and product excellence.
It’s a massively diverse crew of people spread across several floors and with thriving social life - and a great balcony for BBQs.
In a recent culture survey these attributes were rated particularly highly in Jumios Austrian offices.
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 all backgrounds and of all statuses.