شركة Shufti تعلن عن وظيفة مدير حسابات مؤسسات في السعودية

About Shufti

Shuft is an AI-powered Identity Verification (IDV) and KYC/AML compliance platform trusted by 3,000+ businesses across 230+ countries. We help regulated industries onboard customers faster, prevent fraud, and stay compliant - at scale. Our product suite covers document verification, biometric checks, AML screening, ongoing monitoring, and business verification. As we accelerate growth across the US market, we are hiring vertical-focused commercial leaders who can own a full revenue cycle from day one.

Role Mission:

The purpose of this role is to drive revenue growth by acquiring and developing new business opportunities across the MENA region. To drive net-new revenue growth across the MENA region by acquiring, qualifying, and closing high-value B2B accounts within 12 months, owning the full sales cycle end-to-end as a true closer, running an allbound motion across inbound and outbound channels, and positioning Shufti Pro as the trusted identity-verification and compliance partner for banks, fintechs, and regulated businesses across the Gulf and wider Middle East.

Role Overview

This is a full-cycle, high-ownership commercial role within Shufti's Gaming / iGaming division. You will be responsible for generating your own pipeline, closing new business, growing existing accounts through upsell and cross-sell, and building strategic partnerships, all within the above-mentioned space. This is not a role for someone who waits for inbound leads. You will be expected to build a book of business from the ground up, leveraging your existing network, industry knowledge, and the strong compliance tailwind behind our product. You will have direct access to senior leadership, a fast decision-making environment, and a product that sells itself in regulated markets.

What You'll Own:

1. Pipeline Generation - Business Development

• Build and execute a structured outbound strategy targeting your vertical's key decision-makers in the US and LATAM
• Engage Compliance Officers, CTOs, VPs of Product, Risk, and Fraud leads at target accounts
• Leverage LinkedIn Sales Navigator, industry events, webinars, trade bodies, and referral networks
• Maintain a healthy pipeline of 4-5x quota coverage at all times
• Collaborate with Marketing on ABM campaigns, vertical-specific messaging, and content initiatives
• Represent Shufti at vertical trade conferences, panels, and networking events

2. Deal Execution - Account Executive

• Run full sales cycles: discovery, solution design, demo, proposal, negotiation, and close
• Navigate multi-stakeholder deals involving Legal, Compliance, IT, and Procurement teams
• Clearly articulate the regulatory and business case for IDV adoption in your vertical, with specific reference to MENA regulatory frameworks
• Accurately forecast deal progression and commit in HubSpot CRM
• Drive deal velocity - push opportunities forward without burning relationships
• Achieve and exceed quarterly new ARR targets

3. Account Expansion - Account Management

• Manage and grow a portfolio of existing Shufti customers within your vertical across MENA
• Conduct regular Business Reviews, identify expansion opportunities across volume tiers and new product lines (AML screening, ongoing monitoring, business verification)
• Reduce churn risk through proactive engagement, success planning, and escalation management
• Drive Net Revenue Retention (NRR) targets alongside new ARR contributions
• Serve as the primary point of escalation for strategic accounts

4. Partnerships

• Identify and develop strategic partnership opportunities: system integrators, compliance platforms, digital banking infrastructure providers, and industry associations across MENA
• Build and manage a pipeline of partner-sourced leads and co-sell opportunities
• Structure referral and co-sell agreements in collaboration with leadership
• Represent Shufti's partner value proposition at relevant industry events and forums in the region

Your Vertical: Gaming / Forex / Crypto / Fintech - MENA

You understand the complex and evolving regulatory landscape governing real-money gaming, forex trading, crypto exchanges, and fintech across the MENA region. You know:

• The GCC regulatory environment: UAE's dual regulatory framework (DIFC, ADGM, DFSA, VARA), Saudi Arabia's evolving fintech and gaming landscape, Qatar's and Oman's emerging frameworks
• The state of iGaming in the region: while some MENA countries have strict prohibitions, there is growing regulated activity in North Africa (Egypt, Morocco, Tunisia) and Turkey, and significant grey-market activity across the region
• The forex and crypto landscape: the UAE's progressive crypto regulations (VARA, ADGM's crypto framework), Saudi's fintech sandbox, and Egypt's tightening forex controls
• You understand the age verification, KYC, AML, and responsible gambling mandates that operators must meet in every regulated jurisdiction
• You have existing relationships within the gaming operator, forex broker, crypto exchange, and fintech ecosystem across MENA

What We're Looking For

• 8-10+ years of B2B SaaS sales experience, with at least 3-5 years selling into your target vertical (gaming, iGaming, forex, crypto, or fintech)
• Demonstrated track record of self-sourcing pipeline - not reliant on SDR or BDR support
• Experience closing deals in the $30K-$250K ARR range with 1-4 month sales cycles
• Strong understanding of KYC, AML, identity verification, or compliance technology
• Existing network within your vertical's compliance, product, or risk decision-making community in the MENA region
• Proficient in HubSpot CRM - you log everything, forecast accurately, and maintain pipeline hygiene
• UAE-based (preferred) or MENA-based, with the ability to travel to industry events and client meetings across the region (20-30%)
• Excellent communicator - able to simplify complex compliance concepts for business buyers
• Self-directed, commercially hungry, and comfortable operating in a scaling environment
• Knowledge of MENA regulatory frameworks, including VARA, DFSA, ADGM, CMA (KSA), and regional data protection laws
• Demonstrated ability to leverage AI-powered sales tools and automation to accelerate prospecting, qualification, deal progression, and overall sales efficiency

Nice to Have

• Prior experience at an IDV, fraud, KYC/AML, or RegTech company
• CAMS certification or compliance-adjacent education
• Experience structuring and closing partnership agreements
• Prior experience at a startup or scale-up (Series A-C stage)
• Existing relationships within MENA gaming, fintech, or crypto trade bodies
• Knowledge of the Arabic language (highly desirable for regional client engagement)
• Experience with age verification, responsible gambling tools, or geolocation vendors
• Understanding of data sovereignty and local hosting requirements in GCC countries
• Knowledge of Islamic finance and Sharia-compliant structuring (relevant for certain fintech and crypto use cases)