Senior Account Executive

Senior Account Executive – Transaction Monitoring & RegTech (Europe) Company: Shufti |

Location:
Europe (Remote) | Department: Commercial / Sales About Shufti Shufti is an AI-powered Identity Verification (IDV) and AML/KYC compliance platform trusted by 3,000+ businesses across 230+ countries. We empower regulated institutions, neobanks, payment service providers, and crypto asset service providers (CASPs) to onboard legitimate customers seamlessly, mitigate financial crime, and satisfy stringent regulatory requirements at scale. As part of our European expansion, we are significantly scaling our automated, real-time Transaction Monitoring (TM) and fraud detection solution. We are seeking an exceptional, high-impact Senior Account Executive to own new business generation, evangelize our transaction monitoring product suite, and establish Shufti as the premier compliance partner across European markets. Role Overview The Senior Account Executive will spearhead commercial growth for Shufti’s Transaction Monitoring and Financial Crime Compliance solutions across Europe. You will navigate complex, multi-stakeholder enterprise and mid-market sales cycles—engaging directly with Chief Compliance Officers (CCOs), Money Laundering Reporting Officers (MLROs), Heads of Financial Crime, and Chief Risk Officers (CROs). This role provides an accelerated career path with the potential to advance into regional commercial leadership or Head of Sales for top performers.

Key Responsibilities
1. Business Development & Pipeline Generation
• Identify, prospect, and close new enterprise and mid-market logos across key European fintech, banking, payment, and digital asset sectors.
• Build and sustain a robust multi-quarter pipeline through proactive outbound prospecting, industry networking, ecosystem partnerships, and qualifying inbound leads.
• Leverage LinkedIn Sales Navigator, conference interactions, and industry relationships to reach key compliance executives and economic buyers. 2. Transaction Monitoring Sales Execution & Value Selling
• Own the full sales lifecycle from prospecting and deep discovery to technical product demonstrations, proof of concept (PoC) validation, commercial negotiations, and contract closure.
• Articulate the core value proposition of Shufti’s Transaction Monitoring engine—focusing on reducing false positives, real-time typology screening (SEPA, SWIFT, card, and crypto rails), audit trail automation, and lowering total cost of compliance operations.
• Maintain rigorous CRM hygiene (Salesforce/HubSpot) and provide accurate quarterly pipeline forecasts to executive leadership. 3. Client Engagement & Advisory
• Act as a trusted RegTech advisor to CCOs, MLROs, and Risk leads, translating evolving regulatory pressures into actionable technological solutions.
• Conduct deep-dive discovery into client alert triage workflows, current backlog bottlenecks, and legacy system pain points (e.g., rigid rule builders, high false-positive rates).
• Partner with Customer Success and Implementation teams to ensure seamless client onboarding and drive ongoing expansion/upsell opportunities. 4. European Market Expansion & Industry Leadership
• Drive regional market penetration across major European hubs, including the UK, DACH, Benelux, France, and Southern Europe.
• Represent Shufti at premier European compliance and fintech summits (e.g., Money20/20 Europe, ACAMS Europe, Finovate, Paris Fintech Forum).
• Build a commanding personal brand as an industry authority in AML compliance, automated transaction monitoring, and fraud prevention. 5. Cross-Functional Collaboration & Market Intelligence
• Collaborate with Product Management, Pre-Sales Engineering, and Compliance specialists to relay European regulatory developments and competitive intelligence.
• Help refine the European product roadmap, specifically concerning AMLD (Anti-Money Laundering Directives), the EU AML Authority (AMLA) mandate, MiCA for crypto assets, and Instant Payments Regulations (IPR). Role Specifications & Key Criteria SaaS / Tech Sales Experience Mandatory: Minimum 3+ years selling B2B SaaS, enterprise compliance software, or data/analytics platforms. Proven ability to articulate technical value of Transaction Monitoring propositions to both business and technical buyers. Total Sales Track Record 4–7+ years of quota-carrying commercial sales or enterprise account management with a proven history of meeting or exceeding targets (€700k–€1.2M+ ARR). Domain Expertise Direct experience selling Transaction Monitoring, AML/KYC, Fraud Detection, Identity Verification (IDV), or RegTech/FinTech software into regulated European entities. Target Buyer Personas Proven experience closing deals with CCOs, MLROs, Heads of AML/Sanctions, Heads of Fraud, Chief Risk Officers, and CTO/Product teams. European Regulatory Knowledge Understanding of European compliance frameworks: EU AML Directives (6AMLD / AML Package), FCA guidance, BaFin/DNB/CSSF standards, PSD2/PSD3, and MiCA. Languages Full professional fluency in English is required. Additional European languages (German, French, Spanish, or Dutch) are highly advantageous. Travel Requirements Willingness to travel 20–30% across Europe for client presentations, on-site scoping sessions, and major industry conferences. Candidate Skills & Attributes
• Commercial Drive: Proactive, hunter mentality with a passion for outbound prospecting and high-velocity deal structuring.
• Consultative Challenger: Capable of leading complex consultative sales cycles, reframing buyer assumptions on legacy rules-based systems versus real-time AI monitoring.
• Technical & Analytical Literacy: Comfortable discussing API integrations, webhook payloads, data ingestion rates, rules configuration, and scenario threshold tuning.
• Adaptability: Thrives in an agile, fast-paced scale-up environment with high autonomy and accountability. Nice-to-Have Qualifications
• Certifications such as CAMS (Certified Anti-Money Laundering Specialist) or ICA (International Compliance Association) certifications.
• An established network of compliance and risk decision-makers within European Tier-2/3 banks, EMIs, PSPs, Neobanks, and Crypto/VASP firms.
• Experience selling hybrid solutions that combine Identity Verification (IDV), PEPs/Sanctions screening, and ongoing Transaction Monitoring.