Enterprise Account Executive - MENA

Overview

About Shufti

Role Mission

Role Overview

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 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 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)