Enterprise Account Executive - MENA

About Shufti

Shufti is an AI-driven platform specializing in Identity Verification (IDV) and KYC/AML regulatory compliance, serving over 3,000 clients in more than 230 countries. Our tools enable regulated businesses to accelerate customer onboarding, detect fraud, and maintain compliance at scale. Our offerings include document checks, biometric verification, AML screening, ongoing monitoring, and business validation. Amid expanding growth in the US market, we seek industry-focused commercial leaders prepared to manage full revenue cycles from the outset.

Role Location

This position offers flexibility with work locations in Dubai (onsite), Egypt (remote), Saudi Arabia (remote), and Jordan (remote).

Role Purpose and Mission

This role aims to increase revenue by identifying and developing new business opportunities across the Middle East and North Africa (MENA) region. The Executive will be responsible for end-to-end sales management—procuring, qualifying, and closing substantial B2B accounts within 12 months—positioning Shufti Pro as the premier identity verification and compliance partner for banks, fintech firms, and regulated companies across the Gulf and broader Middle East.

Detailed Role Overview

Operating within Shufti's Gaming and iGaming sector, this high-responsibility, full-cycle sales role demands proactive pipeline creation, new customer acquisition, expansion of existing client accounts via upselling and cross-selling, and strategic partnership development. The role requires a self-starter who builds business leveraging industry networks and a product with strong compliance advantages. Senior leadership support and swift decision-making processes back this position.

Key Responsibilities

• Generate and maintain a strong sales pipeline, targeting decision-makers in gaming, forex, crypto, and fintech sectors within MENA.
• Execute outbound campaigns using LinkedIn Sales Navigator, event networking, and industry referrals.
• Ensure pipeline coverage of 4 to 5 times the sales quota consistently.
• Collaborate with marketing on tailored Account-Based Marketing initiatives.
• Represent Shufti at relevant industry conferences and panels.
• Manage the complete sales cycle including discovery, solution customization, product demonstration, proposal submission, negotiation, and closing.
• Handle complex multi-stakeholder negotiations involving legal, compliance, IT, and procurement teams.
• Communicate the business and regulatory merits of IDV adoption specific to MENA's legal frameworks.
• Accurately forecast sales progress using HubSpot CRM and drive deal completion without damaging client relations.
• Achieve and surpass quarterly sales targets for new Annual Recurring Revenue (ARR).
• Handle ongoing account management for existing customers, performing regular business reviews, identifying expansion possibilities including AML, ongoing monitoring, and business verification products.
• Mitigate churn by proactive client engagement and escalation management, supporting net revenue retention objectives.
• Serve as the main escalation point for strategically important accounts.
• Identify and grow strategic partnerships with system integrators, compliance platforms, digital banking infrastructures, and trade associations across the region.
• Develop partner-related sales pipelines, manage co-selling and referral collaboration agreements.
• Represent Shufti’s partner proposition at relevant regional industry forums.

Industry Knowledge and Compliance Expertise

The ideal candidate will possess a deep understanding of the evolving regulatory frameworks for real-money gaming, forex trading, crypto exchanges, and fintech in MENA, including:

• The GCC’s regulatory environment such as UAE’s dual frameworks (DIFC, ADGM, DFSA, VARA), Saudi Arabia’s burgeoning fintech and gaming regulations, and the developing policies of Qatar and Oman.
• The regional status of iGaming, including strict prohibitions in some areas and growth in North Africa and Turkey along with large grey-market activities.
• The progressive crypto frameworks in UAE and regulatory sandboxes like Saudi’s fintech initiative and Egypt’s forex controls.
• Age verification, KYC, AML standards, and responsible gambling regulations applicable across MENA jurisdictions.
• Established networks within gaming operators, forex brokers, cryptocurrency exchanges, and fintech companies in the region.

Candidate Profile and Experience

• 8 to 10+ years of experience in B2B SaaS sales, including a minimum of 3 to 5 years focused in gaming, iGaming, forex, crypto, or fintech sectors.
• Proven ability to independently source sales pipeline without reliance on SDR/BDR help.
• History of closing deals ranging from $30,000 to $250,000 ARR with sales cycles between 1 to 4 months.
• Strong comprehension of KYC, AML, identity verification, and compliance technologies.
• Familiarity with and an existing network within compliance, product, or risk decision-makers in the target verticals across MENA.
• Proficiency with HubSpot CRM and disciplined use for forecasting and pipeline management.
• Preferably UAE or wider MENA-based with willingness to travel 20-30% within the region for events and meetings.
• Outstanding communication skills capable of simplifying compliance topics for business audiences.
• Self-motivated, business-driven, and comfortable in a fast-growing organizational context.
• Knowledgeable about MENA compliance frameworks including VARA, DFSA, ADGM, CMA (KSA), and regional data-protection legislation.
• Experience utilizing AI-powered sales automation tools to enhance prospecting and deal management.

Desirable Skills and Qualifications

• Prior exposure to IDV, fraud prevention, KYC/AML, or regulatory technology industries.
• CAMS certification or related compliance education.
• Experience in partnership agreement negotiation and closure.
• Background working at startups or scale-ups in Series A to C stages.
• Connections with MENA gaming, fintech, or crypto industry bodies.
• Arabic language proficiency highly advantageous for customer interaction in the region.
• Familiarity with age verification, responsible gambling tools, or geolocation services.
• Understanding of data sovereignty and hosting regulations in GCC countries.
• Knowledge of Islamic finance principles and Sharia-compliant structures applicable to fintech and crypto sectors.