GTM Account Executive | KYC Solutions

Surt AI; Barcelona; Hybrid; EUR 70,000 - 110,000; Full time

Job summary

Surt AI is seeking a hungry, motivated sales professional to build a commercial engine from the ground up in Barcelona. This is a founding commercial role: you will create your own pipeline, win new customers, and translate early learnings into a repeatable sales process.

This is a Hybrid position based in our Barcelona office, with 3-4 days per week on-site. Key responsibilities include owning the complete sales cycle, building pipeline, and coordinating with compliance and product leadership.

Qualifications

• Experience selling B2B SaaS in compliance or identity space.
• Ability to generate and close own pipeline with measurable results.
• Builder mindset with hands-on execution and strategic thinking.

Responsibilities

• Own the complete sales cycle from prospecting to close.
• Build pipeline through outbound outreach and referrals; own new business.
• Maintain CRM records, forecasts, and coordinate handovers.
• Engage compliance, risk, product, and engineering stakeholders when needed.

Skills

Proven B2B SaaS sales

KYC & identity verification

Pipeline building

Negotiation skills

English fluency

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach tools

Job description

Surt is the identity verification and fraud detection platform built for businesses that cannot afford to get it wrong. We combine KYC, AML screening, geolocation compliance, and real-time event monitoring into a single, frictionless infrastructure — so companies can verify real users, block real threats, and meet regulatory requirements without slowing down the customer experience. Trusted by leading platforms across iGaming, fintech, and digital commerce in 193+ countries, Surt processes over 12 million signals and delivers 99.7% identity match accuracy in under two seconds. We are a growing team of builders based in Barcelona, operating at the intersection of compliance, AI, and product security.

We are looking for a hungry, motivated sales professional who can build a commercial engine from the ground up. This is a founding commercial role: you will create your own pipeline, win new customers, and translate early learnings into a repeatable sales process. You enjoy ownership, move quickly, and stay effective when the playbook is still being written. This is a Hybrid position based in our Barcelona office, with 3-4 days per week on-site.

Key Responsibilities

• Own the complete sales cycle from account research and outbound prospecting through qualification, discovery, demos, proposals, negotiation, and close.
• Build pipeline through your own outreach, referrals, and partnerships; take full ownership of new business without relying on an established inbound engine.
• Maintain accurate CRM records and realistic forecasts; coordinate customer handovers and deliver structured market feedback to product and leadership.

Customer & Domain Expertise:

• Develop a deep understanding of customer onboarding, identity verification, fraud, and compliance challenges, and translate them into measurable commercial outcomes.
• Engage a range of stakeholders — compliance, risk, product, engineering, and commercial — and coordinate technical validation with internal specialists when needed.

Process & GTM Building:

• Help define target customer segments, messaging, pricing feedback, and sales collateral. Test ideas, document what works, and contribute to building a scalable GTM motion.

Qualifications

Required:

• Proven experience selling B2B KYC, identity verification, fraud prevention, or related SaaS/compliance solutions. Sales experience at Veriff is particularly relevant; comparable sector experience is welcome.
• Demonstrated ability to generate your own pipeline, close new business, and deliver against quota. Be ready to speak to results with concrete numbers.
• A builder mindset: resourceful, curious, and comfortable moving between strategic thinking and hands‑on execution.
• Strong discovery, communication, and negotiation skills, with the ability to explain technical products clearly to both technical and non-technical buyers.
• Professional working English. Spanish and other relevant market languages are an advantage.
• Based in Barcelona or committed to relocating before your start date, and available to work in the office 3-4 days per week.

Preferred:

• Experience building from scratch: creating a territory, outreach motion, or new customer segment with limited resources.
• Familiarity with compliance and regulatory frameworks relevant to KYC buyers (AML, GDPR, licensing requirements in regulated industries).
• Demonstrated CRM discipline and structured approach to pipeline management and forecasting.
• Experience engaging technical and compliance stakeholders in complex, multi-threaded sales cycles.