Senior Lead GTM, KYB

Sumsub Inc.; Eu; Hybride; EUR 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Remote-first culture

Flexible work hours

Extra time off (personal days)

Global team collaboration

Team offsites (fully covered)

Tools and setup provided

Résumé du poste

Sumsub is seeking a Senior Product GTM Lead, KYB to drive the global scale of our KYB product. You will own the Go-To-Market strategy, shape enterprise partnerships, and partner with executive leadership to expand our footprint in regulated markets.

The role requires a decade of hands-on KYB experience, a track record of scaling complex compliance products to ARR growth, and strong leadership across Sales, Product, Marketing, Legal, and Customer Success.

Qualifications

• Demonstrated expertise in B2B FinTech, Compliance, Identity Verification, or Risk Management with 10+ years in KYB.
• Track record of scaling complex compliance/risk products to ARR growth.
• Thorough understanding of regional and international KYB requirements and regulatory landscapes.
• Exceptional negotiation, communication, and matrix-management skills with senior stakeholders.
• Advanced command of sales analytics and market intelligence frameworks.

Responsabilités

• Architect and execute the end-to-end global GTM strategy for KYB.
• Own top-line revenue growth and strategic targets across regions.
• Lead cross-functional efforts with Product, Regulatory, Sales, Marketing, Legal, and Customer Success.
• Partner with executives to expand global footprint and enter new markets.
• Design and run enterprise-wide enablement programs for 100+ team members across Sales functions.

Connaissances

GTM strategy

Enterprise sales

KYB domain expertise

Cross-functional leadership

Sales analytics

CRM (Salesforce/HubSpot)

Outils

Salesforce

HubSpot

Description du poste

Sumsub is the first AI-powered trust infrastructure for compliance operations at scale. It connects identity and business verification, fraud prevention, transaction monitoring, and risk workflows, helping teams reduce manual work and enter new markets.

Trusted by over 4,000 clients across financial services, crypto, mobility, trading, marketplaces, education, and iGaming, including Bybit, Bitpanda, Wirex, Avis, Vodafone, Duolingo, Kaizen Gaming, and Bancaribe.

Sumsub is recognized as a Great Place To Work® in the US and rated 4.3 out of 5 on Glassdoor. Our 1,000+ people around the world back it up, too: 92% are proud to be Sumsubers, and 90% say their work is interesting and challenging.

We are looking for a Senior Product GTM Lead, KYB to drive the global scale, strategy, and market dominance of our KYB solution.

In this role, you will act as the primary strategic and commercial authority for our KYB product ecosystem globally. You will own the overarching Go-To-Market strategy, shape high-value enterprise partnerships, and work directly with executive leadership to expand our global footprint. If you have a decade of hands‑on expertise navigating complex KYB environments, regulatory frameworks, and enterprise sales, we want to hear from you.

What You Will Be Doing:

• Global GTM Leadership & Strategy: Architect, refine, and execute the end-to-end global GTM strategy for our KYB suite, expanding into new geographic markets and high-growth enterprise sectors.

• Strategic Revenue & Market Growth: Own top-line revenue growth and strategic targets. Identify untapped market opportunities, structural trends, and emerging regional demands to secure high-value enterprise accounts.

• Product & Market Positioning: Conduct deep competitive research and risk/regulatory assessments. Partner with Product and Regulatory teams to ensure our KYB solutions remain best-in-class across different regional landscapes.

• Cross-Functional Collaboration: Work as the strategic connective tissue between Sales, Product, Marketing, Legal, and Customer Success to ensure seamless execution of GTM initiatives and product adoption.

• Large-Scale Enablement & Mentorship: Design and execute enterprise-wide enablement programs (100+ team members across Sales, Pre-Sales, and Account Management) to elevate internal KYB knowledge and sales execution.

About You:

• Demonstrated expertise in B2B FinTech, Compliance, Identity Verification, or Risk Management, with amandatory deep background (10+ years) specifically within KYB solutions.

• A track record of taking complex compliance/risk products from early stages to global scale, driving ARR growth.

• Thorough understanding of regional and international KYB requirements, ultimate beneficial ownership structures, corporate registries, AML directives, and competitive landscapes.

• Exceptional negotiation, communication, and matrix-management skills with a proven ability to influence internal executive teams and external enterprise buyers.

• Advanced command of sales analytics, market intelligence frameworks, and CRM ecosystems (Salesforce/HubSpot) to drive data-informed strategies.

What We Offer:

• Remote-first, trust-based culture. Work from the place that works best for you. No mandatory office days, no attendance trackers. In some locations, we provide offices or coworking spaces, but the choice is yours.

• True flexibility. We do not fix you to a 9-to-5 schedule. You can adjust your working hours when needed, as long as your day stays productive and in sync with the team.

• Extra time off. Your birthday is a holiday here. Add to that 10 personal days each year, seven sick days without paperwork, and extra time to enjoy Christmas and New Year. Time to rest is part of the deal.

• Work that matters. Our mission is to build a digital world that is secure, accessible and inclusive for everyone. From fighting fraud to making online services easier and safer to use, your work will have a real impact on how people experience trust online.

• Compensation. We offer fair and transparent pay, benchmarked to the market.

• Truly global. We work across continents and time zones, with teammates and customers from all over the world. You will run campaigns that cross borders, cultures, and languages, and see your ideas land worldwide.

• Growth built in. Clear goals, open feedback and personal development plans. We support your progress with learning opportunities and by covering role‑specific events, from design conferences to marketing forums.

• Celebrating your big moments. We are proud to support you through life’s biggest journeys with dedicated financial bonuses for both marriage and welcoming a new baby to your family.

• Team offsites. Sometimes just Slack is not enough. That is why we meet in person a few times a year. Trips are fully covered, so you can meet, collaborate, and recharge together.

• Getting you set up. We make sure you have access to the tools and hardware you need to do your work well.

• Friendly by design. Our logo is a dog for a reason. We keep things human, open and kind. We welcome individuality, quirks and different perspectives, because that is what makes our work smarter and more fun.

The hiring stages:

TA screening -> Hiring Manager Interview -> Assignment -> Final Interview.

We are a global community of innovators, creators, and thinkers, and we believe that diversity fuels our innovation. Sumsub is proud to be an equal opportunity employer, committed to building a diverse and inclusive workforce. We welcome applications from people of all backgrounds, cultures, genders, experiences, abilities and perspectives. Join us in shaping the future inclusively.

We believe in fair and transparent compensation. Salaries vary depending on work location and applicable local market conditions.

This role is open to candidates in multiple countries, and compensation differs based on the candidate’s confirmed work location. For this reason, a single universal salary range is not included in this job posting.

The applicable work location will be confirmed early in the recruitment process, and the relevant compensation information for that location will be shared in writing, in line with local requirements.