Business Development Manager, Australia

Sumsub; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Remote-first culture

Flexible hours

Extra time off (birthday personal days

Global team

Fully covered offsites

Learning opportunities

Job summary

Sumsub, the first AI-powered trust infrastructure for compliance operations, is hiring a senior sales leader. You will own the full go-to-market strategy for new verticals, manage the largest accounts end-to-end and collaborate with product and marketing on cross-functional initiatives.

You will also represent Sumsub at conferences and educate teams on vertical specifics. The role requires 5+ years in SaaS B2B sales, experience with regulated industries, and strong analytical and negotiation

Qualifications

• 5+ years of experience in SaaS B2B sales.
• Experience in or with regulated industries like crypto, iGaming, fintech.
• Familiarity with compliance including KYC/AML is a plus.
• Proven track record in managing cross-functional products.
• Strong analytical, research and communication skills.
• Understanding of fraud prevention and compliance strategies is a plus.

Responsibilities

• Create and execute go-to-market strategies in new verticals.
• Own the full sales cycle on the largest accounts.
• Collaborate with product and marketing on cross-functional projects.
• Represent Sumsub at conferences and speak in target verticals.
• Educate teams on vertical specifics and act as internal expert.

Skills

SaaS sales

Cross-functional

Negotiation

Communication

Job description

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 4.4 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.

What You Will Be Doing:

• Be responsible for creating and executing the go-to-market strategy in the new verticals from research and positioning to sales and marketing
• Personally own the full sales cycle on the biggest accounts
• Work with product and marketing teams on cross-functional projects
• Participate in conferences and be our external speaker in the target verticals
• Be an internal expert in the target verticals and educate other teams on their specifics

About You:

• 5+ years of experience in SaaS B2B sales
• Experience working in or with crypto, iGaming, fintech, or other regulated, fast-paced industries
• Familiarity with compliance, including KYC, AML, and regulatory onboarding processes is a strong advantage
• Proven track record of managing complex cross-functional products
• Strong analytical and market research skills and a proactive approach
• Understanding fraud prevention and compliance strategies is a plus
• Outstanding writing, communication and negotiation skills

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:

1. Peer interview -> VP of Business Development, APAC
2. 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.

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.