About Shufti

Shufti is an AI-powered Identity Verification (IDV) and KYC/AML compliance platform trusted by 3,000+ businesses across 230+ countries. We help regulated industries onboard customers faster, prevent fraud, and stay compliant — at scale. Our product suite covers document verification, biometric checks, AML screening, ongoing monitoring, and business verification.

As we accelerate growth across the APAC market, we are hiring vertical-focused commercial leaders who can own a full revenue cycle from day one.

Role Mission

The purpose of this role is to drive net-new revenue growth across the APAC region by acquiring, qualifying, and closing high-value B2B accounts within 12 months — owning the full sales cycle end-to-end as a true closer, running an allbound motion across inbound and outbound channels, and positioning Shufti as the trusted identity-verification and compliance partner for banks, fintechs, gaming operators, crypto exchanges, and regulated businesses across Asia-Pacific.

Role Overview

This is a full-cycle, high-ownership commercial role within Shufti's Gaming / iGaming / Forex / Crypto / Fintech division. You will be responsible for generating your own pipeline, closing new business, growing existing accounts through upsell and cross-sell, and building strategic partnerships — all within the above-mentioned verticals.

This is not a role for someone who waits for inbound leads. You will be expected to build a book of business from the ground up, leveraging your existing network, industry knowledge, and the strong compliance tailwind behind our product. You will have direct access to senior leadership, a fast decision-making environment, and a product that sells itself in regulated markets.

What You'll Own1. Pipeline Generation — Business Development

Build and execute a structured outbound strategy targeting your vertical's key decision-makers across Asia-Pacific (Singapore, Hong Kong, Australia, Malaysia, Philippines, Japan, South Korea, and broader APAC)
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 tailored to APAC markets
Represent Shufti at vertical trade conferences, panels, and networking events across the region — including G2E Asia (Macau/Singapore), SBC Summit Asia, ICE London (APAC focus), Singapore Fintech Festival, Hong Kong Fintech Week, Money20/20 Asia, Japan Gaming Congress, Philippines Gaming Expo, and regional crypto/forex 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 APAC 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 APAC
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 APAC
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 — APAC Context

Regulatory Frameworks

You understand the complex and rapidly evolving regulatory landscape governing real-money gaming, forex trading, crypto exchanges, and fintech across Asia-Pacific. You know:

Market

Key Regulatory Bodies & Frameworks

Singapore

MAS (Monetary Authority of Singapore) — Payment Services Act, AML/CFT requirements, Gaming Control Act

Hong Kong

HKMA (Hong Kong Monetary Authority) — KYC/AML guidelines, HKJC (Hong Kong Jockey Club) for gaming

Australia

AUSTRAC — AML/CTF Act, state-based gaming regulators (NSW, Victoria, Queensland), ACMA for online gambling

Malaysia

Bank Negara Malaysia — AML/CFT requirements, PDRM for gaming enforcement (strict Islamic regulations)

Philippines

PAGCOR (Philippine Amusement and Gaming Corporation) — licensing for gaming operators, BSP (Bangko Sentral ng Pilipinas) for fintech/crypto

Japan

JFSA (Japan Financial Services Agency) — crypto regulations, IR (Integrated Resorts) gaming framework

South Korea

FSC (Financial Services Commission) — fintech/crypto regulations, MOFA for gaming restrictions

Macau

DICJ (Macau Gaming Inspection and Coordination Bureau) — world's largest gaming hub

Thailand

Emerging regulatory framework for casinos and crypto (Digital Asset Act)

Vietnam

State Bank of Vietnam — fintech regulations, gaming restricted to specific zones

Regional Frameworks

FATF-style regional body (APG — Asia/Pacific Group on Money Laundering), data protection laws (PDPA in Singapore, PDPO in Hong Kong, Privacy Act in Australia, etc.)

Market Dynamics

You understand that gaming regulation in APAC is a patchwork of legalized hubs (Macau, Singapore, Philippines, Australia), restricted markets (Japan, South Korea), and emerging/frontier markets (Thailand, Vietnam)
You know the difference between land-based and online gaming frameworks and how each market treats iGaming vs. sports betting vs. casino operations
You understand the age verification, KYC, AML, and responsible gambling mandates that operators must meet in every regulated jurisdiction
You understand the forex and crypto landscape: Singapore and Hong Kong as progressive hubs, Australia's regulatory maturity, Malaysia's strict Islamic finance restrictions, and Japan/ South Korea's conservative but evolving frameworks
You have existing relationships within the gaming operator, forex broker, crypto exchange, and fintech ecosystem across APAC

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 APAC region
Proficient in HubSpot CRM — you log everything, forecast accurately, and maintain pipeline hygiene
APAC-based (Singapore, Hong Kong, Australia, or Malaysia preferred) or US-based with ability to travel extensively, 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 APAC regulatory frameworks including:

Singapore: MAS Payment Services Act, AML/CFT requirements, Gaming Control Act
Hong Kong: HKMA KYC/AML guidelines, HKJC gaming framework
Australia: AUSTRAC AML/CTF Act, state-based gaming regulations, ACMA
Malaysia: Bank Negara AML/CFT, PDRM gaming enforcement
Philippines: PAGCOR gaming licensing, BSP fintech/crypto regulations
Japan: JFSA crypto regulations, IR gaming framework
South Korea: FSC fintech/crypto, MOFA gaming restrictions
Regional: APG (Asia/Pacific Group on Money Laundering), data protection laws (PDPA, PDPO, Privacy Act, etc.)

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 APAC gaming, fintech, or crypto trade bodies (e.g., APG, regional fintech associations, gaming industry networks)
Mandarin Chinese, Japanese, Korean, or Southeast Asian language fluency (highly desirable for regional client engagement; Mandarin is essential for Greater China markets)
Experience with age verification, responsible gambling tools, or geolocation vendors
Understanding of local payment methods (PayNow, FPS, PolyNet, GrabPay, Alipay, WeChat Pay, etc.) and their role in compliance and KYC workflows
Knowledge of data sovereignty and local hosting requirements in APAC countries (e.g., PDPA in Singapore, PDPO in Hong Kong, Privacy Act in Australia)
Understanding of cross-border data flow restrictions and their impact on identity verification solutions
Knowledge of Islamic finance (relevant for Malaysia, Indonesia, and Middle Eastern clients operating in APAC)

Enterprise Account Executive-APAC