Senior Lead GTM, KYB

Sumsub is the first AI-powered trust infrastructure for compliance operations  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 Lead GTM 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.

• 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.

• Demonstrated expertise in B2B Fin Tech, Compliance, Identity Verification, or Risk Management, with a mandatory deep background (10+ years) specifically within KYB solutions
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• 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/Hub Spot) to drive data-informed strategies.

• 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…