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)
