Senior Business Development Manager, DACH

Sumsub is a leading full-cycle verification platform that enables scalable compliance. From identity and business verification to ongoing monitoring, our platform adapts to different risk appetites and market demands, ensuring global compliance. It allows customizing analytics and workflows with a no-code interface. Over 4,000 clients — including Bitpanda, Wirex, Avis, Bybit, Vodafone, Duolingo, Kaizen Gaming, and TransferGo — trust Sumsub to accelerate growth, prevent fraud, and maintain compliance worldwide. As a Senior Business Development Manager you will lead growth across DACH by identifying, opening, structuring and closing enterprise-level deals. What You Will Be Doing: Create and execute a go-to-market strategy in your assigned assigned verticals leveraging cross-functional teams including marketing, SDRs, pre-sales, sales ops, product, partner managers & technology to maximise growth opportunity Personally own the full sales cycle - from prospecting to close - in net new enterprise accounts in target sectors to deliver substantial gross sales Bring deep crypto & Web3 industry expertise & market insight to customers Deliver product demonstrations to customers tailored to their specific needs Be aware of all aspects of key competitors' offering, their strengths, weaknesses, opportunities, and threats Drive our thought-leadership agenda through networking, conference participation & supporting community building Be an internal advocate for your clients; educating stakeholders on their specific needs in order maximise growth opportunities About You: A minimum of 5+ years of experience in SaaS B2B sales Expertise and industry experience of crypto & Web3 businesses A hunter: ability to find opportunity in new logos Domain expertise in KYC / KYB / AML & fraud preferred A proven track record in enterprise-level, multi-stakeholder sales Expertise in enterprise sales techniques (eg SPIN, Challenger, MEDDICC, Miller Heiman) Strong analytical and research skills to identify opportunities Strong sense for business and excellent commercial acumen Outstanding interpersonal skills Excellent written, communication and negotiation skills A learn-it-all, can do, mentality German language proficiency (French or Italian languages would be considered as a plus) 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. 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. Sounds like a great opportunity for your career development? Then go ahead and apply! 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.