Role Purpose
The Head of Identity & Regulatory Market Strategy sits within the Go-To-Market organization and translates global regulatory complexity into commercial advantage.
This role enables Sales, Marketing, Customer Success, and Product Marketing to win in regulated markets by turning identity, compliance, and trust requirements into clear positioning, differentiated solutions, and accelerated deal cycles.
This position will:
- Shape Jumio’s regulatory narrative across key verticals, including financial services, iGaming, marketplaces, and crypto
- Act as the bridge between regulation, product, and GTM execution
- Position Jumio as the trusted authority in identity intelligence and compliance to drive pipeline and revenue
Core Mission
Turn regulatory complexity into a repeatable GTM advantage that drives pipeline, win rates, and expansion.
Key Responsibilities
Regulatory Strategy to GTM Impact
- Monitor and anticipate global regulatory developments, including eIDAS 2.0, AI Act, DORA, and AML/KYC evolution
- Translate regulatory change into GTM plays, target segments, and sales priorities
- Equip teams with “what this means for the customer” messaging
- Partner with Sales and Marketing to align regulatory triggers to pipeline generation
- Success looks like regulation directly influencing pipeline creation, prioritization, and deal strategy.
Verticalized GTM Enablement
- Translate regulatory requirements into industry-specific GTM narratives across financial services, crypto, iGaming, mobility, payments, marketplaces, and digital platforms
- Collaborate with Product Marketing to build use-case-driven positioning, including onboarding, age verification, fraud prevention, and lifecycle monitoring
- Enable field teams with clear articulation of “why buy now” driven by compliance requirements
- Success looks like stronger industry positioning and improved win rates in regulated verticals.
Sales and Customer Enablement
- Develop sales enablement assets, including battlecards, objection handling, and regulatory-triggered outreach plays
- Support strategic deals by joining key customer conversations and providing regulatory credibility and assurance
- Enable Customer Success to drive expansion through regulatory change events
- Success looks like faster deal cycles, higher close rates, and expansion driven by regulatory urgency.
Commercial Positioning, Thought Leadership, and Market Presence
- Define, evolve, and promote Jumio’s market narrative around digital identity, trust, compliance, and regulatory innovation
- Partner with Marketing and Communications to develop and execute thought leadership programs, including reports, webinars, PR, analyst engagement, and executive content
- Align messaging and market outreach with key regulatory milestones and strategic GTM priorities
- Serve as a visible external voice for Jumio through industry events, speaking engagements, webinars, media opportunities, LinkedIn, and other digital channels
- Strengthen relationships and credibility with buyers, regulators, analysts, industry influencers, and ecosystem partners
- Position Jumio as the category leader in identity intelligence, trust, and compliance solutions
- Success looks like increased market visibility and inbound demand, stronger deal credibility, enhanced analyst and regulator relationships, and elevated category leadership.
Certification and Trust as a Revenue Lever
- Define Jumio’s certification roadmap
- Prioritize certifications based on deal impact and market access
- Translate certifications into clear commercial value and differentiation
- Success looks like certifications actively used to win deals and unlock new markets.
Market Entry and Expansion Strategy
- Assess regulatory readiness for new markets and segments
- Partner with GTM leadership to prioritize markets based on regulatory tailwinds
- De-risk expansion decisions
- Build repeatable market entry frameworks
- Success looks like faster, lower-risk expansion into high-value regulated markets.
Ecosystem and External Influence
- Build relationships with regulators, industry bodies, and partners
- Represent Jumio in industry forums, policy discussions, and standards groups
- Bring insights back to influence product roadmap and GTM strategy
- Success looks like early insight into regulatory shifts and increased market influence.
Ideal Candidate Profile
Experience Required
- 10–15+ years of experience in financial services regulation, AML/KYC, digital identity, or a closely related area
- Experience in regulatory advisory, either in consulting or in-house
- Deep expertise in European frameworks, including eIDAS and AML/KYC
- Experience engaging with regulators and financial institutions
Experience Preferred
- Experience in identity verification, fraud, or digital identity platforms
- Familiarity with certification frameworks, including ETSI, ISO, and SOC2
- Background in tier 1 bank compliance, Big 4 regulatory advisory, RegTech, or identity platforms
Skills and Capabilities
Commercial and GTM Acumen
- Ability to connect regulation to pipeline creation, deal acceleration, and revenue growth
- Strong understanding of enterprise sales cycles
Strategic Translation
- Converts complex regulation into clear, actionable GTM strategy
Communication
- Simplifies complex topics for customers, sales teams, and executives
- Comfortable acting as a public-facing thought leader and industry voice
Influence and Collaboration
- Drives alignment across Sales, Marketing, Product, and Customer Success
- Operates effectively without direct authority
Personal Attributes
- Pragmatic and outcome-oriented, with a commercial rather than academic mindset
- Highly credible with customers and regulators
- Forward-looking and strategic
- Comfortable operating in ambiguity
- Strong relationship builder and influencer
What Great Looks Like
A good candidate has a deep understanding of global regulation.
An exceptional candidate uses regulation to drive:
- Pipeline growth
- Higher win rates
- Faster deal cycles
- Market differentiation
- Expansion into new regulated markets
Jumio Values:
IDEAL: Integrity, Diversity, Empowerment, Accountability, Leading Innovation
Equal Opportunities:
Jumio is a collaboration of people with different ideas, strengths, interests and cultures. We welcome applications and colleagues from all backgrounds and of all statuses.
About Jumio:
Jumio is a B2B technology company dedicated to eradicating online identity fraud, money laundering and other financial crimes to help make the internet safer. We leverage AI, biometrics, machine learning, liveness detection and automation to create solutions that are trusted by leading brands worldwide and respected by industry thought leaders.
Jumio is the leading provider of online identity verification, eKYC and AML solutions. With a global footprint, we’re expanding the team to meet strong client demand across a range of industries including Financial Services, Travel, Sharing Economy, Fintech, Gaming, and others.
Applicant Data Privacy
We will only use your personal information in connection with Jumio’s application, recruitment, and hiring processes, as described in Jumio’s Applicant Privacy Notice. If you have any questions or comments, please send an email to privacy@jumio.com.
