About Shufti
Shufti is a global leader in AI-powered identity verification (IDV) and anti-money laundering (AML) solutions, offering advanced KYC (Know Your Customer), KYB (Know Your Business) and KYI (Know Your Investor) services that enable businesses to onboard customers securely and meet regulatory requirements. Founded in 2017 and trusted by industry leaders in FinTech, Crypto, Banking, E-commerce, and iGaming, our technology delivers real-time verification in over 240 countries and territories,empowering a safer, fraud-free digital world.

Role Overview:
We are seeking an Account Manager, a proven client-relationship expert from the identity verification and fraud prevention industry. This is not a passive, reactive role. You will be the strategic owner of a portfolio of existing enterprise clients, entrusted with ensuring their long-term success, maximizing their lifetime value, and strategically expanding Shufti Pro's footprint within their organizations. Your ability to build deep trust, articulate ROI, and navigate complex client structures will be key to our shared growth.

Key Responsibilities:
Ownership, Growth, and Advocacy

Strategic Relationship Management:

• Act as the primary point of contact and trusted advisor for a portfolio of enterprise clients, building multi-threaded relationships from day-to-day operators to C-level executives (e.g., CRO, CTO, Head of Compliance).
• Conduct regular strategic business reviews (QBRs/EBRs) to review performance metrics, demonstrate ROI, align on goals, and solidify our partnership.
• Proactively manage client health, identifying and mitigating churn risks before they escalate.

Commercial Growth & Revenue Expansion:

• Own the end-to-end renewal process for your portfolio, ensuring high retention rates and negotiating favorable terms.
• Identify and execute on upsell and cross-sell opportunities by understanding the client's evolving business needs, new use cases, and introducing relevant Shufti Pro products (e.g., moving from IDV to full KYB suite, adding fraud prevention layers).
• Achieve and exceed quarterly and annual quotas for Net Revenue Retention (NRR) and Gross Retention.

Client Advocacy & Operational Excellence:

• Serve as the client's internal advocate, coordinating with Sales Engineering, Product, and Support teams to ensure timely and effective resolution of technical or operational issues.
• Translate client feedback into actionable insights for our Product and Marketing teams, influencing the roadmap and service improvements.
• Develop a deep understanding of each client's industry, regulatory challenges, and business objectives to provide consultative, value-driven guidance.

Who You Are: The Ideal Profile

You are a current Account Manager, Customer Success Manager, or Client Partner at one of our key competitors, with a proven record of managing and growing enterprise B2B SaaS accounts.

Non-Negotiable Experience & Skills:

• 3-5 years in a strategic account management, client success, or commercial role within the Identity Verification, KYC/AML, or Fraud Prevention industry.
• Proven Commercial Acumen: A documented history of managing a quota, consistently achieving high retention rates (>95%), and successfully identifying and closing expansion opportunities (upsell/cross-sell).
• RegTech Fluency: You are comfortable discussing KYC regulations, AML directives, fraud typologies, and the specific challenges of digital onboarding.
• Platform & Process Expert: High proficiency with a complex tech stack, including Salesforce and Gainsight (or similar Customer Success platforms), for tracking health scores, managing playbooks, and forecasting renewals.

Core Competencies:

• Strategic & Consultative: You operate as a consultant, not just a contact. You anticipate client needs and bring them solutions before they ask.
• Resilient Negotiator: Skilled at navigating complex renewal discussions and contract negotiations with procurement and legal teams.
• Influential Communicator: Exceptional at building rapport, delivering compelling presentations, and influencing both clients and internal stakeholders.
• Data-Driven: You use data on product usage, support tickets, and business metrics to tell a story and guide your strategic recommendations.