Head of Identity & Regulatory Market Strategy

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.