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 Jumios 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 Jumios 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 Jumios 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

• 1015+ 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