Foster relationships with key stakeholders, from champions to executive sponsors and economic buyers. Serve as the intellectual peer of subject matter experts in our most strategic accounts, ensuring meaningful, advisory-level engagement.
Collect and analyze customer feedback data to establish a shared understanding of solution performance and value. Work cross-functionally with Product & Engineering to ensure feedback mechanisms are robust and aligned with the next-gen innovations we’re delivering.
Own the QBR process to reinforce value, align on strategic priorities, and surface innovation opportunities.
Own the upsell and cross-sell POCs to demonstrate the value of additional solutions within existing accounts. Lead both the strategic narrative and quantitative analysis during POCs, showcasing how new solutions address customer pain points, deliver measurable lift, and integrate seamlessly with their current workflows.
Ensure the adoption of next-gen models, including key features, incremental lifts, and real-world performance deltas. Translate new qualitative innovations into quantitative lift, and use that lift to ensure prioritization.
Handle customer questions about specific scoring decisions, fraud trends, or optimization opportunities. Collaborate with Data Science and Product as needed to provide clear, actionable insights.

Requirements

Bachelor's Degree in business administration, engineering, math, economics, statistics, computer science or other relevant field preferred or equivalent experience
10+ years of professional work experience with 5+ years of experience working in professional services, customer management, or in a sales engineering capacity
Demonstrated experience leading enterprise-level engagements dealing with analytics, technology, and/or enterprise software
Demonstrated ability to negotiate resources and priorities with multiple internal and customer stakeholders in order to drive business results
Deep understanding of a variety SaaS sales methodologies or processes (MEDDICC, Challenger)
Ability to synthesize complex statistical observations into clear results and concrete recommendations (both verbally and in writing), with absolutely flawless communication skills and the ability to flex between concise and detail-oriented as the situation demands
Prior experience conducting credit/fraud risk management analysis, threshold optimization, and swap sets
Prior experience working with document image capture or other OCR or CV tools
Prior domain expertise with FCRA, ECOA, GLBA, PATRIOT Act, BSA, and other banking regulations
Strong technical depth (ex. ML/DS technologies, SDLCs, RESTful APIs, RDBMS, etc.)
Excited by the challenges of a fast-paced, mission-driven company set on disrupting the identity verification industry
Comfort with up to 30% travel—this is a remote role, with travel as required

Benefits

Offers Equity
Offers Commission
Offers Bonus

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

analyticscustomer managementsales engineeringcredit risk managementfraud risk managementthreshold optimizationdocument image captureOCRcomputer visionmachine learning

Soft skills

communicationnegotiationstakeholder managementanalytical thinkingproblem-solvingadaptabilitycollaborationleadershipstrategic thinkingcustomer engagement