About Didit:
We are one of the fastest-growing identity companies in the world, redefining industry standards with an open, flexible, and radically more affordable platform. Our product, superior to existing alternatives, combines advanced biometric technology with unique features like free unlimited KYC and Reusable KYC. We enable businesses to activate — with a single click or via a pre-paid credits model — an entire catalog of premium services (AML, advanced liveness, age estimation, proof of address, phone verification, NFC, white‑label UI, etc.).
Over 1000 customers already trust our API and console to reduce fraud and improve conversion. Until now, our rapid growth (<€1M current ARR) has been largely organic, driven by the strength of our product. Now, we are ready to build a world-class Go-To-Market engine and scale exponentially.
We’re looking for someone to lead this next phase and take us from our current base to €10M ARR in the next 24 months.
Your Mission:
Build and scale the GTM (Go-To-Market) growth engine from the ground up, capitalizing on our initial organic growth. Your goal will be to structure and execute a strategy to efficiently convert both the Product-Led Growth (PLG) flow coming from our free KYC, and attract and close clients who directly adopt our biometric and premium services. You’ll be responsible for ensuring predictability and efficiency in recurring revenue generation across our entire portfolio, optimizing every stage of the funnel.
Key Responsibilities:
- Highly Hands-On Role: We’re looking for someone ready to roll up their sleeves. You’ll not only define the strategy but also be actively involved in its day-to-day execution.
- Define and execute the Go-To-Market (GTM) strategy: Ideal Customer Profile (ICP), pricing strategy (including optimization of the pre-paid credits model), sales forecasting, playbooks, and quotas.
- Hire, lead, and develop an initial high-performance team of 2 Sales Development Representatives (SDRs), 2 Account Executives (AEs), and 1 Customer Success Manager (CSM) in the first year.
- Personally close key strategic accounts (with > €50k ACV) and actively support the team in complex negotiations, leading by example.
- Align and optimize both product-led growth cycles and assisted-sales models, maximizing conversion at every entry and expansion point (e.g. from free → AML, liveness; or direct → biometrics).
- Design and maintain dashboards and tracking processes in HubSpot (pipeline management, CAC payback calculation, cohort analysis, etc.).
- Collaborate closely with Marketing to generate high-impact sales content (battlecards, ROI calculators, success stories).
- Report key performance metrics (KPIs) to the CEO and board of directors on a bi-weekly basis.
Requirements:
- 5 to 10 years of experience scaling revenue in B2B SaaS businesses, ideally with PLG and/or usage-based (pre-paid credits) models, from early stages (<€1M ARR) to €10M ARR or more.
- Proven and deep experience in the FinTech sector, ideally in digital identity, biometrics, or RegTech.
- Demonstrated success as a “player-coach”: ability to personally close six-figure deals while building and leading high-performance sales teams from scratch. We’re looking for a doer, not just a strategist.
- Mastery of pricing models (usage-based, subscription, pre-paid credits) and experience with data-driven sales forecasting.
- Practical knowledge of structured sales methodologies (e.g., BANT, MEDDICC) and fluency with HubSpot CRM.
- Fluent in both Spanish and English (spoken and written). Portuguese or French is a plus.
- Availability to work 100% on-site at our Barcelona office.
- Occasional travel availability (<20% of the time).
What We Offer:
- Competitive base salary
- Performance-based variable compensation of up to 50% of base
- Phantom shares – get equity-like upside and grow with the company
- Full-time, on-site position in our beautiful office in Barcelona
- A high-impact role with full ownership and visibility
- The opportunity to build and lead a GTM team from scratch and shape the future of one of the most ambitious identity startups in the world