Senior Sales Account Executive

About the Role:

We are looking for an experienced and commercially driven Business Development Manager to own the complete new-business sales cycle, from independently identifying and generating opportunities through discovery, product demonstrations, proposal development, negotiation and contract closure.

This is an individual contributor role with full ownership of pipeline generation, sales execution and new-business revenue. It does not include people-management responsibilities.

The successful candidate will be expected to build the majority of their own pipeline, carry a meaningful individual revenue quota and close high-value B2B SaaS contracts across regulated and technology-led industries. The ideal candidate will have previously carried an annual quota of approximately USD 2 million or more, with a demonstrable record of consistently achieving or exceeding target.

Key Responsibilities

• Independently identify, research and prospect into high-potential accounts across fintech, banking, payments, financial services, insurance, crypto, gaming, marketplaces and other regulated industries.
• Generate the majority of your own pipeline through structured outbound prospecting, account-based outreach, referrals, events, partnerships, professional networks and other self-sourced channels.
• Build and maintain a qualified pipeline sufficient to support the achievement of monthly, quarterly and annual revenue targets.
• Own the complete sales cycle, from first outreach and qualification through discovery, product demonstrations, commercial proposals, negotiation, procurement, legal review and contract closure.
• Carry and deliver against an individual annual new-business quota of approximately USD 2 million, or another target assigned by the company.
• Engage and build credibility with senior decision-makers across Compliance, Risk, Fraud, Product, Technology, Operations, Procurement and executive leadership.
• Lead consultative discovery sessions to understand the prospect's current technology stack, regulatory requirements, operational challenges, buying process, commercial priorities and decision criteria.
• Position the company's solutions against specific customer use cases, including AML screening, transaction monitoring, KYC, KYB, identity verification, adverse media and ongoing monitoring.
• Conduct product demonstrations independently and coordinate technical workshops with Product and Engineering teams where required.
• Develop tailored proposals, business cases and commercial recommendations that clearly connect product capabilities to measurable customer value.
• Lead complex commercial negotiations and close high-value contracts while protecting long-term value for both the customer and the company.
• Act as a trusted advisor throughout the buying process by providing informed guidance, challenging assumptions constructively and helping prospects make confident business and technology decisions.
• Manage objections related to pricing, integration, data coverage, accuracy, implementation, security and competing solutions.
• Maintain accurate forecasts, qualification details, stakeholder maps, next steps and opportunity updates within the CRM.
• Work closely with Marketing, Product, Customer Success and Technology teams to provide a coordinated and enterprise-grade customer experience.
• Provide structured market intelligence on competitors, customer requirements, industry developments and emerging commercial opportunities.

Experience and Qualifications

• Four to five years of proven experience in B2B SaaS, enterprise technology sales or a closely related commercial role.
• Demonstrated experience owning the complete sales cycle and independently generating new-business opportunities.
• Previous responsibility for an annual individual quota of approximately USD 2 million or more.
• A proven and consistent record of achieving or exceeding quota over multiple years, supported by clear evidence of targets carried, attainment achieved, and revenue personally closed.
• Strong self-sourcing capability, with the ability to demonstrate the proportion of pipeline generated independently through outbound and relationship-led activities.
• Experience selling into fintech, banking, payments, financial services, insurance, crypto, gaming, marketplaces or other regulated industries.
• Previous experience selling AML, KYC, KYB, fraud prevention, identity verification, cybersecurity, compliance technology, data intelligence or related SaaS solutions is strongly preferred.
• Excellent negotiation and commercial skills, with a demonstrated ability to structure, progress and close high-value and complex contracts.
• Ability to create value throughout the sales process and build trusted-advisor relationships with senior customer stakeholders.
• Experience engaging Heads of Compliance, MLROs, CROs, CTOs, Product Leaders, Founders and other C-level decision-makers.
• Strong understanding of consultative, value-based and enterprise sales methodologies.
• Ability to understand APIs, integrations, technical workflows and enterprise implementation requirements sufficiently to lead credible customer conversations.
• Excellent written and verbal English communication skills, with the ability to communicate complex ideas clearly and persuasively.
• Strong commercial judgement, ownership mentality, resilience and pipeline-management discipline.
• Experience using CRM platforms such as HubSpot or Salesforce.
• Ability to work independently, manage multiple complex opportunities and perform consistently in a target-driven environment.

What Success Looks Like

• Building a consistent pipeline of qualified enterprise opportunities through disciplined self-sourced prospecting.
• Achieving or exceeding agreed monthly, quarterly and annual new-business revenue targets.
• Converting outbound activity into meaningful customer conversations and commercially viable opportunities.
• Progressing opportunities with strong qualification, multi-stakeholder engagement and clearly agreed next steps.
• Maintaining accurate forecasting and disciplined CRM management.
• Creating measurable value for prospects and developing trusted relationships with senior customer stakeholders.
• Closing sustainable, high-value business aligned with the company's target markets and product strengths.

Ideal Candidate Profile

You are commercially ambitious, structured, and comfortable taking ownership. You understand that enterprise sales is not simply about presenting software. It requires disciplined research, thoughtful discovery, credible positioning, strong negotiation, consistent follow-up and the ability to build confidence across multiple stakeholders.

You can clearly demonstrate the quotas you have carried, your attainment against those quotas, the revenue you personally closed, and the pipeline you generated independently. You are equally comfortable opening a new account, leading a product conversation, creating a compelling commercial case and negotiating the final agreement.