Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will build and own a named-account territory across the UK and Nordics, develop pipeline, and close enterprise deals end to end. You will lead compliance-led sales conversations, structure consumption-based commercial models, forecast accurately, and share market feedback on pricing, coverage, and competitors.
Requirements
- 7+ years closing enterprise B2B SaaS deals with £250k+ ACV in FinTech or RegTech
- At least three years selling into regulated financial services
- Evidence of consistent quota attainment at the stated deal size
- Experience selling to compliance, risk, or financial crime buyers
- Knowledge of KYC/KYB, AML screening, sanctions, PEP, perpetual KYC, or transaction monitoring
- Experience building a territory with limited brand recognition
- Ability to navigate technical and API-led product discussions
- Commercial literacy in consumption pricing and unit economics
- Experience with MEDDPICC, Command of the Message, or an equivalent qualification methodology
- Ability to work autonomously
Responsibilities
- Build and run a named-account territory of 30–50 enterprise and upper-mid-market targets across the UK and Nordics
- Own annual new ARR quota and expansion revenue in landed accounts
- Develop pipeline in a market with limited brand recognition
- Navigate multi-stakeholder enterprise deals
- Run enterprise sales cycles from qualification through security review, DPA/MSA negotiation, and procurement sign-off
- Structure consumption-based commercial models
- Defend pricing against procurement-led cost-reduction mandates
- Forecast using MEDDPICC, Command of the Message, or an equivalent methodology
- Feed market feedback into Product and the EU operating plan
- Operate autonomously with low supervision and high accountability