Business Development Team Lead growing Fenergo’s AI - powered financial crime compliance software pipeline. Leading Toronto enterprise sales development while carrying strategic accounts and coaching representatives.
About the role
- Enterprise BDR activating strategic accounts for Fenergo, which provides AI-powered financial crime and client lifecycle software. Driving discovery, value hypotheses and enterprise pipeline progression.
Responsibilities
- Develop deep understanding of named enterprise accounts, including operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and value drivers
- Use internal insights, external signals, account research, customer triggers and AI-enabled tools to identify where Fenergo can create value
- Create tailored messaging for stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership
- Conduct SPICED discovery to uncover strategic problems, business impact, decision context, critical events and stakeholder motivations
- Develop account-specific Value Hypotheses connecting Fenergo’s capabilities to customer priorities, pain points and desired outcomes
- Identify and engage multiple stakeholders across accounts to build relevance across the buying group
- Partner with Field Sales Representatives on account strategy, target personas, activation plans, messaging, discovery learnings and next steps
- Maintain activation plans, discovery notes and progression insights
- Use CRM and revenue tools consistently so account engagement, pipeline creation and opportunity movement are visible, measurable and actionable
- Improve the quality, conversion and velocity of strategic enterprise pipeline
Requirements
- Proven success in a commercial SaaS, technology or B2B sales environment
- Strong business acumen and ability to understand complex customer problems
- Confidence engaging senior stakeholders with relevance and professionalism
- Strong discovery capability, ideally using SPICED as a framework
- Ability to understand and adapt messaging for different buyer personas
- Goal orientation, resilience and high standards of personal execution
- Curiosity about financial services, regulatory technology, onboarding and client experience for complex clients in financial institutions
- Strong collaboration skills and ability to work closely with Field Sales and wider GTM teams
- Comfort using data, account intelligence, AI tools and market signals to improve targeting and engagement
- Desire to build enterprise sales skills, including discovery, value creation, multi-threading, account strategy and executive-level communication
Benefits
- Healthcare cover through Cigna
- Vision care through the Cigna plan
- Life Assurance and Disability Income Insurance through HSBC
- 23 days annual leave
- 3 company days
- Annual bonus opportunity
- Work From Home set-up allowance
- Opportunity to work with clients and colleagues on a global scale
- Flexible working hours
- Work from home policy
- Sports and social committee
- Buddy system for all new starters
- Collaborative working environment
- Extensive classroom and online training through Fenergo University
- Opportunity to work on a cutting-edge Fintech Product using the latest tools and technologies
- Defined training and role tracking for career development and progress
- Active sports and social club
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Degree requirement
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