Our client is an AI platform helping banks and fintechs with AML to stay compliant.
By being able to detect suspicious activity in real-time, along with swift integrations (able to integrate in just 1 week vs. the industry standard of 2-4 months), they are proving among their BFSI and fintech customers to massively reduce costs and mitigate risks.
With enormous growth through Founder-led sales and a lean commercial team, it’s now time to bring in a Head of Sales to help them hit their revenue goals.
Key Highlights:
- Founded in 2021 and already at $1.9m ARR from over 35 customers.
- Global sales role with a huge TAM – they have customers across the globe!
- One of the fastest growing fintechs in the space, already chasing down series A and getting serious traction with notable investors.
- Market leading solution using cutting edge AI technology to help fintech and financial institutions prevent financial crime and remain AML compliant – ultimately helping them to reduce risk and lower costs.
- Varied customer base in the finance sector ranging from Fintech and traditional banking institutions. Deals ranging from $20k ARR to $700k ARR.
- Currently 1 AE and 1 SDR in the team – scope to grow the team based on budget allocation.
- Solid pipeline conversion at 30% conversion from a demo, currently 50% of the leads are inbound.
- Working directly with the CEO to develop the sales function into a system for success.
- Up to £125k base x 2 OTE + generous equity.
The Role:
- Creating and developing effective sales strategies to increase new business sales by implementing qualification and sales frameworks to increase lead conversion.
- Developing an outbound & closing strategy targeted towards larger organisations with higher ACVs.
- Leading and nurturing a team of 2 with scope to grow an outbound lead generation team, ultimately to hit their targets of $1m in 2024, $3m in 2025 and $5m in 2026 in new ARR.
- Create a structured process for managing customer accounts, maximising value, and enhancing renewal rates.
- Carrying your own quota and achieving personal performance targets set by the Founder whilst also ensuring the team are hitting their targets.
- Support key deals by acting as the executive sponsor and coordinating internal resources.
- Setting up and maintaining an effective system to track key pipeline indicators, this will include top of funnel, conversion rates and velocity with consistent in-depth analysis to improve performance.
- Finding repeatability and enforcing effective hiring strategies that will fuel future sales hires and team growth and YoY revenues.
- Staying up to date on industry trends, competition and customer needs.
- Providing accurate forecasts and reports to the Founder and CEO.
Requirements
- Proven experience in sales, with a track record of meeting and exceeding sales targets in a B2B software sales environment. This includes creating a structured process for managing customer accounts, maximising value, and enhancing renewal rates.
- Previous experience working at an early stage company with long enough tenures to show traction in the role.
- Experience working with the senior leadership team to further refine the ICP and create market segments for tailored approaches.
- Have practical examples of creating and defining the inbound vs. outbound sales process, this will include setting up a team that has produced tangible results.
- Experience selling compliance solutions to financial institutions and fintech – bonus if you have sold AML solutions.
- Strong background in developing and growing sales teams – important to be able to nurture reps whilst also keeping high performers motivated.
- Adaptable when it comes to implementing a sales process that works for a specific product and market.
- Ability to analyse data and make data-driven decisions.
Benefits:
- £125k base x 2 OTE.
- 0.25% – 0.40% equity.
- Remote working.
- Strong team of A players, all working together to be successful.
- Wider benefits can be discussed.