Senior Sales Account Executive

We are seeking a highly motivated and commercially driven Business Development Manager to take full ownership of the new-business sales cycle. This role involves independently identifying and generating opportunities, conducting discovery sessions, delivering product demonstrations, developing proposals, negotiating terms, and closing contracts. As an individual contributor, you will be responsible for pipeline generation, sales execution, and driving new-business revenue without any people-management duties. The ideal candidate will have experience managing a substantial individual revenue quota—around USD 2 million or more—and a proven track record of consistently meeting or exceeding sales targets in B2B SaaS, particularly within regulated and technology-driven industries.

Key Responsibilities
- Independently identify, research, and prospect high-potential accounts across sectors such as fintech, banking, payments, financial services, insurance, crypto, gaming, marketplaces, and other regulated industries.
- Generate the majority of your pipeline through structured outbound prospecting, account-based outreach, referrals, events, partnerships, and professional networks.
- Maintain a qualified sales pipeline sufficient to meet monthly, quarterly, and annual revenue goals.
- Manage the entire sales cycle from initial outreach and qualification through discovery, product demos, proposal development, negotiation, procurement, legal review, and contract closure.
- Carry and achieve an individual annual new-business quota of approximately USD 2 million or as assigned.
- Build credibility and engage senior decision-makers across Compliance, Risk, Fraud, Product, Technology, Operations, Procurement, and executive leadership teams.
- Lead consultative discovery sessions to understand prospects’ technology stacks, regulatory needs, operational challenges, buying processes, and commercial priorities.
- Position company solutions against specific customer use cases such as 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 when necessary.
- Develop tailored proposals, business cases, and commercial recommendations that clearly link product capabilities to measurable customer value.
- Lead complex commercial negotiations and close high-value contracts while safeguarding long-term value for both the customer and the company.
- Act as a trusted advisor throughout the buying process by providing informed guidance, constructively challenging assumptions, and helping prospects make confident 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 system.
- Collaborate closely with Marketing, Product, Customer Success, and Technology teams to ensure a seamless and enterprise-grade customer experience.
- Provide structured market intelligence on competitors, customer requirements, industry trends, and emerging commercial opportunities.

Required Qualifications
- Four to five years of proven experience in B2B SaaS, enterprise technology sales, or a closely related commercial role.
- Demonstrated ownership of the complete sales cycle and ability to independently generate new-business opportunities.
- Previous responsibility for an annual individual quota of approximately USD 2 million or more.
- Consistent track record of meeting or exceeding quota over multiple years, supported by verifiable evidence of targets carried, attainment, and revenue closed.
- Strong self-sourcing skills, with clear demonstration of pipeline generated independently through outbound and relationship-driven activities.
- Experience selling into fintech, banking, payments, financial services, insurance, crypto, gaming, marketplaces, or other regulated sectors.
- Excellent negotiation and commercial skills, with the ability to structure, advance, and close complex, high-value contracts.
- Ability to build trusted-advisor relationships with senior customer stakeholders and create value throughout the sales process.
- Experience engaging with Heads of Compliance, MLROs, CROs, CTOs, Product Leaders, Founders, and other C-level executives.
- Solid understanding of consultative, value-based, and enterprise sales methodologies.
- Familiarity with APIs, integrations, technical workflows, and enterprise implementation to lead credible technical discussions.
- Excellent written and verbal communication skills in English, capable of conveying complex ideas clearly and persuasively.
- Strong commercial judgment, ownership mentality, resilience, and disciplined pipeline management.
- Proficiency with CRM platforms such as HubSpot or Salesforce.
- Ability to work independently, manage multiple complex opportunities, and perform consistently in a target-driven environment.

Preferred Qualifications and Benefits
- Experience selling AML, KYC, KYB, fraud prevention, identity verification, cybersecurity, compliance technology, or data intelligence SaaS solutions is highly desirable.
- Proven ability to convert outbound activity into meaningful customer conversations and commercially viable opportunities.
- Track record of maintaining accurate forecasting and disciplined CRM management.
- Demonstrated success in closing sustainable, high-value business aligned with company target markets and product strengths.

The ideal candidate is commercially ambitious, structured, and comfortable taking full ownership of the sales process. You understand that enterprise sales extend beyond software presentations to include disciplined research, thoughtful discovery, credible positioning, strong negotiation, consistent follow-up, and building confidence across multiple stakeholders. You can clearly demonstrate your quota history, attainment, revenue closed, and pipeline generated independently. You are equally adept at opening new accounts, leading product conversations, crafting compelling commercial cases, and negotiating final agreements.