Enterprise Account Executive – Financial Services, Banking

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Kyckr

WebsiteLinkedInAlle Stellen

11 - 50 Mitarbeiter

Gegründet 2022

💼 Beratung

⚖️ Rechtswesen

📦 Logistik

💰 €3.537.011 Post-IPO Equity - Kyckr Limited im 2019-07

Consulting • Legal • Logistics

Kyckr ist ein B2B SaaS-Unternehmen, das über ein Web-Portal und eine REST-API Echtzeit-, revisionssichere Unternehmensregisterdaten und Dokumentenabruf bereitstellt. Es verbindet sich mit über 300 offiziellen Firmenregistern in mehr als 100 Ländern, um Unternehmensprofile, Einreichungen und rechtlich verbindliche Dokumente in Echtzeit zu normalisieren. Zudem bietet es UBO Verify, um wirtschaftlich Berechtigte grenzüberschreitend zu identifizieren und zu visualisieren. Die Dienste von Kyckr werden von Compliance-, AML/KYC- und Onboarding-Teams genutzt, um die Unternehmensverifizierung zu automatisieren, regulatorische Prüfungsanforderungen zu erfüllen und Registerdaten in bestehende Arbeitsabläufe zu integrieren.

Beschreibung

• Define and own a c.50 named-account strategy across Financial Services and Banking, alongside retaining 10 existing FS customers and giving them the new-business treatment. • Build the story for each account: translate Kyckr's KYB and UBO capabilities into FS-specific outcomes — AML cost reduction, faster onboarding, regulatory readiness, defensible audit trails. • Maintain account plans for each strategic logo, sequenced and prioritised against deal-readiness and commercial size. • Partner with Marketing, RevOps and the CEO on multi-touch named-account plays: events, content, referrals, peer networks and ABM. • Track FS market trends, competitor movements and regulatory developments to ensure account strategy remains current and well-positioned. • Own the full sales cycle for each target account: first call, technical scoping with Pre-Sales, commercials, procurement, vendor onboarding and security review. • Run multi-stakeholder discovery across financial crime, KYB operations, product, programme managers and procurement. Stay multi-threaded through the deal. • Land Kyckr through professional services engagements or POCs (remediation, ownership discovery) structured to demonstrate value within 90 days. • Build commercial business cases that quantify the cost-of-inaction and the return-on-Kyckr for each FS buyer. • Hold the line on strategic priorities when short-term commercial pressure pushes against them — credibility with FS buyers is built across years, not quarters. • Expand initial use cases into annual API subscriptions worth €300k+ ARR per account. • Negotiate enterprise commercials with Tier-1 Financial Services counterparties: volume tiers, multi-year terms, multi-entity arrangements. • Protect and retain topline ARR and gross margin of existing account book. • Identify and pursue cross-sell across Kyckr's data portfolio. • Build reference programmes with existing FS customers — both to support new-business motion and to deepen relationships with retained accounts. • Maintain HubSpot deal hygiene, clean account plans and accurate weekly forecasts. • Lead monthly business reviews for the FS patch, giving the leadership team a truthful, evidence-based view of pipeline, coverage and conversion. • Define and track FS-patch KPIs: pipeline coverage, conversion, average deal size, sales cycle, win rate. • Maintain disciplined deal hygiene under commercial pressure — the business should always have a truthful view of what is closing and when. • Support RevOps in shaping commission structures, quotas and territory definitions for the FS segment as the team scales. • Spend significant time with FS customers, prospects and industry stakeholders — understanding buyer needs, procurement dynamics and the evolving compliance landscape. • Conduct structured competitor analysis across Kyckr's core KYB and UBO markets within Financial Services. • Develop a deep working knowledge of Kyckr's FS buyer personas — Head of Financial Crime, Head of Compliance, Program Managers and Procurement. • Feed market intelligence back into leadership in a structured way, ensuring external insight shapes Kyckr's roadmap, pricing and positioning. • Represent Kyckr externally at FS industry events, conferences and customer panels.

🎯 Anforderungen

• Financial Services sales or practitioner background: you have sold data, RegTech, AML/KYC, compliance or company-data solutions into Tier-1 and Tier-2 banks — or you have worked inside an FS institution in a financial crime, KYB, KYC ops, MLRO or data office role and are now moving into a commercial seat. • Enterprise new-business quota: you have carried a €2m new business ARR quota and signed individual deals in the €75–350k range. You understand the difference between forecast and blind hope. • Multi-threaded enterprise selling: you are comfortable working with senior FS buyers (Head of Compliance and Financial Crime, MLRO, COO, CDO, Head of KYC) alongside data engineering, vendor risk and procurement — and keeping them all warm through a long cycle. • Long-cycle deal discipline: you have worked 6-12 month deals through complex procurement, vendor onboarding and security review. You know how to keep a deal warm when nothing seems to be moving. • Scale-up experience: you have worked in a scale-up of fewer than 100 people, ideally as one of the first FS-focused sellers. You can operate without a 50-person enabling sales org behind you. • KYC/AML market familiarity: direct experience with compliance, financial crime, or KYB buyer personas, procurement cycles, and the competitive landscape — sufficient to add value without a learning curve. • Plain-English translation: you can turn registry data, beneficial ownership chains and regulatory obligations into buyer-led conversations about cost, risk and audit defensibility. • Commercial storytelling: strong written and verbal communication — sharp business cases, crisp executive briefings, the ability to defend a €300k+ deal in front of FS procurement. • HubSpot fluency: practical experience running an enterprise sales motion through HubSpot with disciplined deal hygiene, forecast accuracy and pipeline coverage reporting.

🏖️ Vorteile

• Remote-first with periodic in person collaboration days • Annual leave + UK bank holidays (25 days + 8 bank holidays) • Private Medical Insurance • Enhanced maternity/paternity leave • Supportive family & sick leave policies • Best-in-class pension contributions • Annual training budget • Laptop + home office equipment provided as required • Work from Anywhere: up to 20 days/year (policy conditions apply) • Wellbeing programme + quarterly socials