Business Development Director – EMEA

FrankieOne

. Own and grow FrankieOne's presence across a named-account territory of 30–50 enterprise and upper-mid-market targets in the UK and Nordics .

Posted 10/26/2026full-timeLondon • United KingdomLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in closing enterprise deals within B2B SaaS, particularly in FinTech and RegTech, with a strong focus on compliance and risk management. Proven ability to navigate complex sales cycles and build market presence in territories with limited brand recognition.

Highest-signal resume keywords

7+ Years Closing Enterprise DealsExperience Selling Into Regulated Financial ServicesKYC/KYB, AML Screening, Sanctions KnowledgeMEDDPICC Forecasting MethodologyCommercial Literacy in Consumption Pricing

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise SalesB2B SaaS SalesQuota AttainmentConsultative SellingTechnical Product NavigationCommercial Model ArchitectureForecastingIdentity VerificationFraud PreventionAML Compliance

Soft Skills

AutonomyAccountabilityConsultative CommunicationNegotiation SkillsStakeholder Management

Industry Keywords

FinTechRegTechFinancial CrimeRisk ManagementComplianceKYCAMLPEPNordic MarketData Screening Partners

About the role

Key responsibilities & impact

Own and grow FrankieOne's presence across a named-account territory of 30–50 enterprise and upper-mid-market targets in the UK and Nordics
Own an annual new ARR quota and expansion revenue in landed accounts
Develop pipeline in a market with limited brand recognition
Run the full sales cycle from qualification through commercial close, security review, DPA/MSA negotiation, procurement, and sign-off
Navigate multi-stakeholder deals involving financial crime, risk, product, engineering, and procurement stakeholders
Conduct consultative, compliance-led conversations on KYC/KYB, AML screening, sanctions, PEP, and perpetual KYC
Architect consumption-based commercial models, including per-verification pricing, volume tiers, minimum commits, and orchestration versus bundled-vendor economics
Defend pricing against procurement-led cost-reduction mandates
Forecast using MEDDPICC, Command of the Message, or equivalent
Feed market intelligence on pricing pressure, coverage gaps, and competitive displacement into Product and the EU operating plan
Operate autonomously while reporting to the GM, Europe

Requirements

What you’ll need

7+ years closing enterprise deals with £250k+ ACV in B2B SaaS within FinTech or RegTech
At least three years selling into regulated financial services
Evidence of consistent quota attainment at £250k+ deal size
Experience selling to compliance, risk, or financial crime buyers
Ability to discuss KYC/KYB, AML screening, sanctions, PEP, perpetual KYC, or transaction monitoring without solutions-engineer support
Experience building a territory with little brand recognition, including founding-BDM or first-in-region experience, or documented success moving from a market-leading vendor to a challenger
Comfort navigating technical and API-led products, including integration, latency, data residency, and false-positive/pass-rate discussions
Commercial literacy in consumption pricing, unit economics, margin implications of over-verification, and procurement-led cost-reduction mandates
Rigorous qualification methodology such as MEDDPICC, Command of the Message, or equivalent
Honest forecasting
Genuine autonomy and comfort with low supervision and high accountability
Direct identity verification, fraud, or AML experience is advantageous
Crypto/digital-assets exchange or iGaming operator relationships are advantageous
Nordic market experience is advantageous
Experience selling through or with data/screening partners is advantageous

Benefits

Comp & perks

High-performance, accountability-focused culture
Seamless access to the global ecosystem of identity and fraud solutions through FrankieOne's orchestration platform
Access to global identity and fraud tools in one place
Opportunity to build a region from the ground up with genuine autonomy
High accountability and low supervision