Business Development Director EMEA
FrankieOne is a RegTech company that provides a unified connection to KYC, KYB, AML, and fraud tools. Its platform helps banks, fintechs, and financial-services companies onboard customers, manage risk, and monitor transactions.
Funding history
About FrankieOne
FrankieOne provides a unified API, customizable decision engine, and single customer view for customer onboarding, identity and business verification, AML, fraud protection, biometrics, risk-based onboarding, and transaction monitoring. The company connects customers to hundreds of global vendors and data sources, enabling organizations to configure and activate checks and verifications with minimal development work. Its customers include banks, fintechs, and other highly regulated financial-services companies.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will build and grow a named-account territory across the UK and Nordics, owning the full enterprise sales cycle from qualification through commercial close, security review, contract negotiation, and procurement. You will develop pipeline, structure consumption-based commercial models, manage expansion revenue, forecast accurately, and provide market feedback on pricing, coverage, and competition.
Requirements
- 7+ years closing enterprise B2B SaaS deals with £250k+ ACV in FinTech or RegTech.
- At least three years selling into regulated financial services.
- Evidence of consistent quota attainment at the stated deal size.
- Experience selling to compliance, risk, or financial crime buyers.
- Knowledge of KYC/KYB, AML screening, sanctions, PEP, perpetual KYC, or transaction monitoring.
- Experience building a territory with limited brand recognition.
- Ability to discuss technical and API-led product topics, including integration, latency, data residency, and false-positive/pass-rate considerations.
- Commercial literacy in consumption pricing, unit economics, and margin implications.
- Experience with MEDDPICC, Command of the Message, or an equivalent qualification methodology.
- Ability to work autonomously with low supervision and high accountability.
Responsibilities
- Build and manage a named-account territory of 30–50 enterprise and upper-mid-market targets across the UK and Nordics.
- Own annual new ARR quota and expansion revenue in landed accounts.
- Develop pipeline independently in a market with limited brand recognition.
- Navigate multi-stakeholder enterprise deals with compliance, risk, product, engineering, and procurement stakeholders.
- Run enterprise sales cycles from qualification through security review, DPA/MSA negotiation, and procurement sign-off.
- Structure consumption-based commercial models, including per-verification pricing, volume tiers, and minimum commitments.
- Defend pricing using unit economics and margin implications.
- Forecast using MEDDPICC, Command of the Message, or an equivalent methodology.
- Provide structured market feedback on pricing pressure, coverage gaps, and competitive displacement patterns.
- Operate autonomously while reporting to the GM, Europe.