Business Development Manager or 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 own a named-account territory across the UK and Nordics, develop pipeline, and close enterprise deals end to end. You will lead compliance-led sales conversations, structure consumption-based commercial models, forecast accurately, and share market feedback on pricing, coverage, and competitors.
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 navigate technical and API-led product discussions
- Commercial literacy in consumption pricing and unit economics
- Experience with MEDDPICC, Command of the Message, or an equivalent qualification methodology
- Ability to work autonomously
Responsibilities
- Build and run 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 in a market with limited brand recognition
- Navigate multi-stakeholder enterprise deals
- Run enterprise sales cycles from qualification through security review, DPA/MSA negotiation, and procurement sign-off
- Structure consumption-based commercial models
- Defend pricing against procurement-led cost-reduction mandates
- Forecast using MEDDPICC, Command of the Message, or an equivalent methodology
- Feed market feedback into Product and the EU operating plan
- Operate autonomously with low supervision and high accountability