The Role

This is not a conventional prospecting role.

As an Enterprise Business Development Representative, you will operate as the activation layer for pipeline creation and early-stage opportunity progression across Fenergo's strategic enterprise accounts.

Your role is to identify where Fenergo can create value, understand the business problem deeply, engage the right stakeholders, and build the conditions for qualified enterprise opportunities to progress. You will partner closely with Field Sales Representatives, Marketing, Client Success and GTM Leaders to turn account strategy into meaningful engagement with executive level personas.

You will be expected to think commercially, communicate with clarity, and develop a strong understanding of persona-led value propositions across financial crime, compliance, operations, client lifecycle, transformation and technology stakeholders.

The best person for this role will likely be a proven SaaS seller or commercially experienced business development professional who has already demonstrated strong business acumen, goal orientation and customer-facing credibility... and who now wants a deliberate pathway into complex enterprise sales.

This role is designed to build mastery in discovery, account strategy, multi-threading and enterprise opportunity development.

What This Role Exists to Achieve

You will help Fenergo create and progress high-quality strategic pipeline by:

• Strategic, signal led outreach into enterprise accounts with insight and persona relevancy & credibility

• Exceptional Discovery which is focused on business outcomes and quantifies pain, beginning to shape the problem and "why change" narrative. SPICED led.

• Building Value Hypotheses that clearly articulate why a customer should change, why now, and why Fenergo.

• Creating momentum from initial engagement through to validated opportunity creation by multi-threading across person levels and business lines. You are developing and progressing these relationships in lockstep with the FSR

• Partnering with the FSR to ensure early customer insight converts into a stronger enterprise opportunity path

• Improving the quality, conversion and velocity of pipeline entering the revenue system.

Success in this role is not measured by activity volume alone. It is measured by the quality of account activation, the depth of discovery, the relevance of customer insight, and the progression of real enterprise opportunities.

What You'll Do

Activate strategic accounts

Develop a deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and potential value drivers.

Use internal insights, external signals, account research, customer triggers and AI-enabled tools to identify where Fenergo can create value.

Engage senior and varied personas

Create tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.

You will be expected to understand what matters to each persona and communicate in a way that is relevant, credible and commercially sharp.

Run high-quality discovery

Use SPICED discovery to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind potential opportunities.

You will not simply qualify interest. You will help determine whether there is a meaningful business problem worth solving.

Build Value Hypotheses

Develop clear, account-specific Value Hypotheses that connect Fenergo's capabilities to the customer's likely business priorities, pain points and desired outcomes.

Your work should help Field Sales enter conversations with stronger context, sharper messaging and a clearer route to opportunity progression.

Multi-thread and mobilise

Identify and engage multiple stakeholders across the account to create a broader understanding of the customer's priorities and buying environment.

You will help move engagement beyond a single contact by building relevance across the buying group.

Partner with Field Sales

Work as a close commercial partner to Field Sales Representatives. Align on account strategy, target personas, activation plans, messaging, discovery learnings and next-step commitments.

This role requires strong internal credibility. You will need to earn trust through preparation, quality of insight, execution discipline and commercial judgement.

Operate with data and discipline

Maintain high-quality activation plans, discovery notes and progression insights.

Use CRM and revenue tools consistently so that account engagement, pipeline creation and opportunity movement are visible, measurable and actionable.

What Success Looks Like

In this role, success means:

• Strategic accounts are activated with clear rationale, not generic outreach.

• Target personas understand why Fenergo is relevant to their business priorities.

• Early discovery produces meaningful customer insight, not surface-level qualification.

• Field Sales receives stronger, better-prepared opportunities.

• Value Hypotheses are clearly documented and used to shape opportunity strategy.

• Multi-threading improves the quality and resilience of early-stage pipeline.

• Pipeline creation is more targeted, more evidence-based and more likely to convert.

• You are recognised internally as a commercial operator who improves the quality of enterprise pipeline.

Requirements

What You'll Bring

We are looking for someone with strong commercial instincts, excellent communication skills and the ambition to develop into complex enterprise sales.

You may be a SaaS Account Executive, commercial seller, business development professional or account development specialist who has already shown that you can engage customers, understand business problems and work toward measurable revenue outcomes.

You will bring:

• Proven success in a commercial SaaS, technology or B2B sales environment.

• Strong business acumen and the ability to understand complex customer problems.

• Confidence engaging senior stakeholders with relevance and professionalism.

• Strong discovery capability, ideally using SPICED as a framework.

• Ability to understand and adapt messaging for different buyer personas.

• Goal orientation, resilience and high standards of personal execution.

• Curiosity about financial services, regulatory technology, onboarding and client experience for complex clients in financial institutions

• Strong collaboration skills and the ability to work closely with Field Sales and wider GTM teams.

• Comfort using data, account intelligence, AI tools and market signals to improve targeting and engagement.

• A desire to build the skills required for enterprise sales: discovery, value creation, multi-threading, account strategy and executive-level communication.

What Will Motivate You

This role is a strong fit if you want to move beyond transactional selling and build the foundations for enterprise sales.

You will be motivated by:

• Working on strategic accounts in a complex highly educational, high-trust sales motion

• Learning how complex enterprise opportunities are created and progressed.

• Building mastery in discovery, business problem diagnosis and stakeholder engagement.

• Partnering directly with experienced enterprise sellers.

• Developing commercial depth in a high-value, regulated and mission-critical market.

• Playing a very visible role in Fenergo's revenue operating model.

• Being measured on the quality and progression of pipeline, not just meetings booked.

What This Role Is Not

This is not a scripted outreach role.

It is not a meeting-setting function disconnected from sales strategy.

It is not a handoff role where success ends once a calendar invite is accepted.

This is a commercial pipeline activation role. You will be expected to understand the account, shape the engagement, uncover the business problem and help create the conditions for enterprise opportunity progression

Benefits

Our promise to you

We are striving to become global leaders across financial crime we operate in and as part of that we are a high-performing highly collaborative team that works cross-functionally to accommodate our client's needs.

• Collaboration: Working together to achieve our best
• Outcomes: Drive Success in every engagement
• Respect: A collective feeling of inclusion and belonging
• Excellence: Continuously raising the bar

What's in it for you?

• Healthcare cover through Cigna
• Vision care is also offered through the Cigna plan
• Life Assurance and Disability Income Insurance through HSBC
• 23 days annual leave
• 3 company days
• Annual bonus opportunity
• Work From Home set-up allowance
• Opportunity to work with clients and colleagues on a global scale for a world leader in Client Lifecycle Management
• Other competitive company benefits, such as flexible working hours, work from home policy, sports and social committee and much more
• Buddy system for all new starters
• Collaborative working environment
• Extensive training programs, classroom and online, through 'Fenergo University'
• Opportunity to work on a cutting-edge Fintech Product, using the latest of tools and technologies
• Defined training and role tracking to allow you see and assess your own career development and progress.
• Active sports and social club