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Fenergo is a Dublin-headquartered fintech company trusted by over 100 of the world's leading financial institutions. The company builds an AI-powered FinCrime Operating System that helps financial institutions tackle Know Your Customer (KYC), Anti-Money Laundering (AML), and evolving regulatory compliance across 120+ countries.
You will lead Fenergo's Business Development function in Toronto as it scales into a new region. This is a "lead from the front" role: you will carry your own patch of named enterprise accounts while building and coaching a team to do the same. Your personal performance sets the standard; your team's success directly impacts your compensation.
Key responsibilities:
**Lead from the front:** Manage a personal book of strategic enterprise accounts, demonstrating excellence in activation, discovery, and opportunity progression that the team learns from and aspires to replicate.
**Build and develop the team:** Coach reps on strategic outreach, discovery, multithreading, and value creation using your own live deals as teaching material. Own onboarding and ramp for new joiners, build playbooks and standards, and run tight one-to-ones and pipeline reviews that raise performance across the team.
**Activate strategic accounts:** Develop deep understanding of named enterprise accounts—their operating model, regulatory pressures, transformation priorities, technology landscape, and stakeholder map. Use internal insight, external signals, account research, and AI-powered tools to identify where Fenergo can create value.
**Engage senior personas:** Craft tailored messaging for stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data, and Commercial leadership. Communicate in ways that are relevant, credible, and commercially sharp.
**Run high-quality discovery:** Use SPICED discovery framework to uncover strategic problems, business impact, decision context, critical events, and stakeholder motivations. Determine whether there is a meaningful business problem worth solving.
**Build value hypotheses:** Develop clear, account-specific value hypotheses connecting Fenergo's capabilities to customer priorities, pain points, and desired outcomes.
**Multithread and mobilize:** Engage multiple stakeholders across accounts to build broad understanding of customer priorities and buying environment.
**Partner with Field Sales:** Work as a close commercial partner to Field Sales Representatives, aligning on account strategy, target personas, activation plans, messaging, and discovery learnings.
**Operate with data and rigor:** Maintain quality activation plans, discovery notes, and progression insight. Use CRM and revenue tools consistently so account engagement, pipeline creation, and opportunity movement are visible and actionable.
Success is measured by hitting your own number and your team hitting theirs, with Toronto becoming a benchmark for the wider BD function. Strategic accounts are activated with clear rationale; target personas understand Fenergo's relevance; early discovery produces meaningful customer insight; Field Sales receives stronger, better-prepared opportunities; and new joiners ramp faster due to playbooks and coaching you help establish.
This role is explicitly not a pure management seat removed from selling, nor a scripted outreach function. You will carry a number, set the example, build the team, and help take Toronto to record-breaking heights.
**Requirements:**
- Strong track record in commercial SaaS, technology, or B2B sales with clear evidence of hitting and beating targets
- Real front-line credibility; ability to sit on any team call and raise the level
- Strong business acumen and ability to understand complex customer problems
- Confidence engaging senior stakeholders with relevance and professionalism
- Strong discovery capability, ideally using SPICED as a framework
- Instinct to coach and develop others; generosity in making people around you better
- Operational rigor: clean pipeline management, consistent tool usage, high standards
- Goal orientation, resilience, and high standards of personal execution
- Curiosity about financial services, regulatory technology, onboarding, and client experience for complex financial institutions
- Comfort using data, account intelligence, AI tools, and market signals to sharpen targeting and engagement
- Ambition to grow with the role through defined career milestones as the Toronto team scales
