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Fenergo is a Dublin-headquartered fintech leader trusted by over 100 of the world's top financial institutions. The company builds an AI-powered FinCrime Operating System that helps financial institutions tackle compliance challenges including Know Your Customer (KYC), Anti-Money Laundering (AML), and evolving regulations across 120+ countries.
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. This is not a conventional prospecting role focused on activity volume. Instead, you will identify where Fenergo can create value, understand business problems deeply, engage the right stakeholders, and build 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'll think commercially, communicate with clarity, and develop strong understanding of persona-led value propositions across financial crime, compliance, operations, client lifecycle, transformation, and technology stakeholders.
Key responsibilities include:
- Developing deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, and stakeholder maps
- Using internal insights, external signals, account research, and AI-enabled tools to identify where Fenergo can create value
- Creating tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data, and Commercial leadership
- Running high-quality SPICED discovery to uncover strategic problems, business impact, decision context, and stakeholder motivations
- Building clear, account-specific Value Hypotheses that connect Fenergo's capabilities to customer priorities and desired outcomes
- Identifying and engaging multiple stakeholders to create broader understanding of customer priorities and buying environment
- Working as a close commercial partner to Field Sales Representatives, aligning on account strategy, target personas, activation plans, and messaging
- Maintaining high-quality activation plans, discovery notes, and progression insights using CRM and revenue tools
Success is measured by the quality of account activation, depth of discovery, relevance of customer insight, and progression of real enterprise opportunities—not activity volume alone. You will help Field Sales enter conversations with stronger context, sharper messaging, and a clearer route to opportunity progression.
This role is designed to build mastery in discovery, account strategy, multi-threading, and enterprise opportunity development. It is not a scripted outreach role, a meeting-setting function disconnected from sales strategy, or a handoff role. You will be expected to understand the account, shape the engagement, uncover the business problem, and help create conditions for enterprise opportunity progression.
REQUIREMENTS:
- Proven success in a commercial SaaS, technology, or B2B sales environment
- 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
- 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 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
- Desire to build skills required for enterprise sales: discovery, value creation, multi-threading, account strategy, and executive-level communication
- Background as a SaaS Account Executive, commercial seller, business development professional, or account development specialist who has demonstrated ability to engage customers, understand business problems, and work toward measurable revenue outcomes
