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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 Know Your Customer (KYC), Anti-Money Laundering (AML), and evolving regulatory compliance across 120+ countries.
This Enterprise Business Development Representative role is a strategic pipeline activation position, not a conventional prospecting function. You will operate as the activation layer for pipeline creation and early-stage opportunity progression across Fenergo's strategic enterprise accounts. Working closely with Field Sales Representatives, Marketing, Client Success, and GTM Leaders, 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.
Key responsibilities include:
**Account Activation**: Develop deep understanding of named enterprise accounts—their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map, and value drivers. Use internal insights, external signals, account research, customer triggers, and AI-enabled tools to identify where Fenergo can create value.
**Persona Engagement**: Create tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data, and Commercial leadership. Communicate in ways that are relevant, credible, and commercially sharp.
**High-Quality Discovery**: Use SPICED discovery methodology to uncover strategic problems, business impact, decision context, critical events, and stakeholder motivations. Go beyond surface-level qualification to determine whether there is a meaningful business problem worth solving.
**Value Hypothesis Development**: Build clear, account-specific Value Hypotheses connecting Fenergo's capabilities to customer business priorities, pain points, and desired outcomes. Help Field Sales enter conversations with stronger context, sharper messaging, and clearer routes to opportunity progression.
**Multi-Threading**: Identify and engage multiple stakeholders across accounts to create broader understanding of customer priorities and buying environment. Move engagement beyond single contacts by building relevance across the buying group.
**Field Sales Partnership**: 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. Build internal credibility through preparation, quality of insight, execution discipline, and commercial judgment.
**Data and Discipline**: Maintain high-quality activation plans, discovery notes, and progression insights. Use CRM and revenue tools consistently to ensure account engagement, pipeline creation, and opportunity movement are visible, measurable, and actionable.
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. Strategic accounts should be activated with clear rationale; target personas should understand Fenergo's relevance; early discovery should produce meaningful customer insight; Field Sales should receive stronger, better-prepared opportunities; and pipeline creation should be more targeted, evidence-based, and likely to convert.
**Requirements**
You should bring:
- 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
Ideal candidates are SaaS Account Executives, commercial sellers, business development professionals, or account development specialists who have demonstrated ability to engage customers, understand business problems, and work toward measurable revenue outcomes. This role is designed for someone motivated by moving beyond transactional selling to build foundations for enterprise sales, learning how complex enterprise opportunities are created and progressed, and developing commercial depth in a high-value, regulated, mission-critical market.
