Business Development Manager or Director EMEA

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.

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

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