Business Development Director EMEA

You will build and grow a named-account territory across the UK and Nordics, owning the full enterprise sales cycle from qualification through commercial close, security review, contract negotiation, and procurement. You will develop pipeline, structure consumption-based commercial models, manage expansion revenue, forecast accurately, and provide market feedback on pricing, coverage, and competition.

Responsibilities

• Build and manage 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 independently in a market with limited brand recognition.
• Navigate multi-stakeholder enterprise deals with compliance, risk, product, engineering, and procurement stakeholders.
• Run enterprise sales cycles from qualification through security review, DPA/MSA negotiation, and procurement sign-off.
• Structure consumption-based commercial models, including per-verification pricing, volume tiers, and minimum commitments.
• Defend pricing using unit economics and margin implications.
• Forecast using MEDDPICC, Command of the Message, or an equivalent methodology.
• Provide structured market feedback on pricing pressure, coverage gaps, and competitive displacement patterns.
• Operate autonomously while reporting to the GM, Europe.

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 discuss technical and API-led product topics, including integration, latency, data residency, and false-positive/pass-rate considerations.
• Commercial literacy in consumption pricing, unit economics, and margin implications.
• Experience with MEDDPICC, Command of the Message, or an equivalent qualification methodology.
• Ability to work autonomously with low supervision and high accountability.