Senior Account Executive - Banking & Regulated Industries
You will drive new business across a defined territory in finance and regulated industries. You will manage the full sales cycle, from prospecting and discovery through solution design, business-case development, negotiation, and close. You will build relationships with commercial, risk, and compliance stakeholders, maintain accurate forecasts, expand accounts, and collaborate on solutions, demand generation, and partner opportunities.
Responsibilities
- Build and manage a well-qualified pipeline of new-logo opportunities across finance and regulated industries.
- Prospect target accounts through outbound activity, referrals, partner channels, and marketing-generated leads.
- Develop and execute territory plans focused on high-value prospects and market opportunities.
- Deliver tailored solutions across identity, fraud, KYC, AML, and financial crime workflows.
- Own the full sales cycle, including discovery, solution design, business-case development, negotiation, and close.
- Build relationships with senior decision-makers and industry advocates.
- Maintain accurate forecasting and pipeline hygiene.
- Structure and negotiate commercial agreements.
- Identify and execute account expansion opportunities with Customer Success.
- Partner with Sales Engineering and Product on solution design, demonstrations, and proof-of-concept engagements.
- Work with Marketing on industry-specific campaigns, content, and events.
- Collaborate with Partnerships on strategic relationships and channel opportunities.
- Bring market intelligence and competitor insights into sales strategy.
- Represent FrankieOne at industry events, conferences, and forums.
Requirements
- 5+ years of quota-carrying, new-logo sales experience in a B2B SaaS environment.
- Experience selling into financial services, banking, fintech, payments, lending, regtech, gaming, or other highly regulated industries.
- Proven record of meeting or exceeding revenue targets in complex, multi-stakeholder enterprise sales cycles.
- Relationship-building skills with senior commercial, risk, compliance, and operational stakeholders.
- Experience selling identity, fraud, KYC/AML, risk, compliance, or adjacent technology solutions is highly regarded.
- Discovery, solutioning, business-case development, and negotiation skills.
- Commercial acumen and ability to navigate complex buying processes.
- Understanding of regulatory pressures shaping the industry.