Enterprise Business Development Representative

• 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
• Your role is to identify where Fenergo can create value, understand the business problem deeply, engage the right stakeholders, and build the 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 will be expected to think commercially, communicate with clarity, and develop a strong understanding of persona-led value propositions across financial crime, compliance, operations, client lifecycle, transformation and technology stakeholders
• The best person for this role will likely be a proven SaaS seller or commercially experienced business development professional who has already demonstrated strong business acumen, goal orientation and customer-facing credibility… and who now wants a deliberate pathway into complex enterprise sales
• This role is designed to build mastery in discovery, account strategy, multi-threading and enterprise opportunity development
• Strategic, signal led outreach into enterprise accounts with insight and persona relevancy & credibility
• Exceptional Discovery which is focused on business outcomes and quantifies pain, beginning to shape the problem and “why change” narrative. SPICED led
• Building Value Hypotheses that clearly articulate why a customer should change, why now, and why Fenergo
• Creating momentum from initial engagement through to validated opportunity creation by multi-threading across person levels and business lines. You are developing and progressing these relationships in lockstep with the FSR
• Partnering with the FSR to ensure early customer insight converts into a stronger enterprise opportunity path
• Improving the quality, conversion and velocity of pipeline entering the revenue system
• Success in this role is not measured by activity volume alone. It is measured by the quality of account activation, the depth of discovery, the relevance of customer insight, and the progression of real enterprise opportunities
• Activate strategic accounts
• Develop a deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and potential value drivers
• Use internal insights, external signals, account research, customer triggers and AI-enabled tools to identify where Fenergo can create value
• Engage senior and varied personas
• Create tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership
• You will be expected to understand what matters to each persona and communicate in a way that is relevant, credible and commercially sharp
• Run high-quality discovery
• Use SPICED discovery to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind potential opportunities
• You will not simply qualify interest. You will help determine whether there is a meaningful business problem worth solving
• Build Value Hypotheses
• Develop clear, account-specific Value Hypotheses that connect Fenergo’s capabilities to the customer’s likely business priorities, pain points and desired outcomes
• Your work should help Field Sales enter conversations with stronger context, sharper messaging and a clearer route to opportunity progression
• Multi-thread and mobilise
• Identify and engage multiple stakeholders across the account to create a broader understanding of the customer’s priorities and buying environment
• You will help move engagement beyond a single contact by building relevance across the buying group
• Partner with Field Sales
• 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
• This role requires strong internal credibility. You will need to earn trust through preparation, quality of insight, execution discipline and commercial judgement
• Operate with data and discipline
• Maintain high-quality activation plans, discovery notes and progression insights
• Use CRM and revenue tools consistently so that account engagement, pipeline creation and opportunity movement are visible, measurable and actionable
• In this role, success means:
• Strategic accounts are activated with clear rationale, not generic outreach
• Target personas understand why Fenergo is relevant to their business priorities
• Early discovery produces meaningful customer insight, not surface-level qualification
• Field Sales receives stronger, better-prepared opportunities
• Value Hypotheses are clearly documented and used to shape opportunity strategy
• Multi-threading improves the quality and resilience of early-stage pipeline
• Pipeline creation is more targeted, more evidence-based and more likely to convert
• You are recognised internally as a commercial operator who improves the quality of enterprise pipeline

Benefits

• Flexible working
• Employee wellness program
• On-going training & career progression plans
• Employee recognition plan
• Sports & social activities
• Mentoring & Coaching
• Professional Development
• Give Back to the Community
• Employee Support Groups

• Strong discovery capability, ideally using SPICED as a framework
• A desire to build the skills required for enterprise sales: discovery, value creation, multi-threading, account strategy and executive-level communication
• Strong collaboration skills and the ability to work closely with Field Sales and wider GTM teams
• Confidence engaging senior stakeholders with relevance and professionalism
• Strong business acumen and the ability to understand complex customer problems
• Curiosity about financial services, regulatory technology, onboarding and client experience for complex clients in financial institutions
• Comfort using data, account intelligence, AI tools and market signals to improve targeting and engagement
• Goal orientation, resilience and high standards of personal execution
• Proven success in a commercial SaaS, technology or B2B sales environment
• Ability to understand and adapt messaging for different buyer personas