Quick overview
Job description
About the Role
Want to own a vertical where compliance decides who gets to trade? Thrive in a fast-paced team without the red tape? Keen to be part of an Australian success story taking on a global category?
As an Account Executive, Payments & Lending at FrankieOne, you'll grow our presence across payment service providers, remittance and FX businesses, BNPL, and consumer and SME lenders throughout ANZ and APAC. For these businesses, identity, fraud, KYC and AML capabilities are the license to operate.
Reporting to the Sales Manager, you'll focus mostly on new business, running the full sales cycle from prospecting through to close. You'll also look after a small book of existing customers, finding ways to grow them in partnership with Customer Success.
You'll build relationships with commercial, risk and compliance stakeholders, position FrankieOne as the platform that runs financial crime end to end, and turn a well-qualified pipeline into predictable, growing revenue.
The Role
You're a driven, self-directed seller with a background in payments, lending, fintech or regtech. You understand how payments and lending businesses onboard customers, manage fraud and meet their AML/CTF obligations, and you can hold a credible conversation with a compliance lead as easily as with a commercial buyer. You know the Australian regulatory landscape and are keen to grow your knowledge of AU, NZ and APAC markets. You're energised by building pipeline from scratch and closing it.
Your Ticket to Success
New Business Development and Pipeline Generation
Build and manage a well-qualified pipeline of new logo opportunities across payments and lending in ANZ and APAC.
Prospect into target accounts through outbound activity, referrals, partnerships and marketing-generated leads.
Develop and execute a territory plan focused on the highest-value payments and lending businesses, prioritising accounts with a clear compelling event.
Consultative Selling
Act as a trusted advisor to commercial, risk and compliance stakeholders, shaping tailored identity, fraud, KYC/KYB and AML outcomes.
Run the full sales cycle, including discovery, solution design with pre-sales, business case, negotiation and close.
Build relationships with decision makers and buying groups to lift win rates and deal velocity.
Deal Execution and Revenue Growth
Own forecasting and pipeline hygiene in HubSpot, giving accurate and timely updates to the Sales Manager.
Structure and negotiate commercial agreements that balance customer value with FrankieOne's pricing model.
Grow a small book of existing customers, identifying expansion opportunities with Customer Success.
Cross-Functional Collaboration
Partner with Pre-Sales and Product on solution design, demos and proof-of-concept engagements.
Work with Marketing on payments and lending campaigns, content and events that generate pipeline.
Work with Partnerships to tap into platform, channel and adviser relationships relevant to your territory.
Feed win/loss insights back into Product and Marketing.
Industry Knowledge
Stay current on regulation shaping payments and lending, including AUSTRAC AML/CTF obligations, responsible lending, NZ AML/CFT and APAC regimes such as MAS in Singapore.
Bring market and competitor insights back into the business to sharpen positioning.
Represent FrankieOne at industry events across ANZ and APAC.
In a Previous Life You Have
5+ years of quota-carrying, new logo B2B sales experience, ideally in SaaS.
Experience selling into payments, lending, fintech, regtech or financial services businesses.
A track record of meeting or exceeding revenue targets in multi-stakeholder sales cycles.
Experience selling identity, fraud, KYC/AML, credit or data products (highly regarded).
Strong discovery, negotiation and business case skills.
A hunter mentality: self-directed, resilient and energised by building pipeline.
A data-driven, AI-forward approach to prospecting, forecasting and account planning.
Exposure to NZ or APAC markets (desirable).