The world’s premier AI-powered SaaS-Regtech platform is searching for an ambitious Business Development Team Lead based in Toronto. Powered by agentic AI and intelligent automation, their FinCrime Operating System, helps financial institutions move faster, act smarter, and stay safer across over 120 countries.
As Business Development Team Lead you will carry your own number and lead a team to carry theirs. You will be the example of excellence the team learns from, the operator who sets the pace, and the coach who lifts everyone around you. You keep a personal patch of strategic enterprise accounts and run it to the highest standard, while a share of your reward is tied to the performance of the team you lead.
The team wants a proven performer who wants to lead, not step back from the front line. You will show the team what great looks like by doing it, then multiply it across the region. As the function grows, so does the role, with clear career milestones that open up more scope, more leadership and more reward over time.
In this role, you will partner closely with Field Sales Representatives, Marketing, Client Success and GTM leaders to turn account strategy into real engagement with executive level buyers. You will think commercially, communicate with clarity, and build genuine mastery of persona led value across financial crime, compliance, operations, client lifecycle, transformation and technology stakeholders.
Responsibilities
Lead from the front
- Carry your own patch of named enterprise accounts and run it to a standard the team can watch, learn from and aspire to.
- Set the pace on activation, discovery and opportunity progression. When you ask the team to do something hard, you have already shown it works.
- Be the visible example of excellence, on calls, in discovery, in account planning and in the CRM.
Build and develop the team
- Coach reps on strategic outreach, discovery, multithreading and value creation, using your own live deals as the teaching material.
- Own onboarding and ramp for new joiners as the Toronto team scales, and build the playbooks, rituals and standards a new team needs.
- Run tight one to ones, pipeline reviews and skill sessions that raise the floor and lift the ceiling for every rep.
- Create a culture of high standards, accountability and genuine ambition, where record breaking is the expectation, not the exception.
Activate strategic accounts
- Develop deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and value drivers.
- Use internal insight, external signals, account research, customer triggers and AI powered tools to identify where Fenergo can create value.
Engage senior and varied personas
- Craft tailored messaging for stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.
- Understand what matters to each persona and communicate in a way that is relevant, credible and commercially sharp, and teach the team to do the same.
Run high quality discovery
- Use SPICED discovery to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind each opportunity.
- Determine whether there is a meaningful business problem worth solving, not simply whether there is interest
Build value hypotheses
- Develop clear, account specific value hypotheses that connect Fenergo's capabilities to the customer's priorities, pain points and desired outcomes, and help the team do this consistently.
Multithread and mobilise
- Engage multiple stakeholders across the account to build a broad understanding of the customer's priorities and buying environment, and move engagement beyond a single contact.
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.
- Earn internal credibility for yourself and your team through preparation, quality of insight, execution discipline and commercial judgement.
Operate with data and rigour
- Maintain quality activation plans, discovery notes and progression insight, and hold the team to the same standard.
- Use CRM and revenue tools consistently so account engagement, pipeline creation and opportunity movement are visible, measurable and actionable across the whole team.
Qualifications
- A strong track record in commercial SaaS, technology or B2B sales, with clear evidence of hitting and beating targets.
- Real front line credibility. You can sit on any call in the team and raise the level.
- Strong business acumen and the ability to understand complex customer problems.
- Confidence engaging senior stakeholders with relevance and professionalism.
- Strong discovery capability, ideally using SPICED as a framework.
- The instinct to coach and develop others, and the generosity to make the people around you better.
- Operational rigour. You run a clean pipeline, you use the tools, and you hold a standard.
- Goal orientation, resilience and high standards of personal execution.
- Curiosity about financial services, regulatory technology, onboarding and client experience for complex financial institutions.
- Comfort using data, account intelligence, AI tools and market signals to sharpen targeting and engagement.
- The ambition to grow with the role, through clear career milestones, as the Toronto team scales.
Benefits
- Market-leading salary and commission
- Meritocratic working environment and strong career progression opportunities
- Opportunity to work with clients and colleagues on a global scale
- Collaborative working environment
- Extensive training/induction programmes, classroom and online
- Opportunity to work on cutting-edge fintech products, using the latest tools and technologies
- Flexible working hours
- Healthcare cover with Canada Life
- Retirement savings plan
- Employee Assistance Programme
- 20 days PTO
- 3 company closure days
- Sports and social committee, weekly fitness and sports classes and much more
- A direct impact on the business’ strategy and products
--
Eligibility
We can only accept applications from candidates who are eligible to work in Canada.
--
About us
We're a dedicated recruiter bringing together the brightest talent with organisations creating cutting-edge technology to change the world for the better.
We partner with technology providers at the forefront of meaningful innovation. And we’re here for talented individuals who are passionate about using their skills to drive positive change.
Mind Detect provides exceptional recruitment services to businesses who are leading the way in Data, Machine Learning and AI-driven technologies throughout Europe, the US and Asia.
