Business Development Manager - EMEA

FrankieOne's UK and Nordic markets are wide open: tightening AML and financial crime regulation, KYC/KYB budgets under real board-level scrutiny, and incumbents who haven't kept pace with orchestration-led buying. We've already got a GM and presales team on the ground in London. What's missing is the person who turns that groundwork into signed revenue. As the Business Development Manager/Director - EMEA , you will own and grow FrankieOne's presence across a named-account territory of 30–50 enterprise and upper-mid-market targets in the UK and Nordics — a market where identity, fraud, KYC and AML solutions aren't nice-to-haves; they're the licence to operate. Reporting to the GM, Europe , you'll run the full cycle end to end: qualification through commercial close, security review, DPA/MSA negotiation and procurement. Deals typically run 4–9 months and involve 6–10 stakeholders — Head of Financial Crime/MLRO, Head of Risk, Product, Engineering and Procurement among them. This isn't a territory with brand recognition to lean on. You'll be building pipeline and credibility from a standing start, architecting consumption-based commercial models — per-verification pricing, volume tiers, minimum commits, orchestration vs. bundled-vendor economics — and feeding what you learn about pricing pressure, coverage gaps and competitive displacement straight back into Product and the EU operating plan. Your Ticket to Success Territory & Pipeline Ownership

• Build and run a named-account territory of 30–50 enterprise and upper-mid-market targets across the UK and Nordics.
• Own an annual new ARR quota, plus expansion revenue in the accounts you land.
• Develop your own pipeline in a market with limited brand recognition — no inbound safety net. Consultative, Compliance-Led Selling
• Navigate multi-stakeholder deals — typically 6–10 stakeholders including Head of Financial Crime/MLRO, Head of Risk, Product, Engineering and Procurement.
• Hold credible, unassisted conversations on KYC/KYB, AML screening, sanctions, PEP and perpetual KYC.
• Run 4–9 month enterprise cycles from qualification through security review, DPA/MSA negotiation and procurement sign-off. Commercial & Deal Architecture
• Structure consumption-based commercial models: per-verification pricing, volume tiers, minimum commits, and orchestration vs. bundled-vendor economics.
• Defend price against procurement-led cost-reduction mandates, backed by a real grasp of unit economics and the margin implications of over-verification.
• Forecast honestly — no sandbagging, no happy ears — using MEDDPICC, Command of the Message or equivalent. Market Intelligence & Category Building
• Feed structured market feedback into Product and the EU operating plan — pricing pressure, coverage gaps, competitive displacement patterns.
• Operate with genuine autonomy, reporting into a GM who's also building the market — low supervision, high accountability. In a Previous Life, You Have
• 7+ years closing enterprise deals with £250k+ ACV in B2B SaaS within FinTech or RegTech, including at least three years selling into regulated financial services — with evidence of consistent quota attainment at that deal size, not one outlier year.
• Sold to compliance, risk or financial crime buyers, and can hold your own on KYC/KYB, AML screening, sanctions, PEP, perpetual KYC or transaction monitoring without a solutions engineer translating for you.
• Built a territory with little brand recognition — founding-BDM or first-in-region experience, or a documented move from a market-leading vendor to a challenger where you still hit number.
• Comfort navigating technical and API-led products — integration, latency, data residency and false-positive/pass-rate discussions, without deferring every question.
• Commercial literacy on consumption pricing — unit economics, margin implications of over-verification, and how to defend price against a procurement-led cost-reduction mandate.
• A rigorous qualification methodology (MEDDPICC, Command of the Message or equivalent) and an honest forecast.
• Genuine autonomy — comfortable with low supervision and high accountability. Also Great If You've Got
• Direct experience in identity verification, fraud, or AML — from a vendor such as Sumsub, Trulioo, Entrust/Onfido, Veriff, Persona, Alloy, Socure, Fourthline, or from an orchestration platform.
• Crypto/digital-assets exchange relationships, or iGaming operator relationships.
• Nordic market experience.
• Experience selling through or with data/screening partners.