Business Development Manager/Director - EMEA

Business Development Manager/Director - EMEA Apply now! We usually respond within a week 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. Are you ready to build a region from the ground up, not manage one that's already been built? If so, we'd love to hear from you. 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. Locations London Remote status Hybrid About FrankieOne At FrankieOne our goal is to help scale fintechs and financial institutions alike by providing seamless access to the global ecosystem of identity and fraud solutions. Our customisable orchestration platform, coupled with access to all global tools in one place, delivers unparalleled customer experiences. In order to do that, over the last four years we have created a unique culture focused on high performance, accountability, being frank - essentially where Frankies can thrive and our customers can feel confident that they are compliant. Founded in 2017 Co-workers 110 Applicant tracking system by Teamtailor