Director, Strategic Business Development & Enterprise Sales

Who We Are:

Objectway is a global fintech and technology services provider with over 30 years of experience supporting the wealth, banking and asset management industries.

Serving more than 250 financial institutions across 15+ countries, Objectway provides end-to-end technology solutions and services that help financial institutions modernize their operations, improve efficiency, and deliver exceptional client experiences.

In January 2024, Nest Wealth joined the Objectway Group, strengthening our Canadian presence and expanding our ability to deliver comprehensive wealth management solutions across the entire value chain.

As we continue to grow our presence in Canada, we are looking for a senior business development professional who can help establish Objectway as a trusted strategic partner to Canada's leading banks, wealth managers and financial institutions.

1. Enterprise Business Development & Sales

• Own and execute the Canadian enterprise business development strategy, with accountability for pipeline development, new client acquisition and revenue growth.

• Identify, originate and close complex enterprise opportunities with Tier 1 banks, wealth management firms, asset managers and other large financial institutions.

• Lead the full enterprise sales cycle, including prospecting, discovery, solution development, proposals, commercial negotiations and contract execution.

• Develop strategic account and territory plans that prioritize high-value opportunities and long-term revenue potential.

• Build and maintain a qualified sales pipeline, ensuring disciplined opportunity management, forecasting and reporting.

• Manage complex sales cycles by engaging and aligning stakeholders across business, technical, operational, procurement, and executive teams.

2. Consultative & Solution-Based Selling

• Engage prospective clients to understand their business strategies, operational challenges, technology environments, and transformation priorities.

• Lead discovery conversations that uncover underlying business needs rather than focusing on individual product features.

• Position Objectway as a strategic technology and services partner, leveraging our end-to-end wealth management capabilities to develop tailored client solutions.

• Collaborate with our global subject-matter experts to translate client requirements into commercially viable solutions.

• Develop compelling business cases and value propositions that demonstrate measurable outcomes, including operational efficiency, scalability, cost optimization, and business growth.

• Build credibility as a trusted advisor capable of connecting complex business challenges with practical, long-term solutions.

3. Executive Relationships & Strategic Partnerships

• Leverage an established network of senior executives and decisionmakers across Canadian banking, wealth management, asset management and financial services.

• Build and maintain trusted relationships with CEOs, COOs, CIOs, CTOs, Heads of Wealth Management and other senior business and technology leaders.

• Open doors to strategic conversations and identify opportunities that may not emerge through traditional sales channels.

• Develop relationships with consulting firms, technology partners and other industry stakeholders to expand Objectway's market presence.

• Represent Objectway at executive meetings, industry forums, conferences and strategic networking events.

• Establish long-term partnerships that support client retention, account expansion, and sustainable commercial growth.

4. Canadian Market Development & Commercial Strategy

• Serve as Objectway's primary business development representative in Canada, taking ownership of local enterprise activities and market development.

• Develop a strong understanding of the competitive landscape, emerging industry trends, and evolving client needs.

• Identify opportunities for Objectway to expand its presence within Canada's enterprise wealth management and financial services ecosystem.

• Partner with Canadian and global leadership to align market opportunities with Objectway's broader enterprise strategy.

• Provide market intelligence, insights and recommendations to inform product positioning, service development, and strategic investment.

• Balance strategic relationship development with the hands-on execution required to generate and close business.

5. Global Collaboration & Client Engagement

• Act as the bridge between Canadian clients and Objectway's global technology, product and delivery teams.

• Coordinate internal resources to support client discovery, solution development, proposals, and commercial negotiations.

• Ensure proposed solutions are aligned with Objectway's capabilities, delivery commitments, and commercial objectives.

• Facilitate effective handoffs to Implementation, Delivery and Customer Success teams while maintaining strategic client relationships.

• Work collaboratively across a global, matrixed organization to deliver a consistent and high-quality client experience.

Required Experience & Qualifications

• An established and active network of senior executive relationships within Canadian banks, wealth management firms and large financial institutions.

• Significant experience in enterprise business development, consultative solution selling, strategic account management or financial services technology consulting, ideally 10–15+ years.

• Deep knowledge of the Canadian banking, wealth management and asset management industries, including business models, operating challenges and technology transformation priorities.

• Demonstrated success originating, presenting, developing, negotiating and closing complex, high-value enterprise opportunities.

• Experience selling integrated technology solutions, professional services, consulting engagements or technology-enabled business transformation.

• Proven ability to lead needs-based discovery, develop tailored commercial solutions and articulate measurable business value.

• Experience navigating complex enterprise buying processes and building consensus across multiple stakeholders.

• Strong commercial acumen, negotiation skills and experience managing enterprise sales pipelines and revenue forecasts.

• Ability to operate independently, build a market from the ground up and balance strategic thinking with hands-on execution.

It would be GREAT if you had:

• Established relationships with consulting firms, system integrators and strategic partners serving Canadian financial institutions.

• Experience working with or selling to Tier 1 Canadian banks and major wealth management institutions.

• Background in financial services consulting, wealth technology, digital transformation or enterprise technology services.

• Understanding of wealth management platforms, investment operations, portfolio management, financial planning and related technology ecosystems.

• Experience working within a global fintech, professional services or enterprise technology organization.