Enterprise Business Development Representative

Fenergo; United Arab Emirates; Hybrid; AED 167,000 - 301,000; Full time

Benefits offered by this job

Medical coverage

23 days annual leave

Education allowance for child

Hybrid working policy

Work from home setup allowance

Job summary

Fenergo in United Arab Emirates seeks an Enterprise Business Development Representative to activate strategic accounts and progress enterprise opportunities. You will work with Field Sales, Marketing, Client Success and GTM Leaders to tailor messaging for Compliance, Financial Crime, Operations, and Technology stakeholders.

You will drive discovery using SPICED, build account-specific value hypotheses, and mobilize multiple stakeholders to create a robust early-stage pipeline.

Qualifications

• Proven success in a commercial SaaS, technology or B2B sales environment.
• 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.
• Ability to understand and adapt messaging for different buyer personas.
• Goal orientation, resilience and high standards of personal execution.
• Curiosity about financial services, regulatory technology, onboarding and client experience for complex clients in financial institutions
• Strong collaboration skills and the ability to work closely with Field Sales and wider GTM teams.
• Comfort using data, account intelligence, AI tools and market signals to improve targeting and engagement.
• Desire to build the skills required for enterprise sales: discovery, value creation, multi-threading, account strategy and executive‑level communication.

Responsibilities

• Activate strategic accounts.
• Develop a deep understanding of named enterprise accounts, their operating model, regulatory pressures and transformation priorities.
• Use internal insights, external signals, account research and AI-enabled tools to identify where Fenergo can create value.
• Engage senior and varied personas across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation and Data.
• Run high-quality discovery to uncover the strategic problem and drivers behind opportunities.
• Build Value Hypotheses connecting Fenergo’s capabilities to customer priorities.
• Multi-thread across stakeholders to broaden buying group understanding.
• Partner with Field Sales to align on strategy, personas and activation plans.

Skills

SaaS sales

Business acumen

Stakeholder engagement

Discovery framework

Tools

CRM tools

Job description

About us

At Fenergo, we’re not just building software—we’re transforming how the world’s leading financial institutions fight financial crime.

Headquartered in Dublin and trusted by over 100 of the world’s top financial institutions, we’re on a mission to change the game.

We’re more than a global leader in AI-powered client lifecycle management—we’re reimagining how financial institutions tackle compliance.

From Know Your Customer (KYC) and Anti-Money Laundering (AML) to rapidly evolving regulations, we turn complexity into clarity.

Our FinCrime Operating System, powered by agentic AI and intelligent automation, helps financial institutions move faster, act smarter, and stay safer across 120+ countries.

But we don’t stop there.

At Fenergo, we believe in a world where financial institutions aren’t just compliant—they’re confident.

Where technology doesn’t just meet regulations—it stays ahead of them.

Our mission is to empower financial institutions to stop financial crime and create a safer world.

Every product we build, every innovation we deliver, and every partnership we forge is shaped by that belief.

We’re tackling some of the toughest challenges in financial technology.

From speeding up onboarding to uncovering hidden risks, our work empowers banks to serve their customers with speed, integrity, and peace of mind.

Join us, and be part of a team that’s building smart solutions, solving real problems, and shaping the future—together.

The Role

This is not a conventional prospecting role.

As an Enterprise Business Development Representative, you will operate as the activation layer for pipeline creation and early-stage opportunity progression across Fenergo’s strategic enterprise accounts.

Your role is to identify where Fenergo can create value, understand the business problem deeply, engage the right stakeholders, and build the conditions for qualified enterprise opportunities to progress.

You will partner closely with Field Sales Representatives, Marketing, Client Success and GTM Leaders to turn account strategy into meaningful engagement with executive level personas.

You will be expected to think commercially, communicate with clarity, and develop a strong understanding of persona-led value propositions across financial crime, compliance, operations, client lifecycle, transformation and technology stakeholders.

The best person for this role will likely be a proven SaaS seller or commercially experienced business development professional who has already demonstrated strong business acumen, goal orientation and customer-facing credibility… and who now wants a deliberate pathway into complex enterprise sales.

This role is designed to build mastery in discovery, account strategy, multi-threading and enterprise opportunity development.

What This Role Exists to Achieve

You will help Fenergo create and progress high-quality strategic pipeline by:

• Strategic, signal led outreach into enterprise accounts with insight and persona relevancy & credibility
• Exceptional Discovery which is focused on business outcomes and quantifies pain, beginning to shape the problem and “why change” narrative.
• SPICED led.
• Building Value Hypotheses that clearly articulate why a customer should change, why now, and why Fenergo.
• Creating momentum from initial engagement through to validated opportunity creation by multi-threading across person levels and business lines.
• Improving the quality, conversion and velocity of pipeline entering the revenue system.

Success in this role is not measured by activity volume alone.

It is measured by the quality of account activation, the depth of discovery, the relevance of customer insight, and the progression of real enterprise opportunities.

What You’ll Do

Activate strategic accounts

Develop a deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and potential value drivers.

Use internal insights, external signals, account research, customer triggers and AI-enabled tools to identify where Fenergo can create value.

Engage senior and varied personas. Create tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.

You will be expected to understand what matters to each persona and communicate in a way that is relevant, credible and commercially sharp.

Run high-quality discovery. Use SPICED discovery to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind potential opportunities.

You will not simply qualify interest.

You will help determine whether there is a meaningful business problem worth solving.

Build Value Hypotheses. Develop clear, account-specific Value Hypotheses that connect Fenergo’s capabilities to the customer’s likely business priorities, pain points and desired outcomes.

Your work should help Field Sales enter conversations with stronger context, sharper messaging and a clearer route to opportunity progression.

Multi-thread and mobilise. Identify and engage multiple stakeholders across the account to create a broader understanding of the customer’s priorities and buying environment.

You will help move engagement beyond a single contact by building relevance across the buying group.

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.

This role requires strong internal credibility.

You will need to earn trust through preparation, quality of insight, execution discipline and commercial judgement.

Operate with data and discipline. Maintain high-quality activation plans, discovery notes and progression insights.

Use CRM and revenue tools consistently so that account engagement, pipeline creation and opportunity movement are visible, measurable and actionable.

What Success Looks Like

Strategic accounts are activated with clear rationale, not generic outreach.

Target personas understand why Fenergo is relevant to their business priorities.

Early discovery produces meaningful customer insight, not surface-level qualification.

Field Sales receives stronger, better-prepared opportunities.

Value Hypotheses are clearly documented and used to shape opportunity strategy.

Multi-threading improves the quality and resilience of early-stage pipeline.

Pipeline creation is more targeted, more evidence-based and more likely to convert.

You are recognised internally as a commercial operator who improves the quality of enterprise pipeline.

Our promise to you

We are striving to become global leaders across financial crime we operate in and as part of that we are a high-performing highly collaborative team that works cross-functionally to accommodate our client’s needs.

Collaboration: Working together to achieve our best

Outcomes: Drive Success in every engagement

Respect: A collective feeling of inclusion and belonging

Excellence: Continuously raising the bar

What This Role Is Not

This is not a scripted outreach role.

It is not a meeting-setting function disconnected from sales strategy.

It is not a handoff role where success ends once a calendar invite is accepted.

This is a commercial pipeline activation role.

You will be expected to understand the account, shape the engagement, uncover the business problem and help create the conditions for enterprise opportunity progression.

What You’ll Bring

• Proven success in a commercial SaaS, technology or B2B sales environment.
• 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.
• Ability to understand and adapt messaging for different buyer personas.
• Goal orientation, resilience and high standards of personal execution.
• Curiosity about financial services, regulatory technology, onboarding and client experience for complex clients in financial institutions
• Strong collaboration skills and the ability to work closely with Field Sales and wider GTM teams.
• Comfort using data, account intelligence, AI tools and market signals to improve targeting and engagement.
• A desire to build the skills required for enterprise sales: discovery, value creation, multi-threading, account strategy and executive‑level communication.

What Will Motivate You

This role is a strong fit if you want to move beyond transactional selling and build the foundations for enterprise sales.

You will be motivated by:

• Working on strategic accounts in a complex highly educational, high-trust sales motion
• Learning how complex enterprise opportunities are created and progressed.
• Building mastery in discovery, business problem diagnosis and stakeholder engagement.
• Partnering directly with experienced enterprise sellers.
• Developing commercial depth in a high-value, regulated and mission‑critical market.
• Playing a very visible role in Fenergo’s revenue operating model.
• Being measured on the quality and progression of pipeline, not just meetings booked.

Diversity, Equality, and Inclusivity

Fenergo is an equal opportunity employer.

We are committed to creating a diverse and inclusive workplace, where all employees are valued, respected, and can reach their full potential.

We do not discriminate based on race, colour, religion, sex, national origin, age, disability, or any other characteristic protected by applicable law.

Our hiring decisions are based solely on qualifications, merit, and business needs.

We believe that a diverse workforce enriches our company culture, fosters innovation, and contributes to our overall success.

We strive to provide a fair and supportive environment for all employees, promoting equal opportunities for career development and advancement.

We encourage all qualified individuals to apply for employment opportunities and join our team in contributing to a collaborative and inclusive work environment.

Recruitment Safety

For information on our recruitment process and how to verify communications from Fenergo, please visit our Careers page.

Monthly Salary

15 - 27k AED

Benefits

• You and your loved ones will have access to medical coverage.
• We value your work-life balance, which is why we offer a generous 23 days of annual leave, as well as three paid leave days for the end of the year.
• We also offer an allowance towards your child's education.
• Our hybrid working policy and flexible hours allow you to work in a way that fits your lifestyle.
• Plus, if you need to work from home, we've got you covered with a work from home set up allowance.