Enterprise Business Development Representative

Fenergo; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Private healthcare

23 days annual leave

Annual bonus

WFH setup allowance

Flexible hours

Job summary

Fenergo Australia is seeking an Enterprise Business Development Representative to activate strategic enterprise accounts and drive early-stage opportunities. You will identify where Fenergo can create value, engage senior stakeholders, and build the conditions for qualified enterprise opportunities.

You will lead discovery using SPICED, develop value hypotheses, and collaborate with Field Sales to convert insights into momentum across complex financial crime and compliance use cases.

Qualifications

• Experience in SaaS B2B sales and enterprise deals.
• Proven ability to uncover business problems and build compelling value.
• Familiarity with SPICED discovery framework is a plus.

Responsibilities

• Activate strategic accounts with clear rationale and value.
• Engage senior stakeholders across multiple functions.
• Lead high-quality discovery to identify business problems and outcomes.
• Build account-specific Value Hypotheses for prioritised opportunities.
• Collaborate closely with Field Sales and GTM teams to move opportunities forward.

Skills

SaaS sales

Enterprise sales

Account management

Stakeholder engagement

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. OurFinCrimeOperating 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.

AsanEnterprise Business Development Representative, you willoperateas the activation layer for pipeline creation and early-stage opportunity progression acrossFenergo’sstrategic enterprise accounts.

Your role is toidentifywhere 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,ClientSuccessand GTM Leadersto turn account strategy into meaningful engagementwith 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,transformationand technology stakeholders.

The best person for this role willlikely bea proven SaaS seller or commercially experienced business development professional who has alreadydemonstratedstrong business acumen, goalorientationand 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-threadingand 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 intoenterprise accounts with insightandpersona relevancy & credibility

• ExceptionalDiscoverywhich is focused on business outcomes and quantifies pain, beginning to shape theproblem and“why change” narrative. SPICED led.

• Building Value Hypotheses that clearly articulate why a customer should change, why now, and why Fenergo.

• Creating momentum frominitialengagement through to validated opportunity creationby multi-threading across person levels and business lines. You are developing and progressing these relationships in lockstep with the FSR

• Partnering withthe FSRto ensure early customer insight converts into a stronger enterpriseopportunity path

• 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.

WhatYou’llDo

Activate strategic accounts

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

Use internal insights, external signals, account research, customertriggersand AI-enabled tools toidentifywhere 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,credibleand commercially sharp.

Run high-quality discovery

Use SPICED discovery to uncover the strategic problem, business impact, decision context, criticaleventsand stakeholder motivations behind potential opportunities.

You will not simply qualify interest. You will helpdeterminewhether there is a meaningful business problem worth solving.

Build Value Hypotheses

Develop clear, account-specific Value Hypotheses that connectFenergo’scapabilities to the customer’slikely businesspriorities, painpointsand desired outcomes.

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

Multi-thread and mobilise

Identifyand 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, discoverylearningsand next-step commitments.

This role requires strong internal credibility. You will need to earn trust through preparation, quality of insight, executiondisciplineand commercial judgement.

Operate with data and discipline

Maintain high-quality activation plans, discoverynotesand progression insights.

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

What Success Looks Like

In this role, success means:

• 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.

WhatYou’llBring

We are looking for someone with strong commercial instincts, excellent communicationskillsand the ambition to develop into complex enterprise sales.

You may be a SaaS Account Executive, commercial seller, business development professional or account development specialist who has already shown that you can engage customers, understand business problems and work toward measurable revenue outcomes.

You will 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 SPICEDas a framework.

• Ability to understand and adapt messaging for different buyer personas.

• Goal orientation,resilienceandhigh standardsof personal execution.

• Curiosity about financial services, regulatory technology, onboardingandclient 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, AItoolsand market signals to improve targeting and engagement.

• A desire to build the skillsrequiredfor enterprise sales: discovery, value creation, multi-threading, accountstrategyand 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 accountsin a complex highly educational, high-trust sales motion

• Learning how complex enterprise opportunities are created and progressed.

• Building mastery in discovery, business problemdiagnosisand stakeholder engagement.

• Partnering directly with experienced enterprise sellers.

• Developing commercial depth in a high-value, regulated and mission-critical market.

• Playing averyvisible role inFenergo’srevenue operating model.

• Being measured on the quality and progression of pipeline, not just meetings booked.

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 businessproblemand help create the conditions for enterprise opportunity progression

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’s in it for you?

(Australia)

• Private healthcare cover

• 23 days annual leave

• 3 company days

• Annual bonus opportunity

• Work From Home set-up allowance

• Opportunity to work with clients and colleagues on a global scale for a world leader in Client Lifecycle Management

• Other competitive company benefits, such as flexible working hours, work from home policy, sports and social committee and much more

• Buddy system for all new starters

• Collaborative working environment

• Extensive training programs, classroom and online, through ‘Fenergo University’

• Opportunity to work on a cutting-edge Fintech Product, using the latest of tools and technologies

• Defined training and role tracking to allow you see and assess your own career development and progress.

• Active sports and social club

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.