Head of Sales

Affix; Sydney; On-site; AUD 180,000 - 300,000; Full time

Job summary

Affix in Sydney is seeking a Sales Director to lead a four-person field team focused on AML/CTF compliance solutions for Australian financial services.

You will own the full sales cycle, demo the platform, and coach two Senior Account Executives, building strategic relationships with COOs, compliance officers, and business leaders.

The role rewards deep product understanding, data-driven management, and the ability to navigate complex regulatory environments to win large, long-cycle deals.

Responsibilities

• Lead the four-person team, including two Senior Account Executives, to win high-value deals end-to-end.
• Demo the platform and manage a warm pipeline, guiding deals from discovery to close.
• Coach and develop AEs, refine process and cadence, and scale successful sales motions.

Job description

Market: Financial Services & Regulated Sectors

Funding: Private

The Story

Right now, compliance is the conversation in every boardroom across Australian financial services. AML/CTF reform is rewriting the obligations of fund managers, asset managers, fund administrators and wealth businesses, and pulling entirely new sectors like legal, accounting and real estate into the regime for the first time.

These organisations are not weighing up whether to act. They are deciding whom to act with, and the addressable market is expanding faster than most vendors can service it.

Our client is one of the proven players in this space. An established Australian RegTech with a mature platform, a blue‑chip client base and a decade‑plus reputation in exactly the verticals now under the most regulatory pressure. Their core financial services market alone still holds enormous net‑new opportunity, before you even get to the sectors regulation is opening up next. The demand is real, the timing is now, and they are building the commercial engine to meet it.

The Role

This is a true player‑coach Sales Director position, leading a team of four that includes two Senior Account Executives. You will lead from the front: running your own deals end to end, demoing the platform yourself, working a warm inherited pipeline and prospecting into a market with genuine tailwinds. Alongside that, you will coach and develop your AEs, sharpen the process and rhythm of the function, and scale what works as the wins land.

The buyers are compliance officers, COOs and line‑of‑business leaders navigating real regulatory complexity. The sales motion that wins here is consultative, relationship‑first and built on trust. They need a peer in the room, not a pitch, and your team will take its lead from how you sell.

What This Role Calls For

A sales leader who leads from the front by conviction, not necessity. You carry a number with pride, you own complex cycles from discovery through to close, and your team learns how to sell by watching you do it. The leadership step matters to you, and so does the scoreboard. You want both, and you know the best sales leaders never gave up the second to get the first.

Credibility with a sophisticated buyer. Compliance officers, COOs and executive stakeholders across wealth, funds, payments, compliance or FSI SaaS, with the standing to be treated as a peer from the first conversation. Direct RegTech experience is ideal but not essential. Domain knowledge can be developed. Commercial instinct and buyer credibility cannot.

The judgement to operate across altitudes. Shaping strategy with the executive team one day, deep in deal mechanics the next, and equally effective at both. This is a business where leaders stay close to the product and the customer, and that proximity is precisely what makes the role influential.

And commercial rigour. You run your function on data, you are fluent across CRM and revenue tooling, and you hold a deep working knowledge of the product you sell. You see a sales function as something to be engineered, measured and scaled, and you take genuine satisfaction in building one properly.

The Opportunity

There are not many moments in a sales career where the market timing, the product maturity and the quality of the client base all align the way they do here. Regulation is creating urgent, board‑level demand across exactly the organisations this platform serves, and this role comes with leadership scope and a live pipeline underneath it. Not a rebuild, not a turnaround.

This is a role for someone who wants to lead something meaningful inside a business that has already done the hard work of earning its reputation. What comes next is down to the person who takes it on.

If that person is you, we'd like to talk.