Business Development Team Lead

Fenergo; Toronto; Hybrid; CAD 110,000 - 160,000; Full time

Benefits offered by this job

Healthcare cover with Canada Life

Retirement savings plan

Employee Assistance Programme

Annual company bonus

20 days PTO

Work from Home policy

Job summary

Fenergo in Toronto is seeking a lead-from-the-front Business Development Team Lead to own named enterprise accounts and drive regional growth. You will model excellence, set the pace, and coach a growing team while keeping a personal patch.

You will partner with Field Sales, Marketing, and GTM leaders to turn account strategy into executive-level engagement, managing discovery, value hypotheses, and multithreading across financial crime, compliance, and technology stakeholders.

Qualifications

• Proven track record in commercial SaaS, technology or B2B sales.
• Ability to engage senior stakeholders with clarity and credibility.
• Strong discovery, value creation and pipeline management capabilities.

Responsibilities

• Lead from the front, carrying a patch of named enterprise accounts and setting the pace for the team.
• Coach reps on strategic outreach and discovery, using live deals as teaching material.
• Own onboarding and ramp for new joiners as the Toronto team scales, and develop playbooks and standards.

Skills

SaaS sales

Front line credibility

Senior stakeholder engagement

Pipeline management

Tools

CRM

Revenue 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. 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 a lead from the front role.

As Business Development Team Lead you will carry your own number and lead a team to carry theirs. You will be the example of excellence the team learns from, the operator who sets the pace, and the coach who lifts everyone around you. You keep a personal patch of strategic enterprise accounts and run it to the highest standard, while a share of your reward is tied to the performance of the team you lead.

This is a deliberate design. We want a proven performer who wants to lead, not step back from the front line. You will show the team what great looks like by doing it, then multiply it across the region. As the function grows, so does the role, with clear career milestones that open up more scope, more leadership and more reward over time.

You will partner closely with Field Sales Representatives, Marketing, Client Success and GTM leaders to turn account strategy into real engagement with executive level buyers. You will think commercially, communicate with clarity, and build genuine mastery of persona led value across financial crime, compliance, operations, client lifecycle, transformation and technology stakeholders.

The BD Mission

Business Development is the activation layer for pipeline creation revenue growth across Fenergo's core markets. Our job is to find where Fenergo can create value, understand the business problem deeply, engage the right stakeholders, and build the conditions for qualified enterprise opportunities to progress.

Success is not measured by 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 into the revenue system. Your mission as Team Lead is to make that true for yourself and for every person you lead, and to make North America a benchmark other regions want to copy.

What you'll do

Lead from the front

• Carry your own patch of named enterprise accounts and run it to a standard the team can watch, learn from and aspire to.
• Set the pace on activation, discovery and opportunity progression. When you ask the team to do something hard, you have already shown it works.
• Be the visible example of excellence, on calls, in discovery, in account planning and in the CRM.

Build and develop the team

• Coach reps on strategic outreach, discovery, multithreading and value creation, using your own live deals as the teaching material.
• Own onboarding and ramp for new joiners as the Toronto team scales, and build the playbooks, rituals and standards a new team needs.
• Run tight one to ones, pipeline reviews and skill sessions that raise the floor and lift the ceiling for every rep.
• Create a culture of high standards, accountability and genuine ambition, where record breaking is the expectation, not the exception.

Activate strategic accounts

• Develop deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and value drivers.
• Use internal insight, external signals, account research, customer triggers and AI powered tools to identify where Fenergo can create value.

Engage senior and varied personas

• Craft tailored messaging for stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.
• Understand what matters to each persona and communicate in a way that is relevant, credible and commercially sharp, and teach the team to do the same.

Run high quality discovery

• Use SPICED discovery to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind each opportunity.
• Determine whether there is a meaningful business problem worth solving, not simply whether there is interest

Build value hypotheses

• Develop clear, account specific value hypotheses that connect Fenergo's capabilities to the customer's priorities, pain points and desired outcomes, and help the team do this consistently.

Multithread and mobilise

• Engage multiple stakeholders across the account to build a broad understanding of the customer's priorities and buying environment, and move engagement beyond a single contact.

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.
• Earn internal credibility for yourself and your team through preparation, quality of insight, execution discipline and commercial judgement.

Operate with data and rigour

• Maintain quality activation plans, discovery notes and progression insight, and hold the team to the same standard.
• Use CRM and revenue tools consistently so account engagement, pipeline creation and opportunity movement are visible, measurable and actionable across the whole team.

What Success Looks Like

• You hit your own number and your team hits theirs, and Toronto becomes a benchmark for the wider BD function.
• 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 from you and your reps.
• Value hypotheses are clearly documented and used to shape opportunity strategy.
• New joiners ramp faster because of the playbooks, coaching and standards you help put in place.
• You are recognised internally as a commercial operator and a leader who raises the quality of enterprise pipeline and the people who build it.

What You Will Bring

We are looking for a proven performer with the appetite to lead. You have a track record you can point to, and you want to build a team that beats it.

• A strong track record in commercial SaaS, technology or B2B sales, with clear evidence of hitting and beating targets.
• Real front line credibility. You can sit on any call in the team and raise the level.
• 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.
• The instinct to coach and develop others, and the generosity to make the people around you better.
• Operational rigour. You run a clean pipeline, you use the tools, and you hold a standard.
• Goal orientation, resilience and high standards of personal execution.
• Curiosity about financial services, regulatory technology, onboarding and client experience for complex financial institutions.
• Comfort using data, account intelligence, AI tools and market signals to sharpen targeting and engagement.
• The ambition to grow with the role, through clear career milestones, as the Toronto team scales.

What Will Motivate You

This role is a strong fit if you want to lead from the front and build something.

• Standing up a new team in a new region and setting the standard from day one.
• Leading while still selling, so you never lose the edge that got you here.
• A share of your reward tied to team performance, and a clear path to grow scope, leadership and reward through defined career milestones.
• Working on strategic accounts in a complex, high trust, high value sales motion.
• A category leading story to sell and a front row seat as that category is reinvented by AI.
• Taking the BD function in this region to record breaking heights as part of Fenergo's growth journey.

What This Role Is Not

This is not a role for someone who wants to step off the front line.

It is not a pure management seat removed from the selling. It is not a scripted outreach or meeting setting function. It is not a handoff role where success ends once a calendar invite is accepted.

This is a lead from the front role. You will carry a number, set the example, build the team, and help take Toronto to heights the region has not seen before.

How You Are Rewarded

This is an individual contributor role with team leadership built in. Your compensation combines your own performance against your patch with a share tied to the performance of the team you lead. As you deliver and the function grows, defined career milestones open up greater scope, leadership and reward over time. We will walk you through the full structure during the process.

Our promise to you

We are striving to become global leaders acrossallofthe categories weoperatein 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?

• Healthcare cover with Canada Life
• Retirement savings plan
• Employee Assistance Programme
• Opportunity to earn an annual company bonus
• 20 days PTO
• 3 company closure days
• Extensive training programs, classroom and online, through ‘Fenergo University’
• 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
• 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.
• Work From Home set-up allowance

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, foster 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.