Enterprise Account Director

Hawk; München; On-site; EUR 172,000 - 181,000; Full time

Job summary

Hawk in Munich is seeking an Enterprise Account Director to lead complex sales across Tier 1 banks, financial institutions, and payment providers in EMEA, guiding opportunities from first contact to contract execution.

You will partner with executive stakeholders, advocate Hawk's AI‑supported AML and fraud platform, and collaborate with Pre‑Sales, Product, and Customer Success to deliver measurable business outcomes. Travel to customer sites and industry events required.

Qualifications

• 7+ years of enterprise B2B sales experience.
• Experience selling to Tier 1 banks or large financial institutions with executive stakeholders.
• Strong knowledge of RegTech, financial crime compliance, and AI-driven workflow solutions.
• Ability to navigate long enterprise sales cycles with multi-stakeholder committees and craft value-based propositions.

Responsibilities

• Identify, develop, and close new enterprise opportunities with Tier 1 banks and payment providers across EMEA.
• Build and execute strategic account plans to expand existing relationships.
• Establish trusted advisor relationships with C-suite leaders and senior stakeholders.
• Lead complex enterprise sales cycles from prospecting to contract execution.
• Conduct consultative discovery to align Hawk's AI solutions with customer challenges.
• Collaborate with Pre-Sales, Product, Engineering, Marketing, and Customer Success on solutions.
• Translate feedback into actionable product and AI capability insights.
• Maintain accurate pipeline and forecasting in CRM.

Skills

Enterprise B2B sales

Executive stakeholder engagement

CRM proficiency

Strategic account management

Negotiation and closing

Proficiency with Excel/PowerPoint

Tools

HubSpot

Excel

PowerPoint

Job description

About Us

Hawk is the leading provider of AI-supported anti-money laundering and fraud detection technology. Banks and payment providers globally are using Hawk’s powerful combination of traditional rules and explainable AI to improve the effectiveness of their AML compliance and fraud prevention by identifying more crime while maximizing efficiency by reducing false positives. With our solution, we are playing a vital role in the global fight against Money Laundering, Fraud, or the financing of terrorism. We offer a culture of mutual trust, support and passion – while providing individuals with opportunities to grow professionally and make a difference in the world.

Your Mission

As an Enterprise Account Director, you will play a pivotal role in expanding Hawk's presence across leading financial institutions, Tier 1 banks, payment providers, and other regulated organizations throughout EMEA You will drive complex enterprise sales engagements, build trusted executive relationships, and help customers transform their financial crime operations through Hawk's AI-supported AML and fraud prevention platform.

Working closely with executive stakeholders, you will lead strategic opportunities from initial engagement through contract execution, helping customers leverage explainable AI, intelligent investigation workflows, and emerging agentic AI capabilities to improve detection, reduce false positives, and increase operational efficiency.

Your Responsibilities

• Identify, develop, and close new enterprise opportunities with Tier 1 banks, financial institutions, payment providers, and other regulated organizations across EMEA.
• Build and execute strategic account plans to acquire new customers and expand existing relationships within target accounts.
• Establish trusted advisor relationships with executive stakeholders, including C-suite leaders, Heads of AML, Fraud, Compliance, Financial Crime, Risk, Operations, and Technology.
• Lead complex enterprise sales cycles from prospecting through negotiation, procurement, legal review, and contract execution.
• Conduct consultative discovery to understand customer challenges and position Hawk's AI-supported AML, fraud detection, transaction monitoring, and financial crime solutions to deliver measurable business outcomes.
• Partner with customers to explore innovative AI use cases, including agentic workflows, intelligent investigation automation, and AI-assisted decision support, that improve operational efficiency and financial crime detection.
• Develop compelling executive presentations, business cases, and solution strategies tailored to the needs of large financial institutions and payment providers.
• Generate and nurture pipeline through strategic prospecting, executive networking, industry conferences, partner relationships, and targeted outbound campaigns.
• Collaborate closely with Pre-Sales, Product, Engineering, Marketing, and Customer Success teams to design solutions, execute proof-of-value engagements, and deliver successful customer outcomes.
• Translate customer feedback and market insights into actionable recommendations that influence product strategy, AI capabilities, and future platform innovation.
• Maintain accurate pipeline management, forecasting, opportunity planning, and account activity within CRM systems (e.g., HubSpot).
• Drive disciplined opportunity management using a value-based, data-driven sales methodology to consistently advance complex enterprise opportunities.
• Lead commercial negotiations while balancing customer requirements with Hawk's strategic and commercial objectives.
• Develop long-term account growth strategies that drive expansion, customer retention, and increased lifetime value.
• Stay current on industry trends, evolving financial crime typologies, AI innovation, regulatory developments, and the competitive landscape to effectively position Hawk in the market.
• Represent Hawk at executive briefings, customer events, industry conferences, and thought leadership forums across the financial services ecosystem.

Your Profile

• 7+ years of enterprise B2B sales experience, with a proven track record of exceeding quota and closing complex, high-value enterprise deals.
• Experience selling into Tier 1 banks, large financial institutions, or payment providers, engaging executive stakeholders across Risk, Compliance, Fraud, AML, and Technology functions.
• Strong understanding of RegTech, financial crime compliance, fraud prevention, AI-powered transaction monitoring, or enterprise AI workflow solutions, with the ability to position modern AI capabilities, including agentic AI and workflow automation, to solve complex business challenges.
• Demonstrated consultative selling and strategic account management experience, navigating long enterprise sales cycles, multi-stakeholder buying committees, and value-based solution selling.
• Exceptional executive presence, negotiation, and communication skills, with the ability to build trusted advisor relationships with C-level and senior business leaders.
• Experience collaborating across Sales, Pre-Sales, Product, and Customer Success teams to develop tailored solutions and successfully execute complex enterprise engagements.
• Proficiency with CRM platforms and Microsoft Office Suite (particularly Excel and PowerPoint) for pipeline management, forecasting, and executive presentations.
• Ability to thrive in a fast-paced, high-growth, global environment, managing multiple strategic opportunities while adapting to evolving customer needs and market dynamics.
• Willingness to travel as needed for customer meetings, executive briefings, industry events, and internal collaboration.

Compensation Range: $200K - $210K