Account Executive

Lorum

Greater London

Hybrid

GBP 70,000 - 100,000

Full time

14 days+

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Benefits offered by this job

Flexible vacation policy

Private healthcare

Employee stock ownership (ESOP)

Wellness days

Job summary

Lorum in London is seeking a talented sales professional to manage B2B sales for cross-border payments. This hybrid role involves self-sourcing leads and owning the sales cycle for enterprise clients.

The candidate should have 4-7 years of B2B sales experience, particularly in payments, with a proven track record of closing complex deals. The position offers benefits like flexible working and employee stock ownership (ESOP).

Qualifications

4–7 years total B2B sales experience, with 3–4 years in payments.
Proven track record closing complex mid-market or enterprise deals (£100k+ ARR).
Experience with CRM and sales analytics tools.

Responsibilities

Build and manage a robust self-sourced pipeline focused on enterprise clients.
Develop and execute a strategic outbound plan aligned with Lorum’s ICP.
Qualify inbound leads from the website, referrals, and events.

Skills

B2B sales experience

Cross-border payments

Relationship building

Self-sourcing leads

CRM tools (Salesforce, HubSpot)

Job description

This is a hybrid role, 4 days/week in our London office in Fitzrovia

About Lorum

Global payments are not broken. Incentives are.

Clearing has been deprioritised inside balance sheet-driven institutions whose models rely on lending and interest. When liquidity takes priority over settlement, payments slow and certainty drops. The same financial institutions that distort clearing as providers are disadvantaged as users. They are forced into fragmented setups, inconsistent rails, duplicated compliance, and unpredictable timelines. Stablecoin shortcuts and treasury pooling treat symptoms at the surface, but almost no one is rebuilding the underlying infrastructure in each market.

Rebuilding clearing from the ground up

We are rebuilding clearing as its own specialist function. We act as a clearing and transaction banking partner for regulated institutions, with treasury built into the core so liquidity, settlement, and reconciliation sit in one controlled system.

Our platform unifies global and local licences, direct central bank clearing, and domestic rails. We allow clients to open named customer accounts in every market we operate, collecting funds and paying out through a single network while retaining full ownership of their customer relationships. Market expansion becomes as simple as one correspondent relationship, not hundreds.

Why Lorum

This is not a typical fintech sales role.

You’ll be selling deep infrastructure to some of the most sophisticated buyers in financial services — regulated institutions where credibility, precision, and market knowledge matter more than a polished deck.

This is an opportunity to own a vertical from the ground up, work greenfield enterprise pipeline across EMEA, and have real agency over how Lorum sells in your market. If you’ve ever wanted to build something rather than inherit it, this is that role.

Role Purpose

You will join a fast-growing commercial team, owning the full sales cycle for mid‑market and enterprise clients across cross‑border payments and clearing.

You will self‑source deals, work consultatively with sophisticated buyers, and shape how Lorum sells to a specialist audience — whether that’s institutional crypto firms and digital asset infrastructure providers, PSPs and EMIs, banks and regulated FIs navigating multi‑stakeholder procurement, or platforms such as OTAs, marketplaces, and payroll companies managing collections, supplier payouts, and multi‑currency treasury.

Geographic scope is EMEA‑wide. You won’t be confined to a single market.

Key Responsibilities

Pipeline management: Build and manage a robust self‑sourced pipeline focused on enterprise and complex mid‑market clients across your vertical
Lead generation: Develop and execute a strategic outbound plan aligned with Lorum’s ICP — you prospect; there is no SDR support
Inbound sales: Own and qualify inbound from website, referrals, and events; fast response, high conversion
Hit targets: Build accurate forecasts and deliver against quarterly and annual revenue targets (£100k+ ARR deals)
Solution selling: Lead consultative conversations — educate prospects on how clearing works, identify their pain, and demonstrate how Lorum’s infrastructure solves it
Relationship building: Cultivate strong relationships with key decision‑makers across 5+ stakeholder cycles, typically through one internal champion
Account ownership: Own the handover from sales to implementation and customer success; ensure clients go live and start generating volumes
Cross‑functional collaboration: Work closely with product, compliance, and operations to feed market insight back into the roadmap

What 'Good' Looks Like

First 3 months

Product and ICP fluency
Active pipeline and first qualified opportunities established
Self‑sourcing motion running, no SDR dependency

6–12 months

Closing £100k+ ARR deals
Managing 5+ stakeholder cycles via a strong champion
Contributing to forecast with genuine vertical depth

What We're Looking For

Must-Haves

4–7 years total B2B sales experience, with 3–4 years in payments
Strong background in cross‑border payments, FX, clearing, or wholesale banking
Proven track record closing complex mid‑market or enterprise deals (£100k+ ARR, multiple stakeholders)
Comfortable self‑sourcing in a no‑SDR environment
Experience with CRM and sales analytics tools (Salesforce, HubSpot or equivalent)
Ability to build credible relationships with senior buyers at regulated institutions

Nice-to-Haves

Vertical Depth In One Or More Of The Following

Digital assets: selling to institutional crypto firms or digital asset infrastructure providers; fluency in stablecoins, fiat on/off‑ramps, custody, and treasury
PSPs & cross‑border: selling to PSPs, EMIs, fintechs, or FX/remittance businesses; strong grasp of correspondent banking, virtual accounts, collections, and cross‑border flows
Banks & regulated institutions: selling to banks, challenger banks, or regulated FIs; proven ability to navigate multi‑stakeholder cycles across compliance, treasury, and operations
Travel & platforms: selling to OTAs, marketplaces, payroll, HR‑tech, or vertical SaaS; understanding of collections, supplier payouts, and multi‑currency treasury

Also Valuable

Startup or high‑growth environment experience; founding AE or early GTM builder background especially valued
Conference network in payments
Portable book of business

How You Work (This Matters Most)

We care as much about how you operate as what you’ve done.

You Are

Self‑starting: you build your own pipeline; you don’t wait to be fed leads
Commercially sharp: you understand how your buyers’ businesses work, not just how to run a sales process
Technically curious: you can speak credibly about clearing, virtual accounts, and FX without needing a solutions engineer in every call
High ownership: you take responsibility for outcomes, not just activity
Driven: intensity and accountability are core to how you work, not just words on a page

You Are Not

Someone who needs an SDR to fill their pipeline
Someone from general SaaS with no payments depth
Someone whose background is card payments or consumer fintech (wrong shape for what we sell)

Benefits