Enterprise Account Manager - IDS

nCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking.

We are looking for an ambitious growth-oriented Enterprise Account Manager with a background in KYC and IDV, who will be focused on delivering a revenue number from a small number of key accounts but mostly through new name acquisition from a list of carefully selected target accounts.

The Enterprise Account Manager role operates mainly within our Identity Solutions division. The Identity Solutions suite of applications and APIs create a unique solution for companies seeking to embed insight on global consumer and corporate customers through acquisition, onboarding, and ongoing monitoring. Through our new Smart Onboard platform we’re able to support clients with an end-to-end solution across traditional KYB and business onboarding, through to KYC and ID&V services for consumer and identity checks.

nCino, the global leader in intelligent banking, has recently acquired FullCircl. This position will be within our FullCircl business unit which focuses on KYC/ AML and IDV solutions, a leading range of automated identity verification solutions to provide a seamless customer onboarding journey and keep ahead of evolving regulation.

Working with over 30 leading source data providers with reach into 160 countries we provide orchestrated KYC, a single point of integration.

FullCircl uniquely sits at the intersection where revenue meets regulation, connecting the insight you need when it matters most. We partner with more than 500 of the UK’s leading banks, insurers, FinTech, Gaming and Personal Finance in B2B and B2B2C. Clients use our product to solve three mission-critical business challenges, namely how to: identify & acquire, verify & onboard and retain & grow customers.

The acquisition of W2, a specialist compliance and fraud platform, has enabled FullCircl's identity solutions products to mature and penetrate new regulated markets. This expansion has extended FullCircl’s reach into both KYC and KYB. Over the past two years, we have more than doubled in size and are now a scaled business that has been profitable since early 2022.

An ideal Enterprise Account Manager will have a background in supporting clients with their onboarding challenges and an appreciation of the Identity Verification space. An in-depth knowledge of AML, KYC and ID&V services would be a plus, along with experience in selling these services into heavily regulated industries. We are looking for a superstar sales person that is able to navigate a complex range of industries that have similar challenges when it comes to compliance and onboarding.

An understanding of advanced sales methodologies is an advantage – we employ the use of MEDDIC and SPIN. We pride ourselves on providing one of the best personal development processes in the industry for our team members. You will be part of this continued push benefiting personally and contributing as a senior team member.

We have a world-class marketing team which encompasses in-house business development, but you will also be expected to drive your own pipeline generation and deal origination. We have an amazing pre-sales team to support prospecting activities and post-sales Customer Success Management teams to take care of post-sale implementation, training and customer success.

Key Responsibilities

• Pipeline-generate own opportunities to supplement inbound qualified leads (80/20 split).
• Develop, forecast, close and win business from existing key accounts and new business target names.
• Practise the MEDDIC process, SFDC and conduct deal-reviews.
• Develop needs (company uses SPIN) to drive value.
• Follow a structured deal qualification process (company uses MEDDIC).
• Work with clients to build value-based ROI business cases that justify large investments.
• Be able to build champions in client and prospect accounts.
• Manage senior CXO client/prospect relationships offering value-added, insightful and strategic solutions to maximise ROI.
• Manage all types of sales negotiations (complex and straightforward).
• Work with the extended team of pre-sales, CSM, training and others to deliver the best client experience.

Our ideal candidate will have

• Knowledge of the Identity Verification market and the Financial Services, Banking and Insurance Tier 1 and Tier 2 verticals will be a distinct advantage.
• Equally knowledge of Gaming, online player safety.
• Experience selling into regulated industries.
• Enterprise sales experience in B2B software sector.
• Be proficient and practising MEDDICC.
• Team player, who always upholds professional integrity.
• Self-starter mentality with strong internal focus of control.
• Entrepreneurial spirit or experience of working for a start-up/early-stage company.
• Inspirational presenter.
• Proven track record of success.
• Solid understanding of SaaS business.
• Understand value sell vs feature sell.
• Desire to learn and develop.
• Be presentable and confident.
• Experience in running and using Salesforce for forecasting and reporting.

If you thrive in a high-energy, entrepreneurial environment, we invite you to share your passion, ideas and excitement at nCino.

nCino provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability, genetics or other protected groups. In addition to federal law requirements, nCino complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

nCino is committed to the full inclusion of all qualified individuals. As part of this commitment, nCino will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at recruiting@ncino.com.

Our commitment to inclusion and equality includes a strong belief that the diversity of our team is instrumental to our success. We strive to create workplaces where employees are empowered to bring their authentic selves to work.