Senior Enterprise Sales Executive

Hollybank Trustees Ltd; Cardiff; Hybrid; GBP 90,000 - 150,000; Full time

Job summary

SmartSearch is seeking an experienced Enterprise Sales Executive to drive new business across Fintech, Payments, E-commerce and Accountancy. You will build and manage your own pipeline, travel for client meetings, and close high-value enterprise contracts in a national role.

The role is hybrid, based from Cardiff or Ilkley, with initial office work during training and probation, then a minimum two days per week in the office.

Qualifications

• Proven track record closing £100k+ enterprise contracts.
• Experience generating opportunities, not just inbound leads.
• Confident prospecting of senior decision-makers.
• Experience in multi-stakeholder enterprise sales cycles.
• Strong commercial and negotiation skills.
• Ability to discuss AML/KYC solutions credibly with tech teams.
• Understanding AML/KYC/digital identity and onboarding.
• Willingness to travel across the UK.
• Ability to work from Cardiff or Ilkley per hybrid policy.

Responsibilities

• Win new enterprise customers across Fintech, Payments, E-commerce and Accountancy.
• Build a self-generated pipeline alongside provided leads.
• Prospect into named accounts via cold calls, LinkedIn, email and events.
• Engage senior stakeholders across Compliance, Risk, Technology and C-suite.
• Conduct discovery to understand processes, risks and drivers.
• Selling AML, KYC, KYB, IDV, fraud prevention and onboarding.
• Manage complex enterprise sales with procurement, legal and API talks.
• Deliver compelling commercial propositions and business cases.
• Travel UK for client meetings, events and industry conferences.
• Maintain pipeline management and forecast accuracy.
• Meet ambitious new-business revenue targets.

Skills

Enterprise sales

Cold calling

Negotiation

Stakeholder mgmt

Job description

Location: Hybrid / Cardiff CF24 5EA, UK
job type: Permanent / Full-time
Sector and subsector: Commercial & Marketing | Sales
Salary: Competitive salary

DESCRIPTION

SmartSearch’s distinctive Anti-Money Laundering verification software protects our clients by offering the most advanced and comprehensive features available from an AML provider.

SmartSearch has grown rapidly by fostering an incredibly collaborative and supportive culture. As we continue our ambitious growth plans, we will strive to remain a truly exciting, rewarding, and unique place to work.

HOW WILL YOU MAKE A DIFFERENCE?

We are looking for an experienced Enterprise Sales Executive to drive new business across the Fintech, Payments, E-commerce and Accountancy sectors.

This is a new-business hunter role.

You will receive some support through marketing-generated leads and booked appointments, but this is not a position for someone who expects their diary to be filled for them. You will be responsible for building and managing your own pipeline, identifying target organisations, opening doors and developing opportunities through to close.

That means picking up the phone, cold calling senior decision-makers, networking, attending industry events, travelling across the UK to meet prospects and creating opportunities yourself.

We are looking for someone who is already comfortable selling AML, KYC and Identity Verification (IDV) solutions and understands how these technologies solve real-world compliance, onboarding and customer experience challenges.

LOCATION & HYBRID WORKING

The role will be based from either our Cardiff or Ilkley office.

During your probation and initial training period, you will be expected to work from the office as required to complete your training, develop your product knowledge and integrate fully with the wider team.

Once probation and training have been successfully completed, the role will move to a hybrid working model, with a minimum of two days per week in either the Cardiff or Ilkley office.

This is also a client-facing national role, so regular travel across the UK for client meetings, networking and industry events should be expected.

DUTIES & RESPONSIBILITIES

• Winning new enterprise customers across Fintech, Payments, E-commerce and Accountancy.
• Building a strong self-generated pipeline alongside leads and appointments provided by the business.
• Proactively prospecting into named and strategic accounts through cold calling, LinkedIn, email, networking and face-to-face engagement.
• Engaging senior stakeholders across Compliance, Risk, Operations, Technology, Finance and the C-suite.
• Running effective discovery to understand clients' current processes, risks, commercial drivers and technology environments.
• Selling solutions across AML, KYC, KYB, IDV, fraud prevention, ongoing monitoring and digital onboarding.
• Managing complex enterprise sales involving multiple stakeholders, procurement, legal, information security and technical/API discussions.
• Building compelling commercial propositions and business cases rather than competing purely on price.
• Managing opportunities from first conversation and demonstration through to negotiation, contract and close.
• Travelling throughout the UK for client meetings, networking events, conferences and industry events.
• Maintaining accurate pipeline management and forecasting.
• Consistently delivering against ambitious new-business revenue targets.

You must have proven experience selling AML, KYC, IDV or closely related RegTech/FinTech solutions. More importantly, we want evidence that you can actually win enterprise business.

You should have:

• A demonstrable track record of closing£100k+ enterprise contracts strongly preferred.
• Experience generating your own opportunities, not simply converting inbound leads.
• Confidence cold calling and prospecting into senior decision-makers.
• Experience navigating complex, multi-stakeholder enterprise sales cycles.
• Strong commercial and negotiation skills
• The ability to communicate effectively with Compliance Directors, CTOs, CFOs, COOs and CEOs.
• A good understanding of AML/KYC regulation, digital identity, customer onboarding and financial crime prevention.
• The ability to discuss technical solutions, integrations and APIs credibly with technology teams.
• Strong discovery, presentation and demonstration skills.
• The willingness to travel regularly throughout the UK.
• The ability to work from Cardiff or Ilkley in line with our office and hybrid-working requirements.

KEY ATTRIBUTES REQUIRED

We're looking for someone who is commercial, resilient, curious and highly proactive. You won't wait for opportunities to arrive. You'll research accounts, find the right people, make the calls, get into the room and create them.

You should be equally comfortable making a cold call in the morning, presenting to a Compliance Director or CTO in the afternoon, and networking with senior industry contacts in the evening.

This role will suit someone who enjoys the challenge of breaking into major organisations and turning complex opportunities into significant enterprise contracts.

WHAT SUCCESS LOOKS LIKE

Success isn't measured by activity alone. It's about creating quality enterprise pipeline and converting it into revenue.

You'll be expected to build relationships with some of the UK's leading organisations, develop a sustainable pipeline of £50k–£100k+ opportunities, and become a recognised and trusted commercial contact within your target markets.