Business Development Director: Fraud and Identity

RELX; Cape Town; Hybrid; ZAR 1 200 000 - 1 800 000; Full time

Job summary

A leading technology firm seeks a Business Development Director focusing on Fraud & Identity solutions in South Africa. The role involves leading enterprise sales, managing the sales cycle, and building key stakeholder relationships. The ideal candidate has 5-7 years of B2B sales experience in related technology and is familiar with local regulatory frameworks. A healthy work/life balance is promoted, with flexible working hours and various wellbeing initiatives. Join us in preventing fraud while enhancing business efficiency.

Benefits

Flexible working hours

Shared parental leave

Study assistance

Wellbeing initiatives

Qualifications

• 5 to 7 years of enterprise B2B sales experience, especially in Fraud & Identity.
• Proven track record of selling cloud-based technology to South African banks.
• Experience with legal contracting processes and procurement.

Responsibilities

• Lead enterprise sales of Fraud & Identity solutions.
• Own the complete sales cycle from prospecting to closing.
• Build and execute go-to-market plans aligned to fraud trends.
• Develop and maintain relationships with senior stakeholders.

Skills

Sales expertise

Negotiation skills

Communication skills

Technical validation processes

Job description

Business Development Director | Fraud & Identity

About Us

LexisNexis Risk Solutions provides market‑leading Fraud & Identity technology to banks, fintechs, telcos and digital businesses. Our cloud‑native risk decisioning, device intelligence, behavioral biometrics, email and phone risk assessment, and digital identity analytics help organisations prevent fraud in real time while improving customer experience and operational efficiency.

About the Role

The Business Development Director will own the strategy, pipeline and execution for driving adoption of our Fraud & Identity solutions across South Africa and key African markets. The role includes full accountability for the end‑to‑end sales cycle, from opportunity identification to contract execution and handover to Customer Success.

Key Responsibilities

• Lead enterprise sales of Fraud & Identity solutions including device fingerprinting, behavioral biometrics, digital identity intelligence, email and phone risk, account takeover prevention and API‑based risk scoring
• Own the complete sales cycle from prospecting to closing enterprise SaaS and API deals
• Coordinate legal contracting with the internal Legal team, prepare commercial inputs and support negotiation of SaaS, data, cloud and API terms with clients
• Ensure that contracting processes reflect South African regulations including POPIA, SARB digital onboarding expectations and cloud hosting rules
• Build and execute go‑to‑market plans for South Africa and priority African markets aligned to fraud trends, digital adoption and market demand
• Develop and maintain strong senior stakeholder relationships including CISO, CIO, Head of Fraud, Head of Digital Channels and Fraud Operations
• Partner with Product, Technical Consulting, Pricing, Legal and Customer Success to ensure seamless onboarding and implementation
• Represent LexisNexis at fraud, identity, digital banking and cybersecurity industry events

Required Experience

• Proven track record of selling cloud‑based Fraud & Identity technology into South African banks
• Minimum 5 to 7 years of enterprise B2B sales experience including at least 3 to 5 years directly in Fraud & Identity, digital risk or identity analytics
• Demonstrated success closing multi‑year SaaS or API contracts with Tier 1 and Tier 2 financial institutions
• Deep understanding of fraud threats across banking, fintech, payments, telecom and regulated gaming including account takeover, synthetic identity, first‑party fraud, social engineering and mule activity
• Familiarity with POPIA, FSCA expectations, SARB onboarding guidance and cloud hosting or data residency considerations for SaaS deployments
• Experience coordinating contracting processes with legal teams including commercial structuring and client‑side legal engagement
• Ability to navigate procurement, InfoSec due diligence, vendor risk assessment and technical validation processes
• Strong commercial, negotiation and executive communication skills
• Experience with digital onboarding, identity proofing, risk‑based authentication or device and behavioral risk intelligence
• Background working with fraud operations, digital channels, risk and identity teams in telco, ecommerce or gaming sectors
• Knowledge of financial crime compliance or AML and KYC processes is beneficial but not required
• French or Portuguese language skills for broader African engagements,

Work in a way that works for you

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long‑term goals.

Working Pattern

Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive.

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