Business Development Director: Fraud and Identity

RELX; Johannesburg; On-site; ZAR 500 000 - 600 000; Full time

Job summary

A leading risk solutions firm based in Johannesburg is seeking a Business Development Director to drive the adoption of Fraud & Identity solutions in South Africa. This role involves leading the entire sales cycle, managing stakeholder relationships, and coordinating contracts while ensuring compliance with local regulations. Candidates should possess 5-7 years of enterprise B2B sales experience, particularly in fraud and identity sectors. Strong communication and negotiation skills are essential for this position.

Benefits

Work-life balance initiatives

Flexible working hours

Wellbeing initiatives

Shared parental leave

Study assistance

Sabbaticals

Qualifications

• 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 in Fraud & Identity.
• Experience closing multi-year SaaS or API contracts with Tier 1 and Tier 2 financial institutions.

Responsibilities

• Lead enterprise sales of Fraud & Identity solutions.
• Own the complete sales cycle from prospecting to closing deals.
• Coordinate legal contracting and support negotiation of terms with clients.

Skills

Enterprise B2B sales experience

Negotiation skills

Understanding of fraud threats

Communication skills

Cloud-based technology sales

Risk-based authentication

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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