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About the Role
Own and grow FrankieOne's presence across the Finance and Regulated Industries sector by driving new business, managing the full sales cycle, and building relationships with key stakeholders to convert opportunities into revenue-generating deals.
Responsibilities
- Build and manage a robust pipeline of new-logo opportunities across Finance and Regulated Industry verticals.
- Proactively prospect target accounts using outbound activity, referrals, partner channels, and marketing-generated leads.
- Develop and execute territory plans focused on high-value prospects and market opportunities.
- Consistently generate pipeline sufficient to achieve and exceed revenue targets.
- Act as a trusted advisor to commercial, risk, and compliance stakeholders.
- Deliver tailored solutions across identity, fraud, KYC, AML, and financial crime workflows.
- Own the entire sales cycle, including discovery, solution design, business case development, negotiation, and close.
- Build and maintain strong relationships with senior decision-makers and industry advocates.
- Maintain accurate forecasting and pipeline hygiene, providing timely updates to sales leadership.
- Structure and negotiate commercial agreements.
- Identify and execute account expansion opportunities in partnership with Customer Success.
- Drive predictable revenue growth through disciplined pipeline management and execution.
- Partner closely with Sales Engineering and Product teams on solution design, demonstrations, and proof-of-concept engagements.
- Work with Marketing to develop industry-specific campaigns, content, and events.
- Collaborate with Partnerships to leverage strategic relationships and channel opportunities.
- Contribute to a high-performance, team-oriented sales culture.
- Bring market intelligence and competitor insights back into the business.
- Represent FrankieOne at industry events, conferences, and forums.
- Establish yourself as a credible voice within the financial crime, identity, and compliance ecosystem.
- Help shape FrankieOne's growth and reputation within the market.
Requirements
- 5+ years of quota-carrying, new-logo sales experience in a B2B SaaS environment.
- Experience selling into financial services, banking, fintech, payments, lending, regtech, gaming, or other highly regulated industries.
- Proven track record of consistently meeting or exceeding revenue targets within complex, multi-stakeholder enterprise sales cycles.
- Strong relationship-building skills with senior commercial, risk, compliance, and operational stakeholders.
- Experience selling identity, fraud, KYC/AML, risk, compliance, or adjacent technology solutions is highly regarded.
- Excellent discovery, solutioning, business case development, and negotiation skills.
- A hunter mentality—self-directed, resilient, and energised by building pipeline and creating opportunities from scratch.
- Strong commercial acumen and the ability to navigate complex buying processes.
- Passion for financial crime prevention and an understanding of the regulatory pressures shaping the industry.
Skills
- Enterprise Selling
- Account Management
- Outbound Prospecting
- Territory Planning
- Consultative Selling
- Relationship Building
- Sales Cycle Management
- Forecasting
- Pipeline Management
- Negotiation
- Account Expansion
- Cross-Functional Collaboration
- Market Intelligence
- Industry Knowledge
Location
- Australia
Work Type
- Full-time
Experience Level
- Senior
About the Company
- FrankieOne is one of Australia's fastest-growing RegTech companies.
- The company helps financial institutions and digital businesses solve identity, fraud, and compliance challenges at scale.
- The company is experiencing significant growth and offers the opportunity to shape a category and have a direct impact on success.