About the Team

Join a high-performing sales team focused on helping financial institutions mitigate risk, prevent fraud, and make informed identity and trust decisions. Our team partners with broker-dealers and financial services organizations to deliver innovative fraud, identity, and risk solutions that drive measurable business outcomes. We are a collaborative, client-focused group that works closely with Product, Data Science, and Professional Services teams to deliver strategic solutions that address complex industry challenges and create long-term customer value.

About the Role

We are seeking a results-driven Account Manager / New Business Development Executive to lead growth initiatives within the broker-dealer segment. This role is primarily focused on identifying, developing, and closing new business opportunities while managing a select portfolio of existing accounts.

The ideal candidate will have a proven track record of enterprise sales success, strong consultative selling skills, and experience navigating complex, multi-stakeholder sales cycles. You will build executive-level relationships, develop strategic account plans, and position fraud, identity, and risk solutions that help clients achieve their business objectives.

Responsibilities

• Drive new business development within the broker-dealer market through proactive prospecting, pipeline generation, and strategic account engagement.
• Identify, qualify, and close complex, high-value, multi-year sales opportunities.
• Develop and execute territory plans focused on broker-dealers and adjacent financial services organizations.
• Build and maintain trusted relationships with C-level executives and senior decision-makers to uncover business priorities and growth opportunities.
• Apply a consultative, value-based sales approach to understand customer challenges and align solutions with business objectives.
• Create compelling business cases, proposals, and presentations tailored to client needs and strategic initiatives.
• Leverage industry expertise in fraud, identity, and risk management solutions to position differentiated offerings and drive competitive wins.
• Manage and expand a portfolio of existing accounts by identifying upsell and cross-sell opportunities that enhance client outcomes.
• Own revenue performance against assigned sales quotas, including accountability for pipeline creation, forecasting, and deal conversion.
• Partner closely with Product, Data Science, Professional Services, and other internal stakeholders to design and deliver integrated client solutions.
• Maintain accurate sales forecasts, pipeline activity, and account plans within CRM systems.
• Stay informed on industry trends, regulatory changes, and competitive developments impacting the broker-dealer and financial services sectors.

Requirements

Required Qualifications

• Bachelor's degree in Business, Finance, Marketing, or a related field, or equivalent professional experience.
• Proven success in enterprise sales, business development, or account management within the financial services industry.
• Experience selling complex solutions through consultative, value-based sales methodologies.
• Demonstrated ability to prospect, build pipeline, and close high-value opportunities.
• Track record of achieving or exceeding sales quotas and revenue targets.
• Strong executive presence with the ability to influence senior stakeholders and decision-makers.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Experience managing long, complex sales cycles involving multiple stakeholders.
• Ability to effectively collaborate across cross-functional teams to deliver customer-focused solutions.

Preferred Qualifications

• Experience working with broker-dealers, wealth management firms, capital markets organizations, or other financial services institutions.
• Knowledge of fraud prevention, digital identity, risk management, compliance, or related solutions.
• Familiarity with CRM platforms and sales forecasting methodologies.
• Strong analytical and strategic planning capabilities.
• Experience developing business cases and executive-level proposals for enterprise clients.



Primary Location Base Pay Range: Home based-New York $131,300 - $243,700. Total Target Cash Range: $201,900 - $374,700.If performed in New York City, the base pay range is $143,200 - $265,800, the total target cash range is $220,200 - $408,800.If performed in Rochester, NY, the base pay range is $119,300 - $221,500, the total target cash range is $183,500 - $340,700.If performed in New Jersey, the base pay range is $150,766 - $240,834, the total target cash range is $232,001 - $370,599.



Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.



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