Key Account Manager, Feedzai
North America
Salary not provided
Senior and Expert level
Remote in US
Cloud-based RiskOps platform
Open for applications
Cloud-based RiskOps platform
501-1000 employees
FintechB2BSecuritySaaSCyber Security
Open for applications
Salary not provided
Senior and Expert level
Remote in US
501-1000 employees
FintechB2BSecuritySaaSCyber Security
Company mission
To make commerce safer for banks, retailers, payment providers, and customers.
Role
Who you are
- You are a natural strategic seller and enjoy going the extra mile to delight a customer and win.
- You are eager to use your experience selling into Tier1 Financial Institutions to propel the leader in machine learning and fraud prevention to protect consumers everywhere.
- You have in-depth experience in Enterprise Sales as well as experience in fraud prevention or enterprise risk & compliance solutions selling into Tier1 Banks in North America.
- You are driven, strategic and focused- and are excited to grow Feedzai in your Book of business
- You are a natural collaborator, an eager student, a strategic thinker, have excellent verbal and written communication skills, tremendous drive and attention to detail
- 8+ years in an Enterprise Key Account Sales role- focused on targeting whitespace, account penetration and successfully securing net new spend & growth within your Enterprise Accounts
- Track record of successfully building relationships in complex accounts and executing against annual quotas of $1-2MM per year
- Proven experience managing $1MM+ deals resulting in multi year commitments
- Experience selling Fraud, AML, KYC, or Enterprise Risk Management solutions
- Existing extensive network or Risk, Fraud & Compliance professionals within Tier1 Banks
- Deep understanding of the Banking sector, Retail & Acquiring banks, general financial services, Payments lifecycle and relevant industry workflows
- Proven experience in Software sales and strong technical acumen comfortable working with Technology teams through enterprise projects
- Understanding of competitive & commercial landscape in Fraud, Risk & Compliance
- Strong business acumen with executive presence, strong presentation skills and excellent listening skills
- Adept at Team Selling in Enterprise accounts using a formal sales methodology
- Demonstrable prospecting, heat mapping, call planning & strategic account planning experience
- Adept with financial and operational analysis, business case development & understanding of Value Based selling
- Proven negotiation and closing skills
- Highly driven, organized, ambitious and tenacious. A natural problem solver with a strong student mentality, work ethic and positive mental attitude
What the job involves
- This is a senior and quota carrying role and you will be entrusted with our most prestigious global banking clients to lead the creation, development and expansion of revenue-producing activities within your book of business.
- You will be responsible for developing buyer and senior level relationships, identifying new business opportunities, executing a formal sales methodology, crafting a tailored narrative to clients to solve complex business problems and grow Feedzai’s market share.
- As a key and Sr. member of the North America Sales Organization you will lead internal teams through the development and execution of your business strategy focused on driving revenue within your Accounts to help our customers fight financial crime.
- Planning and Execution- create and execute a comprehensive Account Plan plan for each of your Prospective Clients to engage in deep discovery and cultivate qualified opportunities
- Pipeline Development- use your network, events, partnership with Feedzai Inside Sales and Marketing Teams, as well as a targeted sales outbound approach to drive business within your Enterprise Target Accounts opening new qualified opportunities
- Quota Attainment- deliver against and achieve predefined new business revenue and growth targets, execute on sales activities, account plans, QBR’s, client Heatmaps to achieve quarterly and annual sales & revenue targets
- Pipeline Management- responsible for the accurate and ongoing forecasting of your business, managing and progressing opportunities in various stages of the sales cycle
- Opportunity Management- responsible for owning the sales cycle, leading collaboration with internal cross functional groups and leading the structured development & progression of opportunities
- Solution Selling- Use your thorough understanding of question based selling to uncover clients' strategic initiatives and solution sell to position value into supported use cases leveraging Feedzai’s solutions
- Relationship Management- responsible for originating, managing and building strong personal relationships with key client executives, building contact relationships “high, wide & deep” throughout your target client, including line of business decision-makers and influencers. You will own the Feedzai relationship with the client across objectives, challenges & solutions, opportunities as well as next steps from each engagement
- Ownership- responsible for compelling articulation of Feedzai’s value proposition including the internal collaboration and leadership through tailored functional and technical Discoveries, targeted Demonstrations, business case development & presentation, proof of concepts, RFP responses, executive presentations, client on-site visits and contract negotiations
Our take
In this digital age, one of the biggest challenges is mitigating financial crime online. As more people use digital banking and commerce, there has been a significant increase in consumers being subjected to online banking fraud attacks and scams.
Feedzai makes banking and commerce safe with its financial risk management platform. Their AI platform monitors companies with more than 900 million customers in nearly 200 countries. Many of the world’s largest financial institutions such as Citibank, Fiserv, and Santander, as well as well known fintechs such as SoFi already use Feedzai’s technology.
As the use of digital banking and payments continues to grow during this boom period, so will the increase in financial crime. The company will always face a challenge to improve its technology as fraudsters find new methods to execute financial crimes. In early 2021 they raised a $200 million Series D investment round led by global investment titans KKR. With a +$1.5B valuation, the company remains focused on global expansion, further developing its product offerings, and boosting its partner strategy with a focus on the APAC region.
Kirsty
Company Specialist
Insights
Top investors
Company
Funding (last 2 of 6 rounds)
Mar 2021
$200m
SERIES D
Oct 2017
$50m
SERIES C
Total funding: $276.2m
Company benefits
- Health Insurance
- Remote Work Options
- Flexible Work Hours
- Personal Time Off
- Culture of Learning
- Maternity/Paternity Programs
- August 4 Day Work Weeks
- Cutting Edge Tech
- IT Allowance
Company values
- We Value The Insatiably Curious - Feedzaians believe in taking action. We keep our minds open, our curiosities piqued, and our aspirations high. We make bold moves, and although we don’t always get it perfect on the first try, we don’t let setbacks define us. When you’re solving the demanding problems we face, it’s only in our ability to embrace change and chaos that we can make a world-changing impact
- Where Ambition Meets Opportunity - Feedzaians are dynamic, tenacious, and driven by our passion to fight financial fraud and crime with our socially responsible products. Our goals might seem ambitious, but with a disruptive mission like ours, we’re up for the challenge. We don’t give up when facing adversity, nor do we slow down our fast pace. The good we do here can change the world—and it will—because we’re committed to building something extraordinary.
- We’re Fueled By Our Unshakable Team Spirit - Our differences make us stronger. Feedzaians have sharp intellect, strong work ethic, and humility. With a collaborative team spanning across the globe, our diverse perspectives help us think bigger and constantly learn. We’re always there to support teammates when they stumble and enable each other to keep reaching higher. It’s this team spirit and trust that let us go further together
- We’re Free To Shape Our Future - We grow at a fast clip and believe no challenge is too big or too small. Our fast-paced and open environment encourages us to lean in, try new things, and discover our potential. We’re empowered to spark change every day, influencing the trajectory of our company and ourselves
- We Believe In The Power Of Our Products - Our products have a magnitude of impact. From fighting financial fraud and crime to developing ethical products, we’re proud of what we do. The challenges we tackle are getting more complex, but we’ll never stop pushing forward to overcome them. That’s what makes our big (and small) wins so much more rewarding
Company HQ
Hayward Park, San Mateo, CA
Articles
Leadership
Nuno Sebastião
(CEO & Chairman)After an MBA at London Business School, they founded Feedzai in March 2010 on graduation. They have served since as CEO, alongside working as Director of ANJE and an Advisor at Oak HC/FT and PruVen Capital.
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