About this Enterprise Sales Executive role at RELX
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, banks, wealth management firms, and other financial services organizations to deliver innovative fraud, identity, risk, and analytics 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. We seek experienced sales professionals who have successfully engaged executive leadership within major financial institutions and guided organizations through enterprise-wide technology and risk transformation initiatives.
About the Role
We are seeking a results-driven Enterprise Sales Executive / Account Manager to lead growth initiatives within the broker-dealer and broader financial services market. This role is primarily focused on identifying, developing, and closing new business opportunities while strategically managing a select portfolio of existing accounts.
The ideal candidate will have a proven track record of enterprise sales success selling software, data, analytics, fraud, identity, risk, or fintech solutions to large financial institutions. You will build executive-level relationships, develop strategic account plans, and position high-value solutions that help clients achieve their business objectives while driving significant revenue growth.
This role requires a consultative sales leader who excels in complex, multi-stakeholder sales environments and can effectively navigate executive decision-making processes across Tier 1 banks, broker-dealers, capital m
arkets firms, and other financial services organizations.
Responsibilities
- Drive new business development within the broker-dealer and financial services market through proactive prospecting, pipeline generation, strategic account engagement, and executive relationship development.
- Identify, qualify, and close complex, high-value, multi-year sales opportunities with enterprise clients.
- Develop and execute territory plans focused on broker-dealers, banks, wealth management firms, capital markets organizations, and adjacent financial services institutions.
- Build and maintain trusted relationships with C-suite executives, senior business leaders, risk officers, compliance leaders, and technology decision-makers to uncover strategic business priorities and growth opportunities.
- Apply a consultative, value-based sales approach to understand customer challenges and align fraud, identity, risk, analytics, and data-driven solutions with business objectives.
- Create compelling business cases, proposals, executive presentations, and solution strategies tailored to client needs and strategic initiatives.
- Lead complex negotiations involving procurement, legal, compliance, and executive stakeholders to successfully close enterprise agreements.
- Leverage industry expertise in fraud prevention, digital identity, risk management, analytics, compliance, and financial services technology solutions to position differentiated offerings and drive competitive wins.
- Manage and expand a portfolio of existing strategic accounts by identifying upsell and cross-sell opportunities that enhance client outcomes and revenue growth.
- Own revenue performance against assigned sales quotas, including accountability for pipeline creation, forecasting, deal conversion, and strategic account planning.
- Drive enterprise-wide solution adoption and long-term client success through executive sponsorship and stakeholder engagement.
- 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, opportunity management, and account plans within CRM systems.
- Stay informed on industry trends, regulatory changes, emerging fraud threats, and competitive developments impacting broker-dealers, banks, and financial services organizations.
Requirements
Required Qualifications
- Bachelor's degree in Business, Finance, Marketing, or a related field, or equivalent professional experience.
- Minimum of 10 years of experience selling enterprise software, data, analytics, fraud, identity, risk, fintech, or related technology solutions to large financial institutions.
- Proven success in enterprise sales, business development, or strategic account management within the financial services industry.
- Demonstrated success managing multi-million-dollar strategic accounts, consistently exceeding sales quotas, and closing complex multi-year enterprise agreements.
- Strong executive presence with the ability to engage and influence C-suite stakeholders, senior executives, risk leaders, and technology decision-makers.
- Proven ability to navigate complex procurement, legal, compliance, and contract negotiations within large financial institutions.
- Experience selling complex solutions through consultative, value-based sales methodologies.
- Demonstrated ability to prospect, build executive relationships, generate pipeline, and close high-value opportunities.
- Track record of achieving or exceeding sales quotas and revenue targets in highly competitive enterprise sales environments.
- Experience driving enterprise-wide solution adoption across large, matrixed organizations.
- Excellent communication, presentation, negotiation, and relationship management skills.
- Experience managing long, complex sales cycles involving multiple stakeholders and decision-makers.
- Ability to effectively collaborate across cross-functional teams to deliver customer-focused solutions.
Preferred Qualifications
- Experience working with broker-dealers, Tier 1 banks, wealth management firms, capital markets organizations, investment firms, or other large financial services institutions.
- Knowledge of fraud prevention, digital identity, risk management, compliance, AML, KYC, financial crime, or related solutions.
- Experience selling SaaS, data, analytics, or risk platforms within regulated financial services environments.
- Familiarity with CRM platforms, strategic account planning, and sales forecasting methodologies.
- Strong analytical, business development, and strategic planning capabilities.
- Experience developing executive business cases, board-level presentations, and enterprise proposals for large financial institutions.
- Established network of executive relationships within the broker-dealer, banking, wealth management, or financial services sectors.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.
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