Business Development Team Lead

About the role

Fenergo builds AI-powered client lifecycle management software for financial institutions, covering KYC, AML and financial crime. As Business Development Team Lead in Toronto, you carry your own patch of named enterprise accounts and lead a team, with a share of your reward tied to the team's performance. The role partners with Field Sales, Marketing, Client Success and GTM leaders to turn account strategy into engagement with executive-level buyers.

Key responsibilities

• Lead from the front: run your own accounts to a standard the team can learn from, set the pace on activation, discovery and opportunity progression, and be visible in calls, discovery, account planning and the CRM.
• Coach reps on strategic outreach, discovery, multithreading and value creation, using live deals as teaching material, and run onboarding, ramp, one-to-ones, pipeline reviews and skill sessions.
• Develop playbooks, rituals and standards for new joiners as the Toronto team scales.
• Deeply understand named enterprise accounts, their operating model, regulatory pressures, transformation priorities, technology landscape and stakeholder maps.
• Craft tailored messaging for senior stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.
• Run high-quality SPICED discovery, build account-specific value hypotheses, and multithread engagement across the account.
• Partner with Field Sales on account strategy, personas, activation plans, messaging and next steps, and maintain quality activation plans, discovery notes and CRM usage.

Required profile

• Proven track record in commercial SaaS, technology or B2B sales, with evidence of hitting and beating targets.
• Front-line credibility: able to sit on any team call and raise the level.
• Strong business acumen and confidence engaging senior stakeholders.
• Strong discovery capability, ideally using SPICED as a framework.
• Instinct to coach and develop others, and operational rigour in running a clean pipeline.