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This is a hybrid role, 4 days/week in our London office in Fitzrovia
ABOUT LORUM
The structural conflict at the centre of correspondent banking is not technological. It is economic. Banks earn revenue from their balance sheets: they lend deposits, capture FX spreads, and hold funds as long as it is rational to do so. Clearing, the act of releasing funds quickly and predictably, competes directly with those economics. An institution designed to lend has a structural incentive to hold deposits; an institution designed to clear has an incentive to release them. When one institution does both, clearing loses. The result is unpredictable settlement, trapped capital, and a correspondent network shrinking by design.
WHY LORUM
Lorum was founded on a different premise: clearing as the business, not a byproduct. The model has been operational since 2023 and grew 55x in 2025, with USD clearing now the majority of volumes alongside a growing treasury offering. We have applied for a U.S. national trust bank charter. The people we hire now will build the clearing and treasury infrastructure it unlocks.
ROLE PURPOSE
You will join a fast-growing commercial team, owning the full sales cycle for mid-market and enterprise clients across cross-border payments and clearing.
You will self-source deals, work consultatively with sophisticated buyers, and shape how Lorum sells to a specialist audience — whether that's institutional crypto firms and digital asset infrastructure providers, PSPs and EMIs, banks and regulated FIs navigating multi-stakeholder procurement, or platforms such as OTAs, marketplaces, and payroll companies managing collections, supplier payouts, and multi-currency treasury.
Geographic scope is EMEA-wide. You won't be confined to a single market.
KEY RESPONSIBILITIES
- Pipeline management: Build and manage a robust self-sourced pipeline focused on enterprise and complex mid-market clients across your vertical
- Lead generation: Develop and execute a strategic outbound plan aligned with Lorum's ICP — you prospect; there is no SDR support
- Inbound sales: Own and qualify inbound from website, referrals, and events; fast response, high conversion
- Hit targets: Build accurate forecasts and deliver against quarterly and annual revenue targets (£100k+ ARR deals)
- Solution selling: Lead consultative conversations — educate prospects on how clearing works, identify their pain, and demonstrate how Lorum's infrastructure solves it
- Relationship building: Cultivate strong relationships with key decision-makers across 5+ stakeholder cycles, typically through one internal champion
- Account ownership: Own the handover from sales to implementation and customer success; ensure clients go live and start generating volumes
- Cross-functional collaboration: Work closely with product, compliance, and operations to feed market insight back into the roadmap
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WHAT "GOOD" LOOKS LIKE
First 3 months
- Product and ICP fluency
- Active pipeline and first qualified opportunities established
- Self-sourcing motion running, no SDR dependency
6–12 months
- Closing £100k+ ARR deals
- Managing 5+ stakeholder cycles via a strong champion
- Contributing to forecast with genuine vertical depth
WHAT WE'RE LOOKING FOR
Must-Haves
- 4–7 years total B2B sales experience, with 3–4 years in payments
- Strong background in cross-border payments, FX, clearing, or wholesale banking
- Proven track record closing complex mid-market or enterprise deals (£100k+ ARR, multiple stakeholders)
- Comfortable self-sourcing in a no-SDR environment
- Experience with CRM and sales analytics tools (Salesforce, HubSpot or equivalent)
- Ability to build credible relationships with senior buyers at regulated institutions
Nice-to-Haves
Vertical depth in one or more of the following:
- Digital assets: selling to institutional crypto firms or digital asset infrastructure providers; fluency in stablecoins, fiat on/off-ramps, custody, and treasury
- PSPs & cross-border: selling to PSPs, EMIs, fintechs, or FX/remittance businesses; strong grasp of correspondent banking, virtual accounts, collections, and cross-border flows
- Banks & regulated institutions: selling to banks, challenger banks, or regulated FIs; proven ability to navigate multi-stakeholder cycles across compliance, treasury, and operations
- Travel & platforms: selling to OTAs, marketplaces, payroll, HR-tech, or vertical SaaS; understanding of collections, supplier payouts, and multi-currency treasury
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Also valuable:
- Startup or high-growth environment experience; founding AE or early GTM builder background especially valued
- Conference network in payments
- Portable book of business
HOW YOU WORK (THIS MATTERS MOST)
We care as much about how you operate as what you've done.
You are:
- Self-starting: you build your own pipeline; you don't wait to be fed leads
- Commercially sharp: you understand how your buyers' businesses work, not just how to run a sales process
- Technically curious: you can speak credibly about clearing, virtual accounts, and FX without needing a solutions engineer in every call
- High ownership: you take responsibility for outcomes, not just activity
- Driven: intensity and accountability are core to how you work, not just words on a page
You are not:
- Someone who needs an SDR to fill their pipeline
- Someone from general SaaS with no payments depth
- Someone whose background is card payments or consumer fintech (wrong shape for what we sell)
BENEFITS
- Flexible vacation policy
- Private healthcare
- Employee stock ownership (ESOP)
- Flexible working and autonomy
- 2 "Pay it forward" volunteer days annually
- Wellness days, 3 per quarter
- Opportunity to travel across the EMEA region
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