Fortify Solutions | Financial Crime Prevention
Business Development Executive
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Location: London or Cambridge Hybrid
Role Overview
Fortify is scaling its commercial engine as it moves from consulting-led wins to a repeatable, product-led sales motion. The Business Development Executive (BDE) is responsible for converting Fortify’s growing pipeline of inbound enquiries and self-generated opportunities into new client relationships, while also managing and growing revenue from Fortify’s existing account base. This is a hybrid new-business and account management role, covering the full commercial cycle from first contact through to renewal.
The BDE will work closely with the Head of Growth Marketing to convert demand generated across LinkedIn, content, webinars and lead magnets into qualified pipeline, and will self-generate additional opportunities through outbound prospecting campaigns and network development across the payments, AML and fraud ecosystem.
The BDE will also own commercial relationships at existing accounts, ensuring a smooth hand-off from sale to delivery, identifying upsell, cross-sell and renewal opportunities across Fortify’s offer stack, and generating referrals and case studies. The BDE will act as a key contributor to Fortify’s GTM operations as the business scales toward its Series A.
Key Responsibilities
- New Business Generation: Self-generate a pipeline of qualified opportunities through outbound prospecting campaigns, targeted account research, and network development across payments, AML and fraud buyers, including MLRO, CCO, and Head of Fraud/Risk personas.
- Inbound Lead Conversion: Own qualification and conversion of inbound enquiries generated by marketing (lead magnets, webinars, newsletter, website) into meetings and proposals within agreed response times.
- Existing Account Management: Manage relationships at existing accounts, ensuring a smooth onboarding hand-off from sale to delivery and ongoing commercial health of the account base.
- Account Growth & Renewals: Identify and execute upsell and cross-sell opportunities across Fortify’s offer stack, and manage renewal conversations to protect and grow recurring revenue.
- Consultative Solution Selling: Run discovery conversations that translate complex technical and regulatory capability into commercial value; tailor proposals and pricing to prospect and client needs. Execute Fortify Opportunity Pursuit Process.
- Proposal & Contract Negotiation: Own end-to-end deal execution, including scoping, pricing, proposal development, and contract negotiation through to close.
- Pipeline Management & Forecasting: Maintain accurate CRM hygiene and pipeline data; forecast reliably against target and report on stage-by-stage conversion.
- Referral & Partner Development: Build structured referral relationships with clients and partners to support Fortify’s compounding growth flywheel.
- Cross-Functional Collaboration: Work closely with the Marketing and Delivery/FDE teams to ensure smooth hand-offs, tight feedback loops, and consistent messaging from first contact through delivery.
- Market & Client Intelligence: Track client, competitor, and regulatory developments in payments, AML and fraud; feed insights back to Marketing and Product.
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Role Requirements
Technical Skills
- New Business Development: Ability to self-generate qualified pipeline through outbound prospecting, account-based approaches, and network development.
- Inbound Lead Qualification & Conversion: Ability to qualify and convert inbound enquiries quickly and effectively into pipeline.
- Account Management & Growth: Experience managing existing client relationships, identifying upsell/cross-sell opportunities, and securing renewals.
- Consultative & Solution Selling: Ability to run a consultative sales process for complex technical and compliance-driven products, aligning solutions to client needs.
- CRM & Pipeline Management: Fluent in CRM tools (HubSpot or equivalent); disciplined pipeline hygiene and accurate forecasting.
- Proposal Development & Negotiation: Ability to build compelling proposals and pricing, and manage contract negotiation through to close.
- Payments, AML & Fraud Domain Knowledge: Working knowledge of, or aptitude to rapidly build, the payments ecosystem, AML/financial crime frameworks, and the fraud prevention landscape.
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Professional Skills
- Commercial Drive: Hunter mentality with a track record of hitting and exceeding new business and account growth targets.
- Resilience & Self-Motivation: Comfortable operating as an individual contributor in a resource-constrained, early-stage environment; proactive and self-directed.
- Relationship Building: Ability to build trust quickly with senior buyers (MLRO, CCO, Head of Fraud/Risk) and maintain long-term client relationships.
- Communication: Ability to translate technical and regulatory complexity into clear commercial value for senior stakeholders.
- Collaboration: Ability to work cross-functionally with Marketing and Delivery teams, closing the loop between demand generation and revenue.
- Adaptability: Ability to operate effectively in ambiguity, adjusting approach as ICP learnings, market conditions, and commercial priorities evolve.
What We Offer
The opportunity to work at the forefront of AI innovation in financial technology, contributing to solutions that have a real impact on fraud prevention for major financial institutions. You’ll be part of a team that values expertise, innovation, and technological excellence while operating in the dynamic and critical field of financial security.
Experience
- Proven track record in B2B new business development, including both self-generated outbound pipeline and inbound lead conversion
- Demonstrable experience managing and growing existing client accounts, including upsell, cross-sell and renewals
- Experience running consultative, value-based sales processes for complex technical or compliance-driven products
- Experience operating as a solo or lean sales function in an early-stage or scale-up environment; comfortable with resource constraints and fast iteration
- Hands-on experience with CRM and pipeline management tools (HubSpot or equivalent)
- Track record of accurate pipeline forecasting and consistent quota attainment
- Domain experience in payments, AML, fraud, or financial crime is strongly preferred
- Experience selling into MLRO, CCO, Head of Fraud/Risk, or equivalent compliance/risk buyer personas is advantageous
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