Flint GTM
Enterprise Sales Lead - Banks & Telcos
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Enterprise Sales Lead — Banks & Telcos
London / Hybrid · 12-month contract, with extension on agreed milestones · Individual contributor
Our client built a world-first: an AI-powered Scam Checker that is free for consumers, paid for by banks and enterprises to protect their customers.
Their first customer was the first bank in the world to adopt a Scam Checker. Twelve months ago, the idea that five UK banks would offer one to their customers was something the industry wouldn't even entertain.
In that time they have:
- Secured multiple banking contracts
- Signed their first telco, with a white-label deployment going live
- Been featured on BBC Morning Live, ITV Tonight and BBC Rip Off Britain, and in every major publication including The Times and Guardian
- Reached the final stages of negotiation with tier-1s and other large enterprises
- Built relationships with 10 out of the 14 leading UK banks.
- Most importantly, detected over 100,000 scams for consumers
The role
Five banks now offer a Scam Checker to protect their customers. We believe that in time, every bank will offer one. Your job will be to build on those relationships and add to the list of new logos.
This is a sales role, but not a typical one. You will carry a number, own a named list of banks, telcos and large enterprises, and be accountable for turning them into signed, paying partners. These are six and seven-figure deals, and they are about relationships, value and time.
They have proven the product, the most press out of any fraud prevention startup in Europe. What they haven't built is a repeatable commercial motion into organisations that take nine months to buy. That's the job. You'll run deals end to end, first meeting to signature, and you'll be the person who knows why every deal is where it is.
The founder steps back from December for parental leave. You'll have full ownership of the commercial function from January, with the co-founder and a founder's associate alongside you, and an adviser close to the business on pipeline and tactics. You won't be waiting for anyone to run your deals.
What matters most
You will need to know how to speak the language of senior fraud buyers at banks and telcos. You’ll need to have evidence of deals you ran with these buyers, what you sold and why. We will unpack this during your interview process.
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Close deals 🤝
- Own a small number of high-value accounts end to end. Go deep with a handful rather than wide across many.
- Lead meetings with heads of fraud at tier-1s. That means the confidence to present to, and disagree with, extremely senior people in the industry.
- The head of fraud is the buyer. Financial crime, risk, legal, infosec, procurement and comms are the people who can quietly kill it. Map them, work them, keep them moving.
- Build the business case in their language: customers protected, losses avoided, reimbursement exposure reduced, regulatory posture improved. Our largest contract to date is six figures, approved at CFO level, on scams detected against customers rescued from harm. You'll rebuild that case for every account, and sharpen it as you go.
- Navigate procurement and security review without losing momentum.
- Forecast honestly. We'd rather know a deal is dead in March than hope about it until September.
Build the pipeline ⚡
- Own outbound into your accounts. Warm where they have coverage, cold where they don't.
- Turn data into door-openers. They were the first organisation to blow the whistle that ChatGPT was recommending scams to its users, which was featured in The Guardian. That kind of insight gets meetings. You'll own a monthly head of fraud newsletter and the insight packs they send to select partners, and you'll use both as commercial instruments, not marketing output.
- Host network events, small breakfasts and dinners. Choose topics buyers care about, invite the right people, make it something they move their diary for, and leave with next steps.
- Represent us at conferences, on panels, and in forums like UK Finance and Stop Scams UK, as well as with DCPCU, NECC and regional fraud teams. Show up as a peer, not a vendor.
- Lend your credibility. They need to move from plucky startup to established, mission-driven organisation delivering for high-street banks.
The founder's associate supports you on research, meeting prep, personalised decks, demo coordination and event logistics, so this is yours to direct.
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Grow what they've won 📈
- Drive existing partnerships so partners get more value than they paid for, and so the next conversation is an expansion.
- Deployments today sit on client websites. Moving them into the app and then the payment flow is the prize, and it's upside on top of new logos rather than instead of them.
- Turn happy partners into references. One head of fraud vouching is worth more than any deck we can build.
Sharpen how they sell 📊
- Translate product suite into language a fraud team recognises, mapped to the priorities you uncover.
- Own pricing conversations and commercial structure, and tell them when pricing is wrong.
- Be the voice of the buyer in our roadmap. You'll see the objections first.
- Own everything we create and send, read through the eyes of a fraud leader.
You'll probably have
- A track record closing complex, six-figure-plus enterprise deals with long cycles and multiple stakeholders, ideally into financial services, telco or another heavily regulated sector.
- Live relationships with heads of fraud or financial crime, or enough domain knowledge to hold your own with one in the first meeting.
- Comfort being the only salesperson in the room, in the company, and on the forecast call.
- The judgement to know which deals to walk away from.
They've built this on product, press and persistence. You bring the fraud depth.
The shape of it
Hands-on individual contributor in a team of around ten, with the co-founder and a founder's associate alongside you in the commercial team. No SDR feeding you leads and no sales ops function behind you. If you want to build that function around yourself over time, there's room to.
Hybrid from our London Fields office, front-loaded in the first two months while the founder is still hands-on, and flexible from January.
Package
£80–120k base depending on experience, plus 7.5% commission on expansion revenue and 12.5% uncapped on new business, with accelerators above target.
Twelve-month contract with extension on agreed milestones. We're building this for the next ten to twenty years, not for an exit, so if it works for both sides there's a long-term seat here.
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