Enterprise Business Development Representative

About the role

This is not a conventional prospecting role. As an Enterprise Business Development Representative, you will operate as the activation layer for pipeline creation and early-stage opportunity progression across Fenergo's strategic enterprise accounts. Your role is to identify where Fenergo can create value, understand the business problem deeply, engage the right stakeholders, and build the conditions for qualified enterprise opportunities to progress. You will partner closely with Field Sales Representatives, Marketing, Client Success and GTM Leaders to turn account strategy into meaningful engagement with executive level personas.

Responsibilities

• Identify where Fenergo can create value, understand the business problem deeply, engage the right stakeholders, and build the conditions for qualified enterprise opportunities to progress.
• Partner with the FSR to ensure early customer insight converts into a stronger enterprise opportunity path.
• Improve the quality, conversion and velocity of pipeline entering the revenue system.
• Activate strategic accounts with clear rationale, not generic outreach.
• Develop a deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and potential value drivers.
• Engage senior and varied personas with tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.
• Run high-quality discovery using SPICED to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind potential opportunities.
• Build Value Hypotheses that clearly articulate why a customer should change, why now, and why Fenergo.
• Multi-thread and mobilise by identifying and engaging multiple stakeholders across the account to create a broader understanding of the customer's priorities and buying environment.
• Partner with Field Sales to ensure alignment on account strategy, target personas, activation plans, messaging, discovery learnings and next-step commitments.

Requirements

• Proven success in a commercial SaaS, technology or B2B sales environment.
• Strong business acumen and the ability to understand complex customer problems.
• Confidence engaging senior stakeholders with relevance and professionalism.
• Strong discovery capability, ideally using SPICED as a framework.
• Ability to understand and adapt messaging for different buyer personas.
• Goal orientation, resilience and high standards of personal execution.
• Curiosity about financial services, regulatory technology, onboarding and client experience for complex clients in financial institutions.
• Strong collaboration skills and the ability to work closely with Field Sales and wider GTM teams.
• Comfort using data, account intelligence, AI tools and market signals to improve targeting and engagement.
• A desire to build the skills required for enterprise sales: discovery, value creation, multi-threading, account strategy and executive-level communication.