Business Development Manager (BDM) – EMEA Sales

Role Overview

Key Responsibilities

1. Account Growth & Expansion

• Drive revenue growth within existing accounts across assigned EMEA territories with a focus on MENA & Africa
• Identify opportunities to expand usage of Bankers Almanac solutions across client organisations
• Develop and execute account plans aligned to regional growth strategy

2. Sales Execution

• Lead the full sales cycle for expansion opportunities: qualification solution positioning negotiation* close
• Engage senior stakeholders (C-level, Payments, Compliance, Operations)
• Build compelling commercial proposals aligned to client objectives and outcomes

3. Client Relationship Management

• Maintain and strengthen executive-level relationships across key accounts
• Act as a trusted advisor, understanding client priorities around payments, compliance, and data integrity
• Collaborate closely with Account Management and Customer Success teams to maximise retention and growth

4. Solution Positioning (Bankers Almanac)

• Position the value of Bankers Almanac products (e.g. Data, GPF, Validate APIs) in the context of:
• + Payments efficiency and straight-through processing
• + Data accuracy and operational risk reduction
• Work with Pre-Sales and Product teams to deliver tailored, outcome-driven solutions

5. Market & Partner Engagement

• Engage with ecosystem partners (e.g. TMS providers, fintechs, payment platforms) to support client use cases
• Represent LNRS and Bankers Almanac at industry events, client sessions, and workshops
• Provide market and client feedback to Product and Strategy teams

6. Forecasting & Reporting

• Maintain accurate pipeline and forecasting within CRM systems
• Track account growth, expansion opportunities, and revenue delivery
• Align with regional leadership on performance against targets

Key Skills & Experience

Experience

• Proven experience managing and growing existing accounts within financial services or payments
• Experience selling data, SaaS, or API-based solutions into banks or fintechs
• Strong understanding of EMEA banking landscape and regulatory environment

Core Competencies

• Strong commercial acumen with a focus on account expansion and retention
• Ability to position complex, data-driven solutions to senior stakeholders
• Excellent relationship management and stakeholder engagement skills
• Commercial negotiation and deal structuring capability
• Highly collaborative across sales, pre-sales, product, and partnerships

Preferred Knowledge

• Payments (cross-border, SWIFT, account validation, TMS integration)
• Financial crime compliance (KYC, AML, KYB)
• Bank reference data and its role in payment workflows

Kpis And Success Metrics

• --------------------------
• Revenue growth within existing accounts
• Expansion of Bankers Almanac product usage (e.g. API adoption, volume growth)
• Client retention and satisfaction
• Pipeline coverage and conversion rates
• Forecast accuracy