About the role
Rarely does a company develop technology that sits at the intersection of strong market demand, favourable regulatory change, and clear gaps in competitor offerings. Even more rarely does that demand significantly outstrip supply. That's the fortunate position FrankieOne finds itself in today. Are you keen to be part of a bona fide Australian success story taking on a global category? If so, we'd love to hear from you. As a Senior Account Executive , you will own and grow our presence across the Finance and Regulated Industries sector—a market where identity, fraud, KYC, and AML solutions aren't nice-to-haves; they're the licence to operate. You will drive new business across a defined territory, running the full sales cycle from prospecting through to close. As the key point of contact for prospects and customers, you'll build relationships with commercial, risk, and compliance stakeholders, position FrankieOne as the platform that runs financial crime operations end-to-end, and convert opportunities into signed, revenue-generating deals. Your goal will be to build a healthy, well-qualified pipeline and turn it into predictable, expanding revenue. As a core member of the Sales team, you'll apply FrankieOne's Enterprise Selling and Account Management methodology while working closely with Sales Engineering, Marketing, Product, and Partnerships to win and grow accounts. By combining deep industry knowledge with disciplined enterprise sales execution, you'll play a key role in establishing FrankieOne as the category-defining orchestration platform. Your Ticket to Success New Business Development & Pipeline Generation Build and manage a robust, well-qualified pipeline of new-logo opportunities across Finance and Regulated Industry verticals. Proactively prospect target accounts using outbound activity, referrals, partner channels, and marketing-generated leads. Develop and execute territory plans focused on the highest-value prospects and market opportunities. Consistently generate pipeline sufficient to achieve and exceed revenue targets. Consultative, Relationship-Led Selling Act as a trusted advisor to commercial, risk, and compliance stakeholders. Deliver tailored solutions across identity, fraud, KYC, AML, and financial crime workflows. Own the entire sales cycle, including discovery, solution design, business case development, negotiation, and close. Build and maintain strong relationships with senior decision-makers and industry advocates to maximise win rates and deal velocity. Deal Execution & Revenue Growth Maintain accurate forecasting and pipeline hygiene, providing timely updates to sales leadership. Structure and negotiate commercial agreements that align customer outcomes with FrankieOne's pricing and commercial objectives. Identify and execute account expansion opportunities in partnership with Customer Success. Drive predictable revenue growth through disciplined pipeline management and execution. Cross-Functional Collaboration Partner closely with Sales Engineering and Product teams on solution design, demonstrations, and proof-of-concept engagements. Work with Marketing to develop industry-specific campaigns, content, and events that drive demand generation. Collaborate with Partnerships to leverage strategic relationships and channel opportunities. Contribute to a high-performance, team-oriented sales culture. Industry Knowledge & Category Leadership Bring market intelligence and competitor insights back into the business to strengthen positioning and sales strategy. Represent FrankieOne at industry events, conferences, and forums. Establish yourself as a credible voice within the financial crime, identity, and compliance ecosystem. Help shape FrankieOne's growth and reputation within the market. In a Previous Life, You Have 5+ years of quota-carrying, new-logo sales experience in a B2B SaaS environment. Experience selling into financial services, banking, fintech, payments, lending, regtech, gaming, or other highly regulated industries. A proven track record of consistently meeting or exceeding revenue targets within complex, multi-stakeholder enterprise sales cycles. Strong relationship-building skills with senior commercial, risk, compliance, and operational stakeholders. Experience selling identity, fraud, KYC/AML, risk, compliance, or adjacent technology solutions (highly regarded). Excellent discovery, solutioning, business case development, and negotiation skills. A hunter mentality—self-directed, resilient, and energised by building pipeline and creating opportunities from scratch. Strong commercial acumen and the ability to navigate complex buying processes. Passion for financial crime prevention and an understanding of the regulatory pressures shaping the industry. Why FrankieOne? Join one of Australia's fastest-growing RegTech companies and help some of the world's most recognised financial institutions and digital businesses solve identity, fraud, and compliance challenges at scale. You'll be joining at a time of significant growth, with the opportunity to shape a category and have a direct impact on the company's success.
