Key Responsibilities & Deliverables

New Logo Acquisition (Hunter)

• Identify, qualify, and pursue net new business opportunities across banks, financial institutions, lenders, and fintech organizations within the ANZ region.
• Develop and execute territory and account penetration strategies to generate new revenue streams and increase market share.
• Build and maintain a healthy pipeline of qualified opportunities to consistently achieve or exceed sales targets.
• Proactively engage C-level executives and key decision-makers to understand business challenges and position Finastra Lending solutions effectively.
• Lead competitive displacement opportunities and win new customers from incumbent vendors.
• Drive outbound prospecting activities through networking, referrals, industry events, partnerships, and targeted campaigns.

Sales Cycle Management

• Own and manage the full sales cycle from prospecting and qualification through proposal development, negotiation, contract execution, and closure.
• Lead complex enterprise sales engagements involving multiple stakeholders and decision-makers.
• Develop compelling business cases and value propositions aligned to customer priorities and strategic objectives.
• Collaborate closely with Pre-Sales, Product Management, and Professional Services teams to develop winning sales strategies.

Forecasting & Pipeline Management

• Maintain accurate opportunity records and sales forecasts within CRM systems.
• Provide timely pipeline updates and revenue forecasts to management.
• Ensure sufficient pipeline coverage to support quarterly and annual sales targets.
• Effectively manage opportunities through each stage of the sales process.

Executive Relationship Management

• Establish and maintain relationships with senior executives, business leaders, and technology stakeholders within target organizations.
• Position Finastra as a strategic partner through thought leadership and industry expertise.
• Represent Finastra at industry events, conferences, and customer engagements to generate demand and build brand presence.

Market Intelligence & Territory Strategy

• Conduct market research to identify emerging opportunities, industry trends, competitive threats, and target accounts.
• Develop and execute territory plans focused on new customer acquisition.
• Collaborate with Marketing and Regional Leadership to deliver targeted demand-generation initiatives and account-based campaigns.
   

Requirements & Qualifications

• Bachelor's degree or equivalent professional experience.
• Minimum 8+ years of enterprise software, SaaS, banking technology, or financial services sales experience.
• Proven track record of consistently exceeding net new business sales targets.
• Demonstrated success in acquiring new logos within banks, financial institutions, lenders, or fintech organizations.
• Strong understanding of lending, core banking, digital banking, or financial technology solutions is highly preferred.
• Experience managing complex enterprise sales cycles from prospecting through close.
• Strong executive presence with excellent presentation, negotiation, and stakeholder management skills.

Candidate Attributes

• Strong hunter mentality with a passion for winning new business and opening new markets.
• Highly driven, competitive, and results-oriented with a proven record of exceeding targets.
• Self-starter who thrives in a fast-paced, entrepreneurial, and growth-focused environment.
• Strategic thinker with strong commercial acumen and consultative selling capabilities.
• Resilient, proactive, and comfortable navigating complex enterprise sales environments.
• Excellent relationship-building and executive engagement skills.
   

Ideal Profile

A proven banking technology sales professional with a strong hunter mindset and a track record of acquiring net new logos, penetrating strategic accounts, and driving revenue across the ANZ region.