Job Description
The Business Development Manager (BDM) is responsible for driving revenue growth and client value across the Bankers Almanac portfolio within the EMEA region, focusing on expanding and deepening existing client relationships and ensuring successful adoption of LNRS data and API-based solutions.
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 / 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
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