Enterprise Account Director

Stellenbeschreibung:

Overview

In this role you will drive strategic enterprise sales for Hawk’s AI-enabled AML and fraud platform across EMEA, targeting Tier 1 banks, payment providers, and regulated institutions. You will build trusted executive relationships, shape large-scale opportunities, and lead complex engagements from discovery to contract. You’ll position explainable AI, intelligent investigation workflows, and agentic AI capabilities to reduce false positives and increase operational efficiency. This role offers high-impact work at scale within a mission-driven company shaping financial crime prevention.

Verantwortungsbereiche

Identify and close new enterprise opportunities with Tier 1 banks and regulated clients across EMEA
Develop and execute strategic account plans to win new business and expand existing relationships
Establish trusted advisor relationships with executive stakeholders (C-suite, Heads of AML, Fraud, Compliance, Risk, Operations, Technology)
Lead complex enterprise sales cycles through negotiation, procurement, legal review, and contract execution
Conduct consultative discovery to understand client challenges and position Hawk’s AML and fraud solutions for measurable outcomes
Partner with customers on AI use cases (agentic workflows, intelligent investigation automation, AI-assisted decision support) to improve efficiency and detection
Create executive presentations, business cases, and tailored solution strategies for large financial institutions
Generate and nurture pipeline via targeted prospecting, executive networking, conferences, partners, and outbound campaigns
Collaborate with Pre-Sales, Product, Engineering, Marketing, and Customer Success to deliver proofs of value and outcomes
Translate customer feedback into actionable product and AI capability recommendations
Maintain accurate CRM pipeline, forecasting, and account activity (HubSpot)
Lead value-based, data-driven opportunity management to progress complex deals
Lead commercial negotiations balancing customer needs with Hawk’s objectives
Develop long-term account growth strategies for retention and expansion
Stay informed on industry trends and regulatory changes to position Hawk effectively
Represent Hawk at executive briefings, events, and thought leadership forums

Zentrale Anforderungen

7+ years of enterprise B2B sales experience with a track record of closing high-value deals
Experience selling to Tier 1 banks, large financial institutions, or payment providers with executive stakeholders across Risk, Compliance, Fraud, AML, and Technology
Strong understanding of RegTech, financial crime compliance, fraud prevention, AI-powered transaction monitoring, or enterprise AI workflows
Demonstrated consultative selling and strategic account management through long sales cycles and multi-stakeholder buying
Exceptional executive presence, negotiation, and communication for C-level relationships
Cross-functional collaboration across Sales, Pre-Sales, Product, and Customer Success
Proficiency with CRM platforms and Microsoft Office Suite for pipeline management and presentations
Ability to thrive in a fast-paced, global, high-growth environment; willingness to travel