Senior Business Development Executive, Identity & Fraud Sales

Accountabilities: Act as a subject matter expert in identity and fraud, maintaining strong knowledge of fraud typologies, emerging attack methods, prevention strategies, and approaches organizations use to detect and manage fraud risk. Develop working expertise in identity verification and fraud prevention solutions, positioning them effectively within client onboarding, decision-making, and broader fraud management strategies. Monitor fraud trends, regulatory developments, and competitor offerings to communicate solution value and identify market opportunities. Partner with sales teams to expand existing client relationships and identify, develop, and close new identity and fraud business opportunities. Achieve individual sales targets aligned with broader business development and revenue growth objectives. Build and maintain a healthy sales pipeline, provide accurate forecasts, and support effective prioritization of commercial resources. Lead discovery conversations with fraud, risk, operations, and executive stakeholders to understand business challenges and translate them into tailored solutions and defined use cases. Develop business cases that quantify potential fraud-loss reduction, return on investment, and the trade-offs between false positives and customer friction. Design proof-of-concepts and retrospective studies, interpret results, and translate findings into clear commercial recommendations. Manage engagement with senior stakeholders and decision-makers throughout the sales cycle, from opportunity qualification to negotiation and close. Deliver persuasive sales presentations, product demonstrations, workshops, and client meetings, adapting messaging to different audiences and buying groups. Coordinate with product, analytics, and implementation teams on solution design, data feasibility, testing, and delivery as opportunities progress. Collaborate with market development partners to identify new customer segments and growth opportunities. Share customer feedback, market developments, and competitor insights across Canadian financial services, fintech, insurance, and diversified markets to inform sales strategy and product development. Requirements: Bachelor’s degree or equivalent professional experience. 12+ years of experience in technical sales, pre-sales, or account management, with specialized expertise in digital identity and fraud. Strong experience in consultative, solution-based sales environments. Expert knowledge of identity and fraud concepts, including application fraud, first-party fraud, synthetic identity, account takeover, KYC/AML, and relevant regulatory expectations. Demonstrated success achieving or exceeding sales quotas and performance objectives. Confidence engaging, presenting, and influencing senior stakeholders and executive decision-makers. Excellent written and verbal communication skills, with the ability to develop persuasive business recommendations and explain complex solutions clearly. Strong analytical capabilities and the ability to use market, customer, and sales data to identify opportunities and guide commercial decisions. Self-motivation, initiative, and the ability to take ownership of opportunities and drive projects independently. Strategic thinking, including the ability to develop and execute sales strategies for specific markets, industries, and customer segments. Experience using Salesforce or other customer relationship management (CRM) platforms. Strong collaboration skills and the ability to work effectively with cross-functional teams and external partners. Preferred: Experience supporting or selling solutions in one or more of the following areas: identity verification, fraud prevention, advanced analytics, data orchestration, rules-based solutions, scorecards, behavioral analytics, device risk assessment, document verification, or biometric verification. Benefits: Salary: Expected annual pay range of CAD $131,000–$182,000. Actual compensation depends on factors such as experience, education, skills, location, industry knowledge, and role responsibilities. Variable compensation based on applicable incentive plans and individual performance. Remote working arrangement, with occasional in-person attendance at work-related events as required by management. Work-life flexibility and resources supporting professional and personal development. Opportunities to work with innovative products, advanced technology, and cross-functional teams. Exposure to clients and growth opportunities across Canadian financial services, fintech, insurance, and other industries. Accommodation is available for applicants with disabilities in accordance with applicable laws. The role is an existing vacancy resulting from a newly created position. Specific healthcare coverage, paid leave, retirement, and other benefit details are not specified in the job description.