SaaS Product Sales Lead

The Apex Group was established in Bermuda in 2003 and is now one of the world’s largest fund administration and middle office solutions providers. Our business is unique in its ability to reach globally, service locally and provide cross-jurisdictional services. With our clients at the heart of everything we do, our hard-working team has successfully delivered on an unprecedented growth and transformation journey, and we are now represented by over circa 13,000 employees across 112 offices worldwide.

Your career with us should reflect your energy and passion. That’s why, at Apex Group, we will do more than simply ‘empower’ you. We will work to supercharge your unique skills and experience. Take the lead and we’ll give you the support you need to be at the top of your game. And we offer you the freedom to be a positive disrupter and turn big ideas into bold, industry-changing realities.

Our SaaS platform Tocan transforms investors and client onboarding across the Funds industry. Tocan improves private fund investments for all participants in the value chain:

• Fund Managers: improved transparency on investments and end customer satisfaction
• Fund Administrators: improved efficiency of servicing and risk management
• End Investors: improving the onboarding experience and portability of their information from investment to investment

After two+ years of build, Tocan is now live in US, Canada, Luxembourg, UK, Singapore and Middle-East to name selected jurisdictions and has grown to over 30 customers in the second half of 2024. There is high demand and FAC are seeking an enthusiastic, determined deal hunter who is extremely ambitious.

This is an amazing opportunity within a rapidly growing Fintech company. This role will be a hybrid remote/office based but will require you to come into the office in the City of London on a regular basis, estimated to be 3-4 days a week.

Responsibilities include:

• New prospect lead generation through existing contacts, leveraging FAC’s extensive connections and self-starting activity to connect to prospects.
• Primary coordinator and responsibility for the sales success of the FAC business
• Senior Stakeholder engagement, both within FAC, and within the greater Apex organization and with key external prospects and customers
• Senior contributor to the overall FAC team – coordinating activities with Product and Implementation divisions.
• Team Manager, overseeing the activities of existing sales team members (sales and sales engineering) and to grow out the sales and customer success function as the business expands
• Overall responsibility for successfully delivering against annual sales targets
• Determine appropriate pricing and contractual setup with new clients, as well as maintaining applicable fee and pricing models
• Contributing toward legal contracts and deal negotiations
• Maintenance of CRM records and other MIS to track the team’s activity and revenue goals.
• Ability to multi-task across opportunities with a target-driven approach; Be an enthusiastic and flexible part of an evolving team and help us to grow and improve our capabilities as our customer base and product range expands.

The goals and activities of you and your team:

• Driving the sales success of the Tocan product line up, both directly, and in support of our main sponsor (Apex Fund Services);
• Meeting targets for implementation with clients across jurisdictions, globally;
• Determine appropriate pricing and contractual setup with new clients, either directly or in conjunction with Apex Fund Services;
• Technical sales ethic working directly with customers to gain a detailed understanding of implementation requirements;
• Solutions-orientation to work with clients to determine the optimal fit of Tocan capabilities in their specific operational contexts;
• Closely coordinate with connected Fund Administration and KYC/AML onboarding teams to ensure end-to-end viability of proposals (Apex and 3rd party);

Skills Required:

• Senior level experience working with Financial Markets with knowledge of Know Your Client, Investor Onboarding and Transfer Agency for private funds is preferred – ideally with 10 years experience.
• A self-starter, able to work independently and as part of a team and has a diligent, organized and detail-focused approach to their work;
• Proven customer-centric background with track record in meeting targets;
• A successful track record of managing people and teams;
• A detail orientation allowing for a customer-centric approach to understand and develop solutions to meet their needs;
• Has the ability to work under pressure to deadlines - sometimes in support of clients in different time zones;
• Excellent verbal and written communication skills with a commitment to engage and collaborate with people across a variety of levels with diverse backgrounds.

Additional information:

• Experience working in Financial Markets Software as well as knowledge of Asset Management, Fund Administration, AML/KYC, Transfer Agency would be beneficial. However, FAC is open to candidates without this specific experience. In this case, the candidate would be taken through a self-managed learning program to show demonstrable learning progress in the following areas, mainly through self-guided learning:
• Securities markets. Different types of securities and their functions;
• Asset Management. The types of asset managers, funds and other ways to render their service, and their customers;
• Fund lifecycle. The process of creation, building, launching and operating a fund;
• Fund Administration. The building blocks of the day-to-day running of different investment funds;
• Regulation and compliance of fund markets - including anti-money-laundering, know your client;
• Contextualising software service and business models. Introducing blockchain;
• Orientation of a Financial Services Company. Appreciating the different functions within a typical financial services organization.