Business Development Specialist - Compliance, Middle & Back Office

Compliance, Middle & Back Office Business Development Specialist

DEPARTMENT: Strategic Business Development

REPORTING TO: EVP, Strategic Business Development

OFFICE LOCATION: London

ROLE TYPE: Hybrid, Full-time

IPC is a global fintech company that puts people at the center of innovation. With a strong global footprint, we empower financial institutions and capital markets with advanced cloud-based trading communications and managed connectivity solutions.

Through our portfolio of communications and connectivity solutions, we focus on solving business challenges and adapting to regulatory changes in the fast-paced global financial markets. This enables our clients to maintain consistent market access, a strong competitive advantage, and enhanced operational efficiency.

Join a team that is dedicated to delivering groundbreaking products and making a significant impact on our clients' success.

www.IPC.com

Overview of the Team

The Strategic Business Development team is responsible for expanding IPC’s market presence, developing senior client relationships and creating new sources of sustainable revenue growth across the global financial markets.

As part of IPC’s FY27 growth strategy, the team is expanding its coverage across the United States and Europe, with a particular focus on building deeper relationships with Tier 1 and Tier 2 clients and extending IPC’s engagement beyond its established trading-desk relationships.

The team is expanding beyond its traditional trading desk relationships to engage senior stakeholders within Compliance, Middle Office and Back Office functions. These groups consume communications and trade data generated by trading desks, influence technology decisions and maintain independent budgets driven by regulatory, operational and risk-management requirements.

The Compliance, Middle Office & Back Office Business Development Specialist will serve as the dedicated subject matter expert responsible for expanding IPC's presence across these control-function organizations.

The role will partner closely with Global Account Management, Sales, Product, Customer Solutions and Marketing teams to create strategic pipeline opportunities across priority Tier 1 and Tier 2 financial institutions.

Role Overview

The Compliance, Middle Office & Back Office Business Development Specialist is a senior individual contributor responsible for creating strategic growth opportunities within financial institutions' control functions.

The role will leverage IPC's existing executive relationships with trading desks to gain access to Compliance, Operations and Risk stakeholders while positioning IPC's capabilities around communications, trade lifecycle visibility, audit readiness, regulatory compliance, operational resiliency and risk reduction.

This individual will develop relationships with senior leaders including Chief Compliance Officers, Chief Risk Officers, Chief Operating Officers, Heads of Surveillance, Heads of Regulatory Technology, Heads of Trade Support, Heads of Middle Office and Heads of Operations. The role will focus on helping these stakeholders address growing regulatory requirements, operational risk, trade lifecycle transparency and communication oversight challenges.

Success requires a combination of financial markets expertise, consultative selling, executive relationship management and the ability to navigate complex, multi-stakeholder buying environments that frequently involve multiple budget owners and longer sales cycles. The proposal notes that control-function opportunities often have separate buying centers and longer sales cycles than traditional trading-desk sales.

How You Will Make an Impact

Strategic Market Expansion

• Lead IPC's expansion into Compliance, Middle Office and Back Office organizations across Tier 1 and Tier 2 financial institutions.
• Develop and execute a strategic account engagement plan focused on control-function stakeholders.
• Build executive-level relationships with Compliance, Operations, Risk and Regulatory leaders.
• Identify opportunities to establish new buying centers beyond traditional trading-desk budgets.
• Create market awareness and advocacy within target control-function communities.
• Represent IPC at industry conferences, regulatory forums and client executive briefings.

Executive Relationship Development

• Establish trust-based relationships with senior stakeholders including:
• Chief Compliance Officers
• Chief Operating Officers
• Heads of Surveillance
• Heads of Regulatory Technology
• Heads of Trade Support
• Heads of Product Control
• Heads of Operations
• Heads of Settlements and Reconciliations

Opportunity Creation & Pipeline Development

• Generate qualified pipeline opportunities originating from Compliance, Operations and Risk organizations.
• Develop opportunities focused on:
• Audit readiness
• Regulatory recordkeeping
• Operational workflow optimization
• Lead strategic discovery and qualification processes.
• Build multi-stakeholder opportunities involving both trading and control-function organizations.
• Coordinate complex opportunity strategies across multiple business units and budget owners.
• Drive opportunity progression through the sales lifecycle.

Control Function Value Story Development:

Compliance

Position IPC's value around:

• Audit readiness and defensibility.
• Recorded communications governance.
• Regulatory investigation support.
• Communication surveillance and oversight.
• Faster search and evidence retrieval.
• Timestamped communications tied to trading activity.

Middle Office

Position IPC's value around:

• Exception management.
• Operational transparency.
• Improved visibility into trade communications.
• Faster issue investigation and remediation.

Back Office

Position IPC's value around:

• Reduction of downstream operational exceptions.
• Improved trade lifecycle transparency.
• Reduced reconciliation effort.
• Error reduction and operational resiliency.
• Cost reduction initiatives.

Cross-Functional Collaboration

• Partner with Sales and Global Account Management teams to align account strategies.
• Work with Product teams to validate market needs and use cases.
• Collaborate with Marketing on messaging and market awareness initiatives.
• Coordinate Customer Solutions resources around strategic opportunities.
• Share market intelligence and emerging trends with leadership.
• Influence go-to-market strategy for future market expansion initiatives.
• Act as the internal expert on trade lifecycle control functions and associated buying behaviors.

How You Will Measure Success

Success will be evaluated through a combination of:

• Qualified pipeline created within Compliance, Middle Office and Back Office organizations.
• Revenue opportunity creation outside traditional trading-desk budgets.
• Number of target accounts with identified control-function sponsors.
• Executive relationships established across target institutions.
• Multi-stakeholder opportunities involving both trading and control-function organizations.
• Opportunity progression and conversion rates.
• Market intelligence provided to influence future product and commercial strategies.
• Expansion of IPC's addressable market within existing client accounts.

Essential Skills and Experience to be Successful in this Role

• 10+ years of enterprise sales, business development or strategic account management experience within financial markets, fintech or capital markets infrastructure.
• Strong understanding of financial markets operating models and trade lifecycle processes.
• Deep familiarity with one or more of the following:
• Compliance
• Regulatory Technology
• Middle Office Operations
• Product Control
• Trade Support
• Operations
• Post-Trade Processing
• Reconciliations
• Settlement Functions
• Proven ability to establish executive-level relationships with senior stakeholders.
• Experience creating and developing complex enterprise opportunities with multiple decision makers.
• Strong consultative selling and value-based solutioning capabilities.
• Ability to navigate lengthy enterprise purchasing cycles.
• Experience selling into highly regulated environments.
• Excellent presentation, communication and influencing skills.
• Strong commercial and business acumen.
• Ability to influence without formal authority in global matrixed organizations.
• Experience managing strategic opportunities using CRM and structured sales methodologies.
• Willingness to travel domestically and internationally as required.

Desired Skills and Experience

• Previous experience selling compliance, surveillance, communications, recordkeeping, archiving, operational workflow or risk-management solutions.
• Experience engaging directly with:
• CCOs
• CROs
• COOs
• Heads of Operations
• Heads of Surveillance
• Heads of Regulatory Technology.
• Understanding of MiFID II, SEC, FINRA, FCA, Dodd-Frank or similar regulatory environments.
• Knowledge of communications recording, retention and surveillance ecosystems.
• Experience with trading communications, voice, electronic communications and financial market infrastructure platforms.
• Familiarity with IPC's Unigy, Connexus and broader portfolio.
• Experience developing new markets or entering new buying centers within existing clients.
• Background within a financial institution's Compliance, Operations or Risk function.
• Experience using MEDDICC, Challenger or similar enterprise sales methodologies.

What’s in It for You?

At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees.

In addition to a collaborative, high-performing team environment, we’re pleased to offer benefits including:

• Private Medical Insurance, Dental Insurance and Optical Reimbursement
• Salary Sacrifice Pension Scheme
• 25 Holidays per Year Plus Public Holidays
• Additional Time off for Charity Work and Volunteering
• Tuition Reimbursement
• Certification Bonus Program
• Access to “IPC University” our Internal E-Learning Platform
• Enhanced Parental Leave
• Wellness Program
• Fitness Membership
• Cycle to Work Scheme
• Season Ticket Loan
• Employee Referral Scheme

Further information about your benefits will be provided during your onboarding process.

Additional Information

At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs.

Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC.

You can explore more about our culture, offerings and commitment on www.ipc.com/careers/ and www.ipc.com/about-us/about-ipc/.

IPC’s Work Culture

The IPC work culture is one that fosters inclusion, prioritizes innovation, and maximizes potential. We are a global ecosystem, full of diverse people that together made IPC what it is today.

Our strength as an organization is the sum of our different backgrounds, perspectives, skills and geographies; supported by an ironclad commitment to constructive dialogue and open-mindedness.

We live and breathe our commitment to innovation by embracing bold ideas, seizing new opportunities and striving for excellence. Our people have continued to deliver ground-breaking solutions to our clients for over 50 years.

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