Senior Business Development Sales Lead

TITLE: Senior Business Development Sales Lead

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 London-based Senior Business Development Sales Lead will provide dedicated EMEA coverage and will work closely with regional Sales, Global Account Management, Product, Marketing, Customer Solutions and other commercial teams. The role will be part of the global Strategic Business Development organisation led by EVP, Strategic Business Development.[RD1]

Role Overview

The Senior Business Development Sales Lead is a senior individual-contributor role responsible for identifying, developing and progressing strategic growth opportunities across IPC’s Tier 1 and Tier 2 financial-services clients in EMEA, in close partnership with the existing regional and global commercial teams.

The role will build trusted relationships with senior business, trading and technology leaders, strengthening IPC’s visibility and advocacy within strategically important accounts. It will work alongside Sales, Global Account Management and other commercial colleagues, building on their account knowledge, established relationships and ownership of the client strategy. Together, they will use IPC’s existing client relationships as a platform to uncover new business challenges, develop commercially viable opportunities and expand engagement across additional stakeholders and buying centres.

The successful candidate will combine strong financial-markets knowledge, extensive executive relationships and a consultative approach to complex enterprise sales. They will operate comfortably across long, multi-stakeholder sales cycles and work collaboratively with regional and global colleagues to coordinate engagement, maintain clear account ownership and translate market insight into qualified pipeline and sustainable revenue growth.[RD2] [SJ3]

How You Will Make an Impact

• Build and deepen relationships with senior business, trading and technology leaders across Tier 1 and Tier 2 financial institutions in EMEA.
• Develop trusted-adviser relationships with senior client stakeholders and position IPC as a strategic partner.
• Create targeted engagement plans for priority accounts, including stakeholder mapping, client priorities, whitespace opportunities and defined commercial outcomes.
• Use established trading-desk relationships and internal client advocates to secure introductions to adjacent decision-makers and buying centres.
• Represent IPC at executive client meetings, industry forums and relevant market events.

Pipeline and revenue growth

• Identify, qualify and develop strategic opportunities that expand IPC’s footprint within existing and prospective clients.
• Build a high-quality, sustainable pipeline of opportunities aligned with IPC’s growth priorities.
• Lead early-stage business development activity from market identification and executive engagement through opportunity qualification and handover or progression into the formal sales process.
• Develop compelling commercial propositions based on client outcomes, business value, regulatory requirements and operational challenges.
• Support the conversion of strategic opportunities into revenue through strong opportunity planning, stakeholder engagement and cross-functional execution.
• Maintain accurate and timely opportunity, pipeline and activity information within IPC’s sales systems.
• Identify market trends, client challenges and emerging use cases that could create new revenue opportunities for IPC.
• Support IPC’s expansion into adjacent functions and buying centres, including opportunities linked to compliance, middle-office and back-office stakeholders.
• Lead conversations around regulatory resilience, operational-risk reduction, audit readiness, communications data and workflow efficiency, where relevant to IPC’s capabilities.
• Provide market feedback that helps shape IPC’s propositions, go-to-market priorities and future investment decisions.
• Develop repeatable approaches and client proof points that can be applied across priority EMEA accounts.

Cross-functional leadership

• Partner closely with regional Sales and Global Account Management teams to ensure clear account ownership and coordinated client engagement.
• Work with Product, Marketing, Customer Solutions, Legal, Finance and Commercial Operations to develop viable and differentiated client propositions.
• Coordinate internal resources around complex, high-value opportunities and ensure clear ownership of agreed actions.
• Share market intelligence, client insights and emerging opportunities with commercial and product leadership.
• Operate effectively within a global, matrixed organisation, balancing regional client requirements with IPC’s broader strategic priorities.
• Contribute to the development of the wider Strategic Business Development team’s operating model, best practices and commercial discipline.

Measures of success

Success in the role will be assessed through a combination of:

• Qualified strategic pipeline created within priority markets and accounts.
• Growth in senior-level relationships across Tier 1 and Tier 2 clients.
• Number and quality of priority accounts with clearly identified executive sponsors.
• Expansion into new client stakeholders, business functions or buying centres.
• Progression and conversion of strategic opportunities into commercial outcomes.
• Multi-stakeholder and cross-functional opportunities developed or closed.
• Quality of market insight and contribution to IPC’s strategic growth priorities.

Essential Skills and Experience to be Successful in this Role

• Significant business development or enterprise sales experience within financial markets, fintech or a closely related technology environment.
• Strong understanding of capital markets and the operating environment of Tier 1 and Tier 2 financial institutions.
• Established experience developing relationships with senior and executive-level client stakeholders.
• Proven ability to originate, qualify and progress complex, high-value opportunities through long and multi-stakeholder sales cycles.
• Strong consultative and value-based selling capability, with the ability to connect client challenges to strategic business outcomes.
• Demonstrable success building pipeline and delivering revenue growth within complex enterprise accounts.
• Strong commercial judgement, negotiation skills and opportunity-management discipline.
• Ability to influence and coordinate internal stakeholders without direct authority.
• Excellent written, verbal and executive-level presentation skills.
• Ability to work effectively across regional and global teams within a matrixed organization.
• Willingness to travel across EMEA to support client engagement and business development activity.

Desired Skills and Experience

• Existing senior relationships across global banks, investment banks, broker-dealers, trading firms, asset managers or other financial-markets organizations.
• Experience selling trading communications, connectivity, SaaS, cloud, data, workflow or managed technology solutions.
• Knowledge of front-office trading environments and adjacent control functions, including compliance, surveillance, middle office or back office.
• Understanding of relevant regulatory and operational requirements affecting financial-market communications and trading workflows.
• Experience developing new markets, propositions, use cases or buying centers.
• Familiarity with structured enterprise-sales methodologies such as MEDDICC, Challenger or equivalent.
• Experience working across geographically dispersed and culturally diverse client and internal teams.

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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