Global Head of Cross-Sell

Waystone is a leading asset-servicing solutions provider of institutional governance, administration, risk and compliance services to financial institutions. With over 25 years' experience and a comprehensive range of specialist services to its name, Waystone helps our clients structure, operate and grow through our expertise, innovation and digitisation, backed by the operational scale to support global expansion.


Reporting to Global Chief Revenue Officer, the Global Head of Cross-Sell is responsible for building and leading a global client expansion program focused on increasing revenue from Waystone's existing client base through systematically identifying and converting the highest-value white space opportunities.


Working closely with Business Development, Relationship Management, Product, Technology, and Operations, the role will develop a scalable, data-led cross-sell engine that enables regions and relationship teams to consistently expand revenue with existing clients. A central component of the role is embedding a structured client lifecycle engagement model ensuring the right data, processes, and governance are in place to support repeatable, insight-led selling globally.


ESSENTIAL DUTIES AND RESPONSIBILITIES

• White Space Strategy & Client Targeting: Define and own the global white space mapping strategy across the client base, identifying the highest-value and highest-propensity cross-sell opportunities. Develop and refine Ideal Customer Profiles (ICPs) for priority products and services, translating client data into actionable target account plans for regions and relationship managers.

• Client Lifecycle & Account Review Framework: Design and implement a structured client lifecycle engagement framework, including annual account reviews, product roadmap discussions, and customer success-style engagement cadences. Ensure all client interactions are insight-led, commercially focused, and consistently applied across regions. Partner with Marketing to embed campaigns, messaging, and thought leadership into lifecycle touchpoints.

• Client Data & Commercial Intelligence: Partner with Country, Product, and Business Development teams to define required client data standards and usage. Ensure a consistent global view of client attributes, including structure, distribution footprint, and regulatory exposure. Drive improved data to enable more effective targeting and prioritization of opportunities.

• Process, Systems & Governance: Work with Technology, CRM, and Operations teams to define how client and opportunity data is captured, governed, and maintained. Establish clear processes for lead creation, qualification, ownership, and progression. Implement clear global rules of engagement between Inside Sales, Business Development, and Relationship / Key Account Managers.

• Commercial Alignment & Enablement: Partner closely with Country Heads, Product leaders, and Global BD leadership to align on priority products, target segments, and revenue objectives. Enable regional execution through clear frameworks, tools, reporting, and governance.

• Pipeline Management & Forecasting: Own global cross-sell pipeline visibility and forecasting. Track and report on key performance metrics including white space coverage, engagement activity, conversion rates, and revenue outcomes. Ensure clear linkage between activity, pipeline development, and delivered revenue.

• Inside Sales Leadership: Lead and guide Inside Sales resources focused on client engagement, opportunity activation, and relationship development. Ensure activity is aligned to the highest-value opportunities identified through the cross-sell program, rather than generic or undifferentiated outreach.

Experience and Abilities

• Commercial & Client Growth Experience: Proven experience in commercial strategy, customer success, or sales leadership roles with a strong track record of driving revenue growth from existing clients through cross-sell and upsell initiatives.

• Data-Led Selling & Segmentation: Demonstrated experience building and applying data-driven targeting, segmentation, and prioritization models to support scalable commercial execution.

• Sales Process & CRM Expertise: Deep understanding of CRM systems, data capture disciplines, pipeline management, and sales governance, with the ability to design and embed scalable global processes.

• Cross-Functional Leadership: Ability to operate effectively across Sales, Product, Technology, Operations, and Country leadership, influencing senior stakeholders and aligning diverse teams behind shared objectives.

• Stakeholder Management & Communication: Strong stakeholder management, communication, and presentation skills, with the ability to drive alignment and execution across geographies and functions.

• Process Design & Governance: Experience designing and implementing scalable commercial operating models, lifecycle engagement frameworks, and governance structures to support long-term growth.

• Relationship Building: Extending and nurturing strong relationships with key stakeholders, including institutional investors, investment funds, and asset managers, is vital for establishing Waystone as a trusted partner in the industry.

• Innovation and Adaptability: The asset management industry is constantly evolving, and you should be open to innovation, adaptable to change, and willing to explore innovative approaches to enhance the company's sales performance.

• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.

Education

• Bachelor's degree in Business Administration, Finance, or a related field (MBA preferred).