Managing Director of Client Development

Managing Director of Client Development

Jersey City, New Jersey, United States

Position Overview

Our client, a fast growing leader in the regulatory compliance and financial crime space, is seeking a senior revenue leader to serve as Managing Director / Director of Client Development. This role is intended for a highly connected industry executive with established C-suite relationships across the financial crime, AML, sanctions, fraud, and regulatory compliance ecosystem.

The selected candidate will bring in and maintain an active network of decision-makers within banks, broker-dealers, fintechs, insurance companies, and other financial institutions, and will leverage those relationships to originate and close new client engagements. Experience selling SaaS-based compliance products is strongly preferred and will be integral to driving product-led growth. This individual will be selling our client's SaaS platform and Open Compliance solutions into financial institutions.

This individual must be fully operational from the outset, independently generating pipeline, advancing opportunities, and driving revenue growth. The role carries direct accountability for revenue production, client origination, and strategic account expansion.

Key Responsibilities

• Strategic Revenue Origination
• Leverage established relationships with C-suite and senior executives to create new business opportunities.
• Utilize personal and professional networks to introduce and secure qualified client engagements.
• Develop and execute a revenue generation strategy aligned with firm growth objectives.
• Identify new client prospects and expand existing institutional relationships.
• Drive sales of SaaS–based Open Compliance products as part of overall client solution delivery.

Executive Relationship Management

• Maintain trusted advisor relationships with Chief Compliance Officers, Chief Risk Officers, Chief AML Officers, Heads of Financial Crime, and other executive leaders.
• Represent our client within the financial crime and compliance community at the executive level.
• Engage in strategic discussions regarding regulatory expectations, model risk management, AML program effectiveness, sanctions compliance, and fraud risk oversight.

Sales Leadership & Execution

• Lead the full lifecycle of the sales process, including origination, proposal development, negotiation, and contract execution.
• Identify and respond to RFPs and proactive proposal opportunities.
• Develop and execute strategic account plans to deepen client penetration.
• Maintain and manage a robust, high-quality sales pipeline.
• Meet or exceed established revenue and business development targets.

Market & Industry Engagement

• Represent our client at industry conferences, regulatory forums, and financial crime events.
• Strengthen brand visibility and credibility within the financial crime ecosystem.
• Monitor regulatory developments, enforcement trends, and competitive dynamics.
• Provide strategic input on emerging client needs and service expansion opportunities.

Internal Collaboration & Leadership

• Partner with consulting and delivery teams to scope engagements and ensure seamless execution.
• Contribute to the development of new products and service offerings aligned with market demand.
• Support marketing initiatives, including thought leadership and executive-level outreach.
• Provide guidance and leadership to business development personnel as appropriate.

Requirements

Required Experience & Qualifications

Industry Experience

• Minimum of 10 years of experience within financial services, financial crime, regulatory compliance, risk management, or related advisory environments.
• Demonstrated expertise in AML, sanctions, fraud, transaction monitoring, model risk management, or broader financial crime compliance programs.
• Experience with financial crime technology platforms such as NICE Actimize, FIS/PRIME, Oracle Mantas, Fircosoft, FCRM, or similar solutions.
• Direct experience selling SaaS compliance platforms into financial institutions.

Executive-Level Network

• Established and active network of C-suite and senior executive contacts within the financial crime and compliance space.
• Demonstrated ability to leverage professional relationships to generate and close new business opportunities.
• Proven history of securing complex consulting or technology engagements within financial institutions.

Business Development Performance

• Documented track record of achieving or exceeding revenue targets.
• Experience independently building and managing a strategic sales pipeline.
• Demonstrated success negotiating executive-level service agreements.
• Strong consultative selling capability with credibility at the executive and board level.

Professional Competencies

• Executive presence and strong communication skills.
• Entrepreneurial mindset with accountability for measurable results.
• Ability to operate independently in a growth-oriented environment.
• High professional integrity and strong relationship management skills.
• Strong organizational and strategic planning capabilities.
• Willingness to travel up to 75 percent.

Performance Expectations

The selected candidate is expected to:

• Activate existing executive relationships to introduce our client's capabilities.
• Generate and advance qualified opportunities within the initial 90-day period.
• Independently produce and manage a sustainable sales pipeline.
• Establish credibility internally and externally as a senior revenue leader.

Compensation

Compensation will be competitive and commensurate with experience and performance. The package will include:

• Base salary
• Performance-based commission structure
• Potential discretionary bonus
• Comprehensive employee benefits package