FGI Tech - Sales Account Executive - Director of Financial Institutions Americas

FGI Tech - Sales Account Executive - Director of Financial Institutions Americas Remote (US-based) Trade credit insurance is a $10+ billion global market growing at over 10% annually. Historically, TCI policies have been managed with spreadsheets and manual workflows. TRUST, FGI’s purpose-built SaaS platform, is changing that. We automate policy management for the financial institutions and corporations ensuring receivables are compliant, current, and covered so they can safely grow their businesses. We are at an inflection point. The platform has been validated by large enterprise customers, and we are at the beginning of a significant growth phase. We need experienced business development professionals to build the commercial engine that takes us to the next stage. This is a quota-carrying role focused on building FGI’s enterprise client base across the US financial institutions market. You will target factors, ABL lenders, invoice finance companies, and commercial banks that use trade credit insurance to protect and grow their portfolios. You will inherit a pipeline of warm contacts from a predecessor and be expected to build aggressively on top of it. This is a complex, consultative sale. The organizations you will call on are sophisticated financial institutions with competing priorities. Your job is to find the right champions, build urgency around a problem that is real but not always top of mind, and navigate a long sales cycle without losing momentum. If that sounds like the kind of challenge you find energizing, keep reading. Key Responsibilities: Build and manage a pipeline of enterprise financial institution prospects – factors, ABL lenders, invoice finance companies, and commercial banks with active TCI programs. Work and expand an existing set of warm contacts from day one while simultaneously generating new pipeline through outbound prospecting, networking, and industry events. Run structured discovery conversations that surface the real cost of unmanaged TCI compliance and create urgency around a solution. Navigate complex buying processes involving IT, risk, operations, and finance stakeholders – identify the true decision maker and build a coalition of internal champions. Work closely with the product team to scope integration requirements and set realistic expectations during the sales process. Represent FGI at industry conferences and events – SFNet, IACF, IFA, and relevant ABL and trade finance forums. Maintain accurate pipeline and forecast data in CRM; provide structured updates to sales leadership. Achieve annual new ARR targets. Requirements: 5+ years of B2B software or SaaS sales experience, with a demonstrated track record of closing complex, multi‑stakeholder enterprise deals. Experience selling into financial institutions, commercial lenders, or specialty finance companies – ABL, factoring, trade finance, or adjacent fintech experience is a strong advantage. Background in selling non‑core, workflow or compliance technology – AML, KYC, risk management, or similar solutions is preferred. You are comfortable selling into a market where the buyer needs to be educated on the problem before they can be sold on the solution. Strong discovery skills – you ask sharp questions, listen carefully, and help prospects clearly articulate the problem before you present a solution. Comfortable with long sales cycles. You know how to keep deals moving and maintain momentum, and you know when to walk away. Willing to travel and work the network. This is not a desk job. Comfortable operating in an early‑stage commercial environment – you are one of the first hires on this team and you see building the process as part of the opportunity. Our Values: Own It. We take full accountability for outcomes – not just effort. Create the Path. We are resourceful, creative, and resilient – bringing innovative thinking to solve problems for our clients and partners. Win as a Team. Success only happens in teams – we are one and achieve more together. #J-18808-Ljbffr FGI