Senior Sales Specialist-DI&F

Senior Sales Specialist Digital Identity & Fraud (DI&F), Americas

The Senior Sales Specialist is responsible for driving new business acquisition, expansion opportunities, and market penetration for LSEG's Digital Identity & Fraud (DI&F) solutions throughout the Americas. This strategic, quota-carrying role combines territory development, solution selling, executive engagement, and industry expertise to generate revenue growth across existing and prospective customers.

The successful candidate will serve as a subject matter expert for identity verification, account verification, fraud prevention, authentication, onboarding, compliance, and risk management solutions. The role requires a consultative seller capable of partnering with Account Managers, Customer Success, Product, Marketing, and Leadership teams to identify opportunities, develop sales strategies, and close complex enterprise transactions.

This position also serves as the lead specialist for the growth and development of the DNFPB (Designated Non-Financial Professional Businesses) market opportunity across the Americas, creating new pipelines and expanding LSEG's presence within high-growth verticals.

Key Responsibilities

Revenue Generation & Business Development

• Achieve and exceed assigned annual sales quota and performance objectives.
• Drive new revenue through direct prospecting, opportunity development, and strategic expansion initiatives.
• Build and maintain a qualified pipeline of opportunities across assigned industries and territories.
• Create and execute territory and account penetration strategies focused on revenue growth.
• Lead complex sales cycles from discovery through contract execution and implementation handoff.

Solution Specialist Leadership

• Act as the subject matter expert for LSEG Digital Identity & Fraud solutions.
• Deliver compelling product demonstrations, presentations, workshops, and executive briefings.
• Consult with customers to identify fraud, compliance, onboarding, payment, and identity-related challenges.
• Align solutions to customer business objectives and measurable outcomes.
• Develop business cases and ROI analyses that support executive decision-making.

Executive Engagement

• Build trusted relationships with senior executives across risk, fraud, compliance, operations, treasury, payments, and digital transformation functions.
• Conduct executive-level business discussions focused on business outcomes and strategic initiatives.
• Serve as a trusted advisor throughout the customer lifecycle.

Cross-Functional Collaboration

• Partner with Account Managers to identify and progress opportunities within strategic accounts.
• Collaborate with Product Management and Marketing teams to communicate market needs and competitive intelligence.
• Work closely with Legal, Commercial Operations, Finance, and Customer Success to support deal execution and customer outcomes.
• Assist in developing sales enablement materials, use cases, and best practices.

Forecasting & Sales Operations

• Maintain accurate opportunity tracking and forecasting within Salesforce.
• Provide regular pipeline updates, territory reviews, and business insights.
• Ensure compliance with internal sales processes and reporting requirements.

Required Qualifications

• Bachelor's degree or equivalent professional experience.
• 8+ years of enterprise software, SaaS, data, payments, risk, fraud, compliance, or financial services sales experience.
• Demonstrated success exceeding sales quotas and driving complex enterprise deals.
• Experience managing long sales cycles with multiple stakeholders and executive buyers.
• Strong business development, prospecting, negotiation, and closing skills.
• Exceptional executive communication and presentation abilities.
• Ability to operate independently while collaborating across global and matrixed organizations.

Preferred Qualifications

• Experience selling identity verification, fraud prevention, payment risk, KYC, AML, onboarding, compliance, authentication, or financial crime solutions.
• Existing relationships within banking, fintech, payments, money services businesses, crypto, gaming, lending, insurance, wealth management, marketplaces, or DNFPB segments.
• Knowledge of fraud, financial crime, customer onboarding, and digital identity ecosystems.
• Experience working with Salesforce and enterprise sales methodologies.

Key Performance Indicators (KPIs)

• Annual quota attainment
• New revenue generation
• Pipeline creation and conversion
• New logo acquisition
• DNFPB market growth and penetration
• Average deal size
• Forecast accuracy
• Sales cycle progression
• Executive engagement activity
• Cross-functional collaboration and solution adoption

Why This Role Matters

The Senior Sales Specialist is a critical growth role within DI&F Americas, responsible for expanding market presence, generating new revenue, and helping clients address increasingly complex identity, fraud, and compliance challenges. This position directly impacts the organization's growth objectives by driving strategic sales opportunities, supporting key enterprise accounts, and developing new markets across the Americas.