Case Study

Sales Talent for Fintech: Building a Dynamic Business Development Team

Discover how a rapidly-growing fintech firm, assembled a dynamic team of sales professionals to effectively sell its cutting-edge wealth management platform and fuel expansion across key global markets.

By Sowbagya Gokulram

The Client

Our client is a global fintech firm specializing in software solutions for wealth and investment management industries. It provides a cloud-based platform with front and middle-office solutions, focusing on digitizing customer experiences and operations. The firm's key offerings include client onboarding, engagement, advice, reporting, and data management.

After recapitalizing at a $1 billion valuation, the company integrated two businesses: a financial supermarket platform and a private banking platform strong in Europe and Asia. This integration created a comprehensive SaaS wealth solutions platform with over $4 trillion in assets and $285 million in revenue. The combined entity serves wealth advisors, private banks, asset managers, and financial platforms across North America, Europe, and Asia. The firm's goal is to become the world's largest "financial supermarket" by leveraging its integrated platform, AI capabilities, and open ecosystem approach.

The Challenge

To drive growth and expand its customer base, the company sought to create a skilled business development team to sell its technology platform to a range of investment management firms, such as RIAs, family offices, hedge funds, institutional asset management firms, pension funds, broker/dealers, and investment banks. The client found that the most successful sales professionals have experience in financial services and wealth management, providing them with essential domain knowledge and deep insights into the investment management process.

The Solution

We leveraged our network of sales professionals in financial services and wealth management to create an ideal candidate profile for a sales role. This strategy allowed us to effectively tap into a pool of experienced individuals with the necessary domain expertise and sales capabilities.

It was important to find candidates comfortable with a commission-heavy pay structure, so our in-depth research of this style of compensation model was key in identifying professionals who would be a good fit for this dynamic.

The client recognized that this shift in industry focus would require a certain level of adaptability and a willingness to learn new technologies and sales approaches. By emphasizing growth opportunities and the chance to work with an innovative fintech platform, the company successfully attracted candidates eager for this career move.

The Results

By carefully defining the ideal candidate profile, leveraging the client's existing network, and addressing the unique compensation and industry transition factors, the company was able to build a highly skilled and knowledgeable business development team. This team was well-equipped to effectively sell the firm's comprehensive wealth solutions platform, driving growth and expanding the customer base across North America, Europe, and Asia.

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