Business Development Executive

Business Development Executive

Location:

London or Cambridge Hybrid Role Overview

Fortify is scaling its commercial engine as it moves from consulting-led wins to a repeatable, product-led sales motion. The Business Development Executive (BDE) is responsible for converting Fortify’s growing pipeline of inbound enquiries and self-generated opportunities into new client relationships, while also managing and growing revenue from Fortify’s existing account base. This is a hybrid new-business and account management role, covering the full commercial cycle from first contact through to renewal.

The BDE will work closely with the Head of Growth Marketing to convert demand generated across Linked In, content, webinars and lead magnets into qualified pipeline, and will self-generate additional opportunities through outbound prospecting campaigns and network development across the payments, AML and fraud ecosystem.

The BDE will also own commercial relationships at existing accounts, ensuring a smooth hand-off from sale to delivery, identifying upsell, cross-sell and renewal opportunities across Fortify’s offer stack, and generating referrals and case studies. The BDE will act as a key contributor to Fortify’s GTM operations as the business scales toward its Series A.

• New Business Generation: Self-generate a pipeline of qualified opportunities through outbound prospecting campaigns, targeted account research, and network development across payments, AML and fraud buyers, including MLRO, CCO, andHead of Fraud/Risk personas.
• Inbound Lead Conversion: Own qualification and conversion of inbound enquiries generated by marketing (lead magnets, webinars, newsletter, website) into meetings and proposals within agreed response times.
• Existing Account Management: Manage relationships at existing accounts, ensuringa smooth onboarding hand-off from sale to delivery and ongoing commercial health ofthe account base.
• Account Growth & Renewals: Identify and execute upsell and cross-sell opportunities across Fortify’s offer stack, and manage renewal conversations to protect and grow recurring revenue.
• Consultative Solution Selling: Run discovery conversations that translate complex technical and regulatory capability into commercial value; tailor proposals and pricingto prospect and client needs. Execute Fortify Opportunity Pursuit Process.
• Proposal & Contract Negotiation: Own end-to-end deal execution, including scoping, pricing, proposal development, and contract negotiation through to close.
• Pipeline Management & Forecasting: Maintain accurate CRM hygiene and pipeline data; forecast reliably against target and report on stage-by-stage conversion.
• Referral & Partner Development: Build structured referral relationships with clients and partners to support Fortify’s compounding growth flywheel.
• Cross-Functional Collaboration: Work closely with the Marketing and Delivery/FDEteams to ensure smooth hand-offs, tight feedback loops, and consistent messaging from first contact through delivery.
• Market & Client Intelligence: Track client, competitor, and regulatory developments in payments, AML and fraud; feed insights back to Marketing and Product.

• New Business Development: Ability to self-generate qualified pipeline through outbound prospecting, account-based approaches, and network development.
• Inbound Lead Qualification & Conversion: Ability to qualify and convert inbound enquiries quickly and effectively into pipeline.
• Account Management & Growth: Experience managing existing client relationships, identifying upsell/cross-sell opportunities, and securing renewals.
• Consultative & Solution Selling: Ability to run a consultative sales process for complex technical and compliance-driven…