Account Executive

This is a hybrid role, 4 days/week in our London office in Fitzrovia

Global payments are not broken. Incentives are.

Clearing has been deprioritised inside balance sheet-driven institutions whose models rely on lending and interest. When liquidity takes priority over settlement, payments slow and certainty drops. The same financial institutions that distort clearing as providers are disadvantaged as users. They are forced into fragmented setups, inconsistent rails, duplicated compliance, and unpredictable timelines. Stablecoin shortcuts and treasury pooling treat symptoms at the surface, but almost no one is rebuilding the underlying infrastructure in each market.

We are rebuilding clearing as its own specialist function. We act as a clearing and transaction banking partner for regulated institutions, with treasury built into the core so liquidity, settlement, and reconciliation sit in one controlled system.

Our platform unifies global and local licences, direct central bank clearing, and domestic rails. We allow clients to open named customer accounts in every market we operate, collecting funds and paying out through a single network while retaining full ownership of their customer relationships. Market expansion becomes as simple as one correspondent relationship, not hundreds.

This is not a typical fintech sales role.

You'll be selling deep infrastructure to some of the most sophisticated buyers in financial services — regulated institutions where credibility, precision, and market knowledge matter more than a polished deck.

This is an opportunity to own a vertical from the ground up, work greenfield enterprise pipeline across EMEA, and have real agency over how Lorum sells in your market. If you've ever wanted to build something rather than inherit it, this is that role.

You will join a fast-growing commercial team, owning the full sales cycle for mid-market and enterprise clients across cross-border payments and clearing.

You will self-source deals, work consultatively with sophisticated buyers, and shape how Lorum sells to a specialist audience — whether that's institutional crypto firms and digital asset infrastructure providers, PSPs and EMIs, banks and regulated FIs navigating multi-stakeholder procurement, or platforms such as OTAs, marketplaces, and payroll companies managing collections, supplier payouts, and multi-currency treasury.

Geographic scope is EMEA-wide. You won't be confined to a single market.

• Pipeline management: Build and manage a robust self-sourced pipeline focused on enterprise and complex mid-market clients across your vertical

• Lead generation: Develop and execute a strategic outbound plan aligned with Lorum's ICP — you prospect; there is no SDR support

• Inbound sales: Own and qualify inbound from website, referrals, and events; fast response, high conversion

• Hit targets: Build accurate forecasts and deliver against quarterly and annual revenue targets (£100k+ ARR deals)

• Solution selling: Lead consultative conversations — educate prospects on how clearing works, identify their pain, and demonstrate how Lorum's infrastructure solves it

• Relationship building: Cultivate strong relationships with key decision-makers across 5+ stakeholder cycles, typically through one internal champion

• Account ownership: Own the handover from sales to implementation and customer success; ensure clients go live and start generating volumes

• Cross-functional collaboration: Work closely with product, compliance, and operations to feed market insight back into the roadmap

First 3 months

• Product and ICP fluency

• Active pipeline and first qualified opportunities established

• Self-sourcing motion running, no SDR dependency

6–12 months

• Closing £100k+ ARR deals

• Managing 5+ stakeholder cycles via a strong champion

• Contributing to forecast with genuine vertical depth

Must-Haves

• 4–7 years total B2B sales experience, with 3–4 years in payments

• Strong background in cross-border payments, FX, clearing, or wholesale banking

• Proven track record closing complex mid-market or enterprise deals (£100k+ ARR, multiple stakeholders)

• Comfortable self-sourcing in a no-SDR environment

• Experience with CRM and sales analytics tools (Salesforce, HubSpot or equivalent)

• Ability to build credible relationships with senior buyers at regulated institutions

Nice-to-Haves

Vertical depth in one or more of the following:

• Digital assets: selling to institutional crypto firms or digital asset infrastructure providers; fluency in stablecoins, fiat on/off-ramps, custody, and treasury

• PSPs & cross-border: selling to PSPs, EMIs, fintechs, or FX/remittance businesses; strong grasp of correspondent banking, virtual accounts, collections, and cross-border flows

• Banks & regulated institutions: selling to banks, challenger banks, or regulated FIs; proven ability to navigate multi-stakeholder cycles across compliance, treasury, and operations

• Travel & platforms: selling to OTAs, marketplaces, payroll, HR-tech, or vertical SaaS; understanding of collections, supplier payouts, and multi-currency treasury

Also valuable:

• Startup or high-growth environment experience; founding AE or early GTM builder background especially valued

• Conference network in payments

• Portable book of business

We care as much about how you operate as what you've done.

You are:

• Self-starting: you build your own pipeline; you don't wait to be fed leads

• Commercially sharp: you understand how your buyers' businesses work, not just how to run a sales process

• Technically curious: you can speak credibly about clearing, virtual accounts, and FX without needing a solutions engineer in every call

• High ownership: you take responsibility for outcomes, not just activity

• Driven: intensity and accountability are core to how you work, not just words on a page

You are not:

• Someone who needs an SDR to fill their pipeline

• Someone from general SaaS with no payments depth

• Someone whose background is card payments or consumer fintech (wrong shape for what we sell)

• Flexible vacation policy

• Private healthcare

• Employee stock ownership (ESOP)

• Flexible working and autonomy

• 2 "Pay it forward" volunteer days annually

• Wellness days, 3 per quarter

• Opportunity to travel across the EMEA region