VP, CLM Technology Sales

Location: London | Hybrid
Business: Client Lifecycle Management (CLM)

Role Summary

Delta Capita is looking for an experienced VP, CLM Technology Sales to drive the growth of our proprietary CLM technology platform, Karbon, across the financial services market.

Karbon is Delta Capita’s Client Lifecycle Management technology solution, supporting the digitisation and optimisation of KYC, AML, client onboarding and ongoing lifecycle management. As Delta Capita continues to grow its technology offering, this role will play a key part in taking Karbon to market, winning new clients and developing strategic opportunities with existing relationships.

We are looking for a proven enterprise technology sales professional with strong knowledge of the CLM/KYC technology landscape and experience selling complex SaaS or enterprise technology solutions into banks and financial institutions.

This is a senior individual contributor and new-business-focused role. You will own opportunities from origination through to close, working closely with CLM leadership, product, technology, pre-sales and the wider Delta Capita sales organisation.

The Role and Responsibilities

You will be responsible for developing and converting a high-quality pipeline of technology opportunities for Karbon, with a particular focus on new client acquisition.

Key responsibilities will include:

• Drive new business sales for Karbon, with a primary focus on banks and financial institutions.

• Build and manage a strong pipeline of qualified enterprise technology opportunities.

• Identify and target senior decision-makers across KYC, Financial Crime, Compliance, Operations, Client Onboarding, Transformation and Technology.

• Own the full sales lifecycle from prospecting and qualification through solution positioning, commercial negotiation and contract close.

• Develop compelling propositions demonstrating how Karbon can solve clients' CLM, onboarding, KYC and operational challenges.

• Lead consultative sales conversations with senior stakeholders, translating client requirements into technology-led solutions.

• Work closely with product and pre-sales teams to deliver client demonstrations, workshops and solution presentations.

• Manage complex RFP and procurement processes, including proposals, pricing, commercials and contract negotiations.

• Develop strategic account plans for priority financial institutions and identify opportunities to expand relationships.

• Maintain accurate pipeline management, forecasting and opportunity reporting through CRM.

• Work collaboratively across Delta Capita to identify opportunities where Karbon technology can complement our broader CLM managed services and consulting capabilities.

• Provide market and client feedback to Product and CLM leadership to help shape future propositions and go-to-market strategy.

• Represent Delta Capita and Karbon at relevant industry events and client forums.

What We’re Looking For

We are looking for an established enterprise technology salesperson who understands both the commercial and operational challenges surrounding CLM and KYC.

You will ideally have:

• Significant experience selling enterprise CLM, KYC, AML, client onboarding or financial crime technology into financial institutions.

• A strong track record of winning net-new logos and originating new business rather than relying solely on existing accounts.

• Experience selling enterprise SaaS, platform or technology solutions involving complex and multi-stakeholder sales cycles.

• Strong understanding of the CLM/KYC technology ecosystem and the challenges faced by banks when transforming client onboarding and lifecycle management.

• An established network across banks, financial institutions and relevant senior decision-makers.

• Experience engaging with stakeholders at C-suite, Managing Director and senior functional leadership level.

• Strong commercial capability across enterprise licensing/SaaS models, proposals, RFPs, pricing and contract negotiation.

• Experience developing opportunities from initial prospecting through to signed contract.

• Strong pipeline management, forecasting and CRM discipline.

• Excellent presentation, negotiation and stakeholder management skills.

• A consultative sales approach with the ability to understand a client's operating model and articulate a clear technology-based solution.

• The ability to operate effectively in an entrepreneurial, fast-growing environment.

Particularly Relevant Backgrounds

Candidates coming from established CLM, KYC, AML and financial crime technology vendors would be particularly relevant, especially those who have sold enterprise technology directly into Tier 1 and Tier 2 financial institutions.

Experience in a role such as Sales Director, Enterprise Sales Director, Regional Sales Director, Client Director, Account Director or VP Sales within the CLM/KYC technology market would translate particularly well.

Why Join Delta Capita?

This is an opportunity to join Delta Capita at an important point in the growth of our technology business.

The successful candidate will have the opportunity to take a specialist CLM technology proposition to market while also leveraging Delta Capita’s broader capabilities across technology, managed services and consulting.

For someone coming from an established technology vendor, the role offers the opportunity to have a significant influence over go-to-market strategy, proposition development and the growth of Karbon within the global financial services market.

Who We Are

Delta Capita Group, a member of the Prytek Group, is a global managed services, consulting and solutions provider specialising in Financial Services.

Our capabilities span:

• Technology

• Managed Services

• Consulting & Solutions

Our Client Lifecycle Management business combines CLM and KYC domain expertise with technology and managed services capabilities to support financial institutions across the client lifecycle.

The role is based in London with hybrid working, with an expectation that the successful candidate will be able to meet clients regularly. Applicants must have the right to work in the UK.

Learn more about Working at Delta Capita.