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THE OPPORTUNITY
This is a rare chance to join a high-tech fund admin/fintech at the precise moment it is entering the European fund administration market. You will own a London-focused new business territory, targeting alternative asset managers who are underserved by legacy administrators — and who are increasingly demanding technology-led, cost-efficient solutions.
You will not be handed a warm pipeline. We are looking for someone who thrives in a hunting environment: proactive, socially intelligent, well-networked, and capable of running a full sales cycle from cold outreach to signed contract without hand-holding.
WHAT YOU WILL DO
• Own and develop a new business pipeline of alternative asset managers across London and the wider UK market, with a focus on hedge funds, PE/VC, real estate and UCITS structures.
• Leverage your existing network of fund managers, CFOs, COOs, heads of operations, prime brokerage contacts, law firms and third-party AIFM relationships to generate qualified meetings.
• Attend and contribute to industry events, conferences and roundtables (AIMA, Hedgeweek, Funds Europe, SuperReturn, BVCA) as a visible, credible representative of Formidium.
• Run consultative, discovery calls to qualify opportunities, identify economic buyers and map decision processes.
• Develop tailored proposals and presentations aligned to each prospect’s strategy, AUA tier, regulatory obligations, and operational pain points.
• Manage sales cycles (typically 6–18 months) from initial outreach through to contract signature and handover to the client onboarding team.
• Maintain rigorous CRM hygiene in HubSpot — logging all activity, maintaining accurate stage data, and producing a reliable weekly forecast.
• Use GenAI tools (including Claude) to accelerate prospect research, personalise outreach and debrief pipeline calls — we actively invest in AI-assisted selling.
• Feed competitive and market intelligence back into the broader go-to-market team to sharpen our positioning against SS&C, Citco, Apex, IQ-EQ and Alter Domus.
WHAT WE’RE LOOKING FOR
Essential:
• 3–6 years of B2B sales or business development experience, with at least 2 years selling directly into the alternative asset management or fund services ecosystem.
• Current London resident with an active, demonstrable network across fund managers, allocators, fund lawyers, prime brokers and/or fund of funds — you should be known in the room, not just in the contact book.
• Fluency in the language of fund administration: NAV, AUA, AIFMD, UCITS, GP/LP structures, prime brokerage, fund accounting and investor services — you can hold a credible conversation with a CFO or Head of Operations without needing a product sheet.
• A hunter mentality: self-directed, proactive and motivated by building something new. You do not wait to be given leads; you create them.
• Exceptional interpersonal and communication skills — you are naturally socially confident, at ease at networking events, able to build rapport quickly with senior financial professionals.
• Proven track record of sourcing and closing new business in a competitive, long-cycle sales environment.
• Comfortable running a full sales cycle independently — discovery, proposal, commercial negotiation, legal review through to close.
• High proficiency with CRM tools (HubSpot preferred) and a data-driven approach to pipeline management and forecasting.
Strongly Preferred:
• Experience selling fund administration, fund accounting, depositary, transfer agency or related fund services — either at an administrator, custodian, fintech or specialist platform.
• Existing relationships with COOs, CFOs, heads of operations or fund controllers at hedge funds, PE firms or real estate managers in the London market.
• Knowledge of the Luxembourg and European regulatory framework (AIFMD II, DORA, CSSF requirements) and how it influences UK-domiciled managers’ administrator selection.
• Familiarity with structured sales methodologies such as MEDDPICC, SPIN or Challenger — and a willingness to apply them rigorously.
• Experience working with or selling to prime brokerage, fund legal, auditors or corporate secretarial contacts as referral channels.
• Active presence on LinkedIn and in industry forums — you contribute to the conversation, not just observe it.
WHO YOU ARE
Beyond credentials, this role is fundamentally about character and social capital. The ideal candidate is someone who:
• Is genuinely curious about the alternative asset management industry — you read Hedgeweek, Drawdown, etc, follow AIMA updates, and have opinions about how fund administration is evolving.
• Thrives in ambiguity and builds structure where none exists. You are equally comfortable writing a cold email at 07:00 and presenting to a CFO at 19:00.
• Understands that in fund services, trust is the product — and that long-term relationships, built through consistent value and honesty, win more business than any pitch deck.
• Is known for following through. You do what you say you will do, and you do it on time.
• Can navigate the political complexity of multi-stakeholder decisions — identifying true economic buyers, cultivating champions, and knowing when to push and when to listen.
• Has a point of view on where fund administration is going: AI, automation, real-time NAV, investor experience — and can articulate this compellingly to prospects.
WHAT WE OFFER
• Competitive base salary + bonuses.
• The opportunity to shape a European sales function from the ground up — significant autonomy and direct impact on company strategy.
• Access to Formidium’s full proprietary technology platform as a selling tool — you will know the product deeply.
• A collaborative, international team spanning USA, Luxembourg, London, DACH, India, Singapore and Hong Kong.
• Active investment in AI-assisted selling tools, including GenAI workflows, automated research, and CRM enrichment.
• Flexible hybrid working arrangement centred on London.