Senior Sales Specialist – Digital Identity & Fraud (DI&F), Americas

Job Title: Senior Sales Specialist – Digital Identity & Fraud (DI&F) Americas
Business Unit: Risk Intelligence – Digital Identity & Fraud
Location: Americas (Remote/Hybrid)
Reports To: Sales Director, DI&F Americas

Position Overview

The Senior Sales Specialist is responsible for driving new business acquisition, expansion opportunities, and market penetration for LSEG's Digital Identity & Fraud (DI&F) solutions throughout the Americas. This strategic, quota-carrying role combines territory development, solution selling, executive engagement, and industry expertise to generate revenue growth across existing and prospective customers.

The successful candidate will serve as a subject matter expert for identity verification, account verification, fraud prevention, authentication, onboarding, compliance, and risk management solutions. The role requires a consultative seller capable of partnering with Account Managers, Customer Success, Product, Marketing, and Leadership teams to identify opportunities, develop sales strategies, and close complex enterprise transactions.

This position also serves as the lead specialist for the growth and development of the DNFPB (Designated Non-Financial Professional Businesses) market opportunity across the Americas, creating new pipelines and expanding LSEG's presence within high-growth verticals.

Key Responsibilities

Revenue Generation & Business Development

• Achieve and exceed assigned annual sales quota and performance objectives.
• Drive new revenue through direct prospecting, opportunity development, and strategic expansion initiatives.
• Build and maintain a qualified pipeline of opportunities across assigned industries and territories.
• Create and execute territory and account penetration strategies focused on revenue growth.
• Lead complex sales cycles from discovery through contract execution and implementation handoff.

Solution Specialist Leadership

• Act as the subject matter expert for LSEG Digital Identity & Fraud solutions.
• Deliver compelling product demonstrations, presentations, workshops, and executive briefings.
• Consult with customers to identify fraud, compliance, onboarding, payment, and identity-related challenges.
• Align solutions to customer business objectives and measurable outcomes.
• Develop business cases and ROI analyses that support executive decision-making.

Executive Engagement

• Build trusted relationships with senior executives across risk, fraud, compliance, operations, treasury, payments, and digital transformation functions.
• Conduct executive-level business discussions focused on business outcomes and strategic initiatives.
• Serve as a trusted advisor throughout the customer lifecycle.

Cross-Functional Collaboration

• Partner with Account Managers to identify and progress opportunities within strategic accounts.
• Collaborate with Product Management and Marketing teams to communicate market needs and competitive intelligence.
• Work closely with Legal, Commercial Operations, Finance, and Customer Success to support deal execution and customer outcomes.
• Assist in developing sales enablement materials, use cases, and best practices.

Forecasting & Sales Operations

• Maintain accurate opportunity tracking and forecasting within Salesforce.
• Provide regular pipeline updates, territory reviews, and business insights.
• Ensure compliance with internal sales processes and reporting requirements.

Required Qualifications

• Bachelor's degree or equivalent professional experience.
• 8+ years of enterprise software, SaaS, data, payments, risk, fraud, compliance, or financial services sales experience.
• Demonstrated success exceeding sales quotas and driving complex enterprise deals.
• Experience managing long sales cycles with multiple stakeholders and executive buyers.
• Strong business development, prospecting, negotiation, and closing skills.
• Exceptional executive communication and presentation abilities.
• Ability to operate independently while collaborating across global and matrixed organizations.

Preferred Qualifications

• Experience selling identity verification, fraud prevention, payment risk, KYC, AML, onboarding, compliance, authentication, or financial crime solutions.
• Existing relationships within banking, fintech, payments, money services businesses, crypto, gaming, lending, insurance, wealth management, marketplaces, or DNFPB segments.
• Knowledge of fraud, financial crime, customer onboarding, and digital identity ecosystems.
• Experience working with Salesforce and enterprise sales methodologies.

Key Performance Indicators (KPIs)

• Annual quota attainment
• New revenue generation
• Pipeline creation and conversion
• New logo acquisition
• DNFPB market growth and penetration
• Average deal size
• Forecast accuracy
• Sales cycle progression
• Executive engagement activity
• Cross-functional collaboration and solution adoption

Why This Role Matters

The Senior Sales Specialist is a critical growth role within DI&F Americas, responsible for expanding market presence, generating new revenue, and helping clients address increasingly complex identity, fraud, and compliance challenges. This position directly impacts the organization's growth objectives by driving strategic sales opportunities, supporting key enterprise accounts, and developing new markets across the Americas.

Career Stage:

London Stock Exchange Group (LSEG) Information:

Join us and be part of a team that values innovation, quality, and continuous improvement. If you're ready to take your career to the next level and make a significant impact, we'd love to hear from you.

LSEG is a leading global financial markets infrastructure and data provider. Our purpose is driving financial stability, empowering economies and enabling customers to create sustainable growth.

Our purpose is the foundation on which our culture is built. Our values of Integrity, Partnership, Excellence and Change underpin our purpose and set the standard for everything we do, every day. They go to the heart of who we are and guide our decision making and everyday actions.

Working with us means that you will be part of a dynamic organisation of 25,000 people across 65 countries. However, we will value your individuality and enable you to bring your true self to work so you can help enrich our diverse workforce.

We are proud to be an equal opportunities employer. This means that we do not discriminate on the basis of anyone’s race, religion, colour, national origin, gender, sexual orientation, gender identity, gender expression, age, marital status, veteran status, pregnancy or disability, or any other basis protected under applicable law. Conforming with applicable law, we can reasonably accommodate applicants' and employees' religious practices and beliefs, as well as mental health or physical disability needs.

You will be part of a collaborative and creative culture where we encourage new ideas. We are committed to sustainability across our global business and we are proud to partner with our customers to help them meet their sustainability objectives. Our charity, the LSEG Foundation provides charitable grants to community groups that help people access economic opportunities and build a secure future with financial independence. Colleagues can get involved through fundraising and volunteering.

LSEG offers a range of tailored benefits and support, including healthcare, retirement planning, paid volunteering days and wellbeing initiatives.

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