Business Development (KYA Specialist)
- London
- Permanent
- Full-time
We are seeking a dynamic and experienced Business Development Director to lead the growth of our Know Your Asset (KYA) managed services. This individual will be responsible for driving new business, expanding existing relationships, and positioning Carne as the go-to provider for KYA solutions in the asset management industry.The role will involve engaging with Asset Managers, Fund Administrators, Custodians, Institutional Investors, Private Markets Participants, Wealth Management & Family Offices.Carne serves more than six hundred traditional and alternative asset management clients from key fund jurisdictions and financial hubs including Dublin, Luxembourg, Zurich, Portugal, London, New York and the Cayman and Channel Islands.What are the minimum requirements for the role?
- 10+ years of relevant prior experience in B2B sales, preferably in financial services, compliance, or SaaS.
- Deep understanding of KYC/KYA, AML, and regulatory compliance in the funds industry.
- Deep understanding of the investment management ecosystem (e.g., asset managers, fund administrators, private markets).
- Familiarity with KYC/KYA, AML, and global regulatory frameworks (e.g., FATCA, CRS).
- Experience selling managed services, SaaS, or RegTech solutions.
- Ability to articulate the business case for outsourcing KYA processes.
- Understanding of pricing models, ROI analysis, and contract negotiation.
- Familiarity with platforms like Fenergo, Lexis Nexis, Jumio, or similar RegTech tools.
- Language skills a plus and fluency in English a requirement
- Develop and execute a go-to-market strategy for Carne's KYA services across key markets and client segments.
- Lead and participate in sales pitches to drive sales. Once established, annual revenue target €1m.
- Identify, engage, and close new business opportunities with asset managers, fund administrators, and financial institutions.
- Build and maintain strong relationships with C-level stakeholders, compliance leaders, and onboarding teams internally.
- Articulate the value of Carne's integrated KYA offering, including regulatory expertise, operational support, and technology platforms (e.g., Fenergo, Lexis Nexis, Jumio).
- Stay informed on regulatory trends, compliance challenges, and competitive offerings to inform sales strategy.
- Work closely with marketing, product, and client service teams to ensure alignment and support for sales initiatives.
- Track pipeline, forecast revenue, and report on sales performance to senior leadership. Document all lead generation and sales activities in Salesforce.
- Attend industry events such as conferences and seminars to create product / brand awareness and drive sales.
- Host targeted webinars on trending industry topics to generate interest and source prospective clients.
- Develop a repository of Market Intelligence on business opportunities and competitors. If we are not providing a service to a client understand “Why not” and “Who is”?
Teamwork (Team player) Develops relationships within and across teams, working collaboratively to resolve potential challenges quickly.Effective Communication Communicates effectively, engaging with others in a warm and professional manner. Has an aptitude for presenting complex ideas and key messages effectively.Planning and Organising Organises and plans work effectively, ensuring delivery to quality and timescales in the short and longer term.
Analytical (Attention to detail) Analyses and understands relevant and complex information and data to draw appropriate insights.
Strategic Focus (Problem-Solving) Thinks strategically, thrives on innovation, considers the wider picture to identify new approaches to enhance business impact.Adaptability Adapts approach and responds effectively to different situations, people and new opportunities.Drive and Motivation Highly motivated and driven, able to focus on what needs to be achieved and enthuses others to do this.Client-centric focus Motivated by customer-facing environments, understanding their needs, and providing a good service.Who is Carne Group?Carne Group has established itself in the funds industry with $2tn in AUM supported by 600+ staff and four regulated management companies. Together with a large team of industry specialists, Carne serves more than 650+ traditional and alternative asset management clients from key fund jurisdictions and financial hubs including Ireland, Luxembourg, Zurich, Lisbon, London, New York, Cayman and Channel Islands.Excellence and innovation are central to Carne's work and we are committed to attracting and retaining the best talent to deliver an unrivalled service to our clients. Whilst working with Carne, you will be provided with opportunities to develop your skills and experience by working in a dynamic, innovative, and multicultural environment where exciting careers are built.We love hearing from anyone who is enthusiastic about changing the asset management industry. Not sure if you meet all the requirements? Let us decide! Research shows that members of other under-represented groups tend not apply to jobs when they think they may not meet every qualification, when in fact, they do! At Carne we are committed to creating a diverse and inclusive environment and strongly encourage you to apply.