The fintech market has grown up. Selling software isn't the hard part any more. The firms doing well have commercial people who can sell software as a service and properly understand the clients they're trying to win.
If those clients are advice firms, that means real knowledge of the retail and intermediary market. More of that market is now served by specialist fintechs, and advisers can tell very quickly whether the person in front of them understands how their business runs.
Some platforms and wealthtechs are going further and moving into enterprise, selling to bigger firms that hold and control a much larger customer base. That's a different sale. It needs more senior people who can manage a longer cycle across product, legal, compliance, marketing and partnerships, on both sides of the table.
A big part of my work is finding the people who win those deals. An equally big part is what happens once the contract is signed: the customer success and account teams who keep a large client well supported, and growing, for years.
The roles I place at fintech and wealthtech firms
- Enterprise and SaaS sales directors
- Business Development Directors for the adviser market
- Partnerships and channel leads
- Heads of Growth, Commercial Directors and CCOs
- Customer success and account management leads
Who I've worked with
I recruited Insignis's Head of Wealth and placed Seccl's Head of Growth.
How I work
Exclusive or retained, one brief at a time. That means a proper look across the whole market rather than the first ten CVs on a database, and a shortlist of people I've actually spoken to. Usually four, not forty.
If you're moving up to bigger clients, or building the team that keeps them, I'd like to hear about it.