Senior Business Development Manager

iwoca Limited

Job Overview

Location

London

Job Type

Full-time

Full Job Description

📋 Description

• Lead the strategic acquisition and onboarding of mid-market UK B2B suppliers to partner with iwocaPay, enabling them to offer Trade Credit and BNPL solutions to their customers.
• Build and maintain senior-level relationships with Managing Directors and C-suite executives at e-commerce businesses, creating urgency and trust to drive partnership decisions.
• Apply the MEDDIC framework consistently to assess prospect fit, guide sales strategy, and coach junior team members on its effective use in qualifying and advancing opportunities.
• Develop and refine seller acquisition strategies by identifying high-potential prospects within the e-commerce and fintech landscape, aligning outreach with a defined Ideal Customer Profile (ICP).
• Conduct consultative sales conversations tailored to diverse buyer personas, adapting messaging to address complex, uncertain, or evolving business needs with clarity and conviction.
• Guide sellers through the entire onboarding journey, ensuring seamless integration with iwocaPay’s platform and facilitating smooth handoffs to Key Account Managers to eliminate launch delays.
• Lead by example in sales performance, consistently exceeding KPIs while inspiring and motivating the broader sales team to achieve and surpass targets.
• Participate in and host regular sales call listening sessions to provide actionable feedback, identify skill gaps, and develop targeted training resources to elevate team capabilities.
• Proactively identify operational inefficiencies in the seller acquisition process and implement data-driven solutions to improve conversion rates and scaling potential.
• Leverage AI tools practically to research prospects, draft personalised communications, and synthesise market intelligence, applying sound judgment to determine when and how to use them effectively.
• Maintain deep product knowledge across multiple buyer personas and navigate complex organisational structures to engage the correct stakeholders at the right stage of the sales cycle.
• Foster a culture of continuous improvement by embracing a growth mindset, seeking feedback, and holding yourself and others accountable for learning and performance.
• Demonstrate resilience and adaptability in a fast-paced, dynamic environment where market conditions and business needs evolve rapidly.
• Act with humility, prioritising team success, self-critique, and collaboration over individual achievement.
• Contribute to shaping the overall direction of the sales function by providing strategic input based on frontline insights and market trends.
• Ensure all activities align with iwoca’s mission to support SMEs by expanding access to flexible financing through trusted seller partnerships.

🎯 Requirements

• At least 3-5 years in sales roles, ideally in fintech, selling complex products and services to senior stakeholders
• Ability to multi-thread effectively across multiple buying personas and navigate complex organisational structures
• Comfort working within a defined ICP framework to qualify and prioritise high-value opportunities
• Proven track record of consistently exceeding KPIs and inspiring team performance
• Demonstrated use of AI tools in practical sales contexts (e.g., prospect research, drafting communications, market analysis)
• Strong grasp of the MEDDIC framework and experience applying it to guide sales strategy and coaching

🏖️ Benefits

• Flexible working hours
• Medical insurance from Vitality, including discounted gym membership
• Private GP service for you, your partner, and dependents
• 25 days’ holiday per year, plus a birthday off, with option to buy or sell up to five additional days and unlimited unpaid leave
• One-month fully paid sabbatical after four years
• Instant access to external counselling and therapy sessions

Skills & Technologies

Senior

Onsite

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iwoca Limited

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About iwoca Limited

iwoca Limited is a UK-based fintech lender that provides short-term credit facilities and business loans to small and medium-sized enterprises through an online platform. Since 2012 it has funded more than £3 billion across 50,000+ UK and German businesses, using data-driven underwriting to deliver decisions in minutes. The company is authorised by the Financial Conduct Authority and headquartered in London, with offices in Leeds and Frankfurt.

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