Director of Sales

At Aztec, we’re committed to building and nurturing a diverse and inclusive workforce where everyone feels valued, respected, and able to grow. We know that different backgrounds, perspectives, and experiences strengthen our business and we welcome applications from all individuals. So, if your experience doesn’t exactly match with every part of the job description, but you are excited about the role, we would still like to hear from you. If you are passionate, curious, innovative and data driven, you could still be a good fit.

About the role:

To drive new business growth across new and strategic clients, taking ownership of sales activity and revenue generation within an assigned market, client segment or area of focus. The role executes Aztec’s sales and go-to-market strategy across service lines and asset classes, working closely with Product, Marketing and Relationship Management to win new mandates, expand relationships with core clients and deliver sustainable revenue growth.

Accountabilities

• Sales Strategy Execution: Execute Aztec’s sales and go-to-market strategy, identifying opportunities aligned with growth objectives, market priorities and the proposition roadmap.
• New Business & Revenue Growth: Own and deliver against individual new business and revenue targets across relevant asset classes, service offerings and target clients.
• Pipeline Management: Build, manage and progress a high-quality sales pipeline, maintaining strong discipline around CRM, forecasting, opportunity management and conversion.
• Deal & Proposal Management: Lead sales activity for large and complex opportunities, coordinating internal stakeholders throughout the proposal process and bringing strong negotiation and deal structuring expertise through to close.
• Client Development: Build trusted relationships with senior decision-makers across prospective and existing strategic clients, identifying opportunities to broaden and deepen relationships.
• Market & Competitive Intelligence: Maintain a strong understanding of market trends, buyer behaviours and competitor activity, using insights to inform sales activity and identify new commercial opportunities.
• Cross-Functional Collaboration: Work closely with Product, Marketing, Relationship Management, Onboarding and Client Delivery to develop compelling solutions and ensure a coordinated approach to winning new business.

Commercial & Leadership Requirements

• Strategic Commercial Mindset: Translate Aztec’s wider sales and GTM strategy into targeted sales activity and measurable commercial results.
• Results Driven: Highly motivated to generate new business, proactively pursue longer-term opportunities and take personal ownership for building pipeline, progressing opportunities and delivering against individual revenue targets.
• Collaborative & Cross-Functional: Work effectively across departments, particularly Product, Marketing, Relationship Management, Onboarding and Client Delivery.
• Client Influence: Build credibility with senior executives at key prospects and existing clients, bringing strong industry knowledge and a consultative approach.
• Commercial Judgement: Navigate complex sales cycles, balancing client requirements with Aztec’s commercial objectives and proposition.

Technical Skills

• Deep understanding of institutional sales within fund administration, private capital or asset servicing.
• Strong knowledge of solution selling, B2B consultative sales and account development.
• Strong understanding of GTM strategy, segmentation and targeted client acquisition.
• Strong pipeline management, forecasting and CRM discipline.

People Skills

• Strong negotiation skills with experience of structuring and closing large, complex deals.
• Excellent communication, relationship-building and stakeholder engagement skills.
• Confident influencing senior internal and external stakeholders.
• Highly collaborative, with the ability to mobilise cross-functional teams around client opportunities.

Experience & Qualifications

• Significant experience in senior sales or business development roles within financial services, ideally within private markets.
• Demonstrable track record of originating, progressing and closing complex institutional opportunities.
• Proven track record of delivering significant revenue growth across clients, regions and/or market segments.
• Experience managing complex, multi-stakeholder sales cycles from initial opportunity through to contract.
• Strong commercial and operational discipline across pipeline management, forecasting and GTM execution.

We understand that everyone has different needs, and that’s why our employee package includes a variety of benefits. In addition to a competitive salary, here are some examples of the benefits that we may offer for our permanent roles:

• Discretionary bonus scheme
• Flexible, hybrid working
• Ability to work abroad for up to 3 weeks per annum
• Generous holiday allowance
• Pension scheme
• Private medical insurance, including eye care
• Life assurance (death in service and critical illness benefit)
• Worldwide travel insurance
• Health and wellbeing programmes
• On-site parking