Senior Business Development Executive, Identity & Fraud Sales

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Team Overview

Role Overview And Core Responsibilities

As a Senior Business Development Executive, Identity & Fraud Sales, you will partner closely with our sales teams to drive growth, support complex sales opportunities and serve as the subject matter expert on identity and fraud across Canada. You will work with customers to understand their challenges, demonstrate the value of our solutions and advance opportunities to a successful close.

Serve as an Identity & Fraud Sales Expert

• Bring expert-level knowledge of the fraud and identity ecosystem, including fraud typologies, attack trends, prevention approaches and how organizations detect and manage fraud risk.

• Quickly build working knowledge of TransUnion’s Identity Verification and Fraud Prevention solutions, and position them within a client’s onboarding, decisioning and broader fraud strategy.

• Stay current on fraud trends, regulatory developments and competitive offerings to clearly communicate TransUnion’s value.

Generate New Business Opportunities

• Partner with sales teams to grow existing client relationships, and identify, develop and win new Identity & Fraud opportunities.

• Deliver against individual sales targets aligned with broader Fraud/Identity growth goals.

• Contribute to pipeline growth with accurate forecasting and help shape effective resource prioritization.

Engage and Consult with Customers

• Lead discovery with fraud, risk, operations and executive stakeholders to understand objectives and challenges, and translate them into tailored solutions and defined use cases.

• Build business cases that quantify fraud loss reduction, false-positive and friction trade-offs and ROI.

• Design proof-of-concepts and retro studies, and turn the results into clear commercial recommendations.

• Engage senior stakeholders and decision-makers throughout the sales process, from qualification to close.

Deliver Exceptional Sales Presentations

• Lead compelling presentations, demonstrations, workshops and client engagements.

• Clearly articulate solution functionality, performance and business benefits.

• Adapt your style and approach to meet the needs of different audiences and buying groups.

Collaborate Across TransUnion

• Bring in product, analytics and implementation partners for detailed design, data feasibility, testing and delivery as opportunities progress.

• Collaborate with Market Development partners to identify new growth opportunities.

• Share market trends, competitor activity and customer feedback across Canadian financial services, fintech, insurance and diversified markets to inform sales strategy and product development.

Required Knowledge And Experiences

• Bachelor’s degree or equivalent experience. 
• 15 + years of experience in technical sales, pre-sales or account management, with domain expertise in digital fraud and identity. 
• Experience working in highly consultative, solution-based sales environments, preferred.
• Expert-level knowledge of fraud and identity, including application and first-party fraud, synthetic identity, account takeover, KYC/AML and relevant regulatory expectations. 
• Proven track record of exceeding sales quotas and performance objectives. 
• Experience engaging and presenting confidently to senior stakeholders and decision-makers. 
• Strong written and verbal communication skills, with the ability to deliver persuasive recommendations. 
• Strong analytical skills and the ability to use market, customer and sales data to identify opportunities. 
• Self-motivated, with the ability to take ownership, work independently and proactively drive initiatives. 
• Strategic mindset, with the ability to develop and execute sales strategies for specific markets, industries and customer segments. 
• Experience using Salesforce or other CRM platforms. 
• Ability to collaborate effectively across cross-functional teams and partners. 
• Experience supporting or selling solutions in one or more of the following areas: identity verification, fraud prevention, advanced analytics, data orchestration, rules-based solutions, scorecards, behavioural solutions, device risk assessment, document verification or biometric verification, an asset.

The expected pay range for this position is $131,000 - $182,000 annually. The pay information provided for this position reflects a reasonable estimate of the range of expected compensation for this job. At TransUnion, actual compensation is based on careful consideration of many factors such as (but not limited to) an individual’s education, training, work experience, job related skill set, location, and industry knowledge, as well as the scope and responsibilities of the position and market considerations. In addition, variable compensation is based on applicable company guidance and plan documents as well as performance.

This job posting is for an existing vacancy. The opening is the result of a newly created position.

Accommodation is available, including for applicants with disabilities, in accordance with applicable laws.

TransUnion Overview:

At TransUnion, we encourage and are committed to creating a real, positive impact and shared sense of purpose within our Workforce for Good, which empowers our people to grow, innovate and contribute to a better future for our communities and customers. We strive to build an environment where our associates are in the driver’s seat of their professional development— while having access to help along the way. We recognize that success comes when our associates thrive both professionally and personally; that’s why we prioritize work/life flexibility and offer resources for our teams across the globe to collaborate and drive excellence.

Be a part of our Workforce for Good – you’ll work with great people, pioneering products and cutting-edge technology.

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