Sales Executive

LUNE

ABOUT LUNE

Lune is a real-time transaction intelligence platform trusted by retail banks, neobanks, and fintechs across the Middle East, Africa, and Southeast Asia. We transform raw, unstructured transaction data into precise merchant insights, personalised digital experiences, and new revenue streams.

Our three products cover the full data value chain: Enrich — Real-time transaction enrichment: clean merchant names, logos, categories, subcategories, carbon footprint, and multilingual mapping via REST API or SFTP.

Engage — White-label Personal Finance Management (PFM) embedded directly in the bank's app: budgeting, savings goals, spend insights, and financial wellness tools.

Lune Pulse — Card-Linked Offers platform converting merchant-funded cashback budgets into fee revenue for card issuers — turning loyalty from a cost centre into a high-margin income line.

THE ROLE

We are looking for a high-performance Sales Executive to own outbound pipeline generation and deal execution across Lune's B2B markets: retail banks, Tier-1 and Tier-2 commercial banks, neobanks, digital wallets, and card issuers.

This is not a relationship-management role. It is a hunter position. You will prospect cold, qualify rigorously, pitch with precision, manage deals end-to-end, and close — all while keeping Lune's CRM, outreach sequences, and reporting infrastructure immaculate.

You will sell two of the most differentiated fintech infrastructure products in the market. You will work remotely with a territory spanning multiple countries. Your targets will be ambitious. Your ability to navigate complex, multi-stakeholder enterprise sales cycles — from a Chief Digital Officer to a Head of Cards to Procurement — will determine your success.

WHAT YOU WILL DO

1. Prospect & Build Pipeline

• Map Tier-1 and Tier-2 retail banks, neobanks, digital wallets, and card issuers across your territory (Africa, Southeast Asia, MENA, or Europe) to identify ICP-fit accounts by product track.
• Build structured prospect lists segmented by Track A (Enrichment/Engage buyers: CDOs, Heads of Digital Banking, Chief Data Officers) vs Track B (Lune Pulse buyers: Heads of Cards & Payments, VPs Retail Banking, Heads of Loyalty & Rewards).
• Execute personalised multi-channel cadences.
• Pre-qualify accounts by performing deep analysis and research, and use those findings as the opening hook in outreach.
• Monitor signal triggers weekly: fintech press, app store changelogs, LinkedIn job postings, funding announcements, and partnership news.

1. Run Discovery & Qualification

• Lead discovery calls with relevant stakeholders and prospects to uncover transaction data architecture, card economics, loyalty programme margins, and digital transformation timelines.
• Use a structured discovery approach to qualify prospects: confirm pain (raw data, generic loyalty), identify the economic buyer, map the decision-making unit, understand competitive landscape, and lock in a clear success metric before advancing.
• Prepare and present tailored value propositions — including relevant case studies and live enrichment demos — not generic slide decks.
• Own the AE handoff fully: document the discovery summary, stakeholder map, integration readiness assessment, and agreed next steps in HubSpot before passing any opportunity.

1. Manage Deals & Close Revenue

• Own the full deal lifecycle from first outreach to signed contract — managing pipeline stages, stakeholder engagement, proposal delivery, commercial negotiation, and final close without losing momentum at any stage.
• Build and maintain a multi-threaded relationship within each target account, engaging the economic buyer, technical evaluator, and procurement simultaneously rather than relying on a single contact.
• Create structured closing plans for each qualified opportunity: define the decision timeline, align on success criteria, address procurement requirements proactively, and hold all parties accountable to agreed next steps.
• Negotiate commercial terms confidently — discount thresholds, contract length, pricing structure — while protecting Lune's margins and positioning the deal as a long-term partnership, not a one-time transaction.
• Track every deal with rigorous HubSpot hygiene: stage, expected close date, deal value, next action, and risk flags updated after every interaction. No deal moves forward without a documented next step.

1. Manage CRM & Outreach Infrastructure

• Maintain HubSpot as the single source of truth: every email delivery/open/bounce status, call note, LinkedIn touchpoint, meeting, and stage change logged within 24 hours — no exceptions.
• Enrol all new prospects in appropriate Apollo sequences within 24 hours of adding to a list. Review sequence performance (open rates, reply rates, A/B subject lines) monthly and optimise without being asked.
• Conduct weekly pipeline reviews: flag stale opportunities (>14 days no activity), re-engagement needed contacts, and accounts requiring sequence adjustments.
• Produce a weekly outreach performance report — contacts reached, emails sent, open rate, reply rate, meetings booked, pipeline added — shared with the Head of Revenue every Monday.
• Ensure zero data gaps: every HubSpot record must carry verified email, LinkedIn URL, job title, company domain, product track (A or B), and last activity date.

1. Collaborate Across the Commercial Team

• Partner with the SDR team lead to continuously refine ICP definitions, sequence copy, and market prioritisation based on live outreach data.
• Feed market intelligence (competitor movements, pricing signals, regulatory changes, new entrant activity) to Product and Marketing on a fortnightly basis.
• Represent Lune at industry events, fintech conferences, and bank-organised innovation days — converting in-person presence into booked meetings.
• Support the construction of personalised pitch materials, one-pagers, and ROI calculators when pursuing high-priority accounts.

Experience

• 2–4 years of B2B sales experience, ideally with exposure to financial institutions, fintechs, SaaS, or enterprise technology.
• Demonstrable track record of consistent quota attainment — bring the numbers: ARR generated, average deal size, win rate, and ramp time.
• Hands-on experience managing outbound sales sequences in Apollo, HubSpot, or equivalent tools — not just using them, optimising them.
• Experience managing deals end-to-end: from cold outreach through discovery, proposal, negotiation, and closed-won.

Education

• Bachelor's degree in Business Administration, Marketing, Management, or a related field — preferred.
• Equivalent practical experience in a quota-carrying sales role considered in lieu of formal qualification.