Lorum on cord

Lorum

Director, Institutional Sales

External position
London, UK
Hiring internally for Lorum?
Finance
Clearing and cash management
Posted
a week ago
Checked
cord regularly checks that external positions are still open
2 days ago

Skills & Experience

Job roles: CTO
Experience level: Senior, Lead, Leadership
Core skills considered: B2B, Business development, Sales forecasting
Other skills considered: Stakeholder Management, Customer profiling

Logistics

Base salary: Undisclosed
Some companies on cord are unable to disclose salaries publicly due to internal company policies. Message the company for salary information.
Employment type: Permanent
Remote working: Hybrid (up to 1 remote day p/w)
Visa sponsorship: Not available

Job Description

We are building a dedicated institutional sales team selling into banks and financial institutions, and we are hiring experienced originators to drive new business across mid-sized banks that need reliable access to EUR, GBP and USD clearing and correspondent banking.

This is a hunter role. You will bring an existing network at bank level, generate your own pipeline, and run deals from first conversation to signed agreement and onboarding, with minimal hand-holding. You will be the face of Lorum to prospective respondent banks, positioning our nostro and vostro, clearing, trade finance and correspondent banking capabilities into Treasury, Correspondent Banking and FI teams.

This is a young team and the structure is still moving. Reporting lines and regional ownership will change as we hire senior leaders. If you need a settled org chart, this is not the right time to join.

We are hiring across a range of seniority. We advertise this role at Director level because that is where we expect most hires to land, but depending on your experience you may join as Senior Institutional Sales (L3) or Director, Institutional Sales (L4). We will tell you where you sit early in the process, not at offer. All of these are individual contributor roles with no direct reports.

If you need an SDR to fill your pipeline, or your background is general SaaS with no payments depth, card payments or consumer fintech, this is not the right role.


Responsibilities

  • Pipeline. Build and own a self-sourced pipeline of mid-sized banks that need EUR or USD correspondent access. Typically regional and national banks, challenger banks, and banks in emerging or frontier markets.
  • Lead generation. Self-prospect rather than rely on SDR support, because there is none.
  • Inbound. Own and qualify correspondent banking leads from the website, referrals and events.
  • Targets. Build accurate forecasts and carry a total quota of 3m+, with individual deals typically well above 300k ARR.
  • Solution selling. Lead consultative conversations on how clearing, virtual accounts and FX localise and streamline a customer's payment infrastructure.
  • Relationships. Run 5+ stakeholder cycles through a strong champion, and build trust with C-level decision makers.
  • Account ownership. Own handover to implementation and customer success, and make sure clients go live and start generating volumes.
  • Cross-functional. Feed market insight back to product, compliance and operations.
  • Travel. Expect to travel around 40% of the time once ramped. This role runs on in-person meetings with banks.

Success in the first 3 to 12 months

  • By month 3. Product and ICP fluency, with a self-sourced pipeline already building and no SDR dependency.
  • By month 6. First qualified opportunities landed, and 5+ stakeholder cycles running through a strong champion.
  • By month 12. Closing deals well above 300k ARR and contributing meaningfully against a 3m+ quota, with genuine vertical depth.

Ideal Candidate


Must Haves

  • Track record. At least three years selling directly to banks, in correspondent banking, transaction banking, FI sales or trade finance. We are also open to people who have sold other financial products into banks, including core banking and enterprise software, where the buyer was genuinely a bank and you have real payments depth.
  • An extensive network in the banking sector, particularly in treasury & strategy departments.
  • Product depth. Correspondent banking mechanics: nostro and vostro accounts, SWIFT messaging, EUR and USD clearing, and cross-border payments.
  • Regulatory fluency. Correspondent banking risk, AML, CFT and sanctions expectations, and due diligence for FI relationships.
  • Hunter instincts. Strong negotiation, deal structuring and closing, and comfortable being measured on self-generated revenue.
  • Multi-stakeholder navigation. Cycles involving compliance, operations, treasury and executive buyers, run through a champion.

Nice to haves

  • Experience at infrastructure-layer fintechs: cross-border payments, FX, clearing
  • Startup or high-growth environment experience, founding AE or early GTM builder especially valued
  • A conference network in payments, or a portable book of business
  • Experience with Salesforce, HubSpot or equivalent

How you work

  • Self-starting. You build your own pipeline and do not wait to be fed leads.
  • Commercially sharp. You understand how your buyers' businesses work, not just how to run a sales process.
  • Technically curious. You can speak credibly about clearing, virtual accounts and FX without needing a solutions engineer in every call.
  • High ownership. You take responsibility for outcomes, not just activity.
  • Driven. Intensity and accountability are core to how you work, not words on a page.
Director, Institutional Sales at Lorum
Position posted a week ago

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Starling Bank on cord

Starling Bank

Full Stack Engineer (ML Ops)

London, UK
FinTech · Banking · Finance
A better bank for everyone
Active
over 6 months ago
Responds to
0% of requests
Responds in
1h 55m
Requests
7 pending

Skills & Experience

Job roles: Full Stack
Experience level: Mid, Senior
Core skills considered: Java, React, Redux, AWS, JavaScript

Logistics

Base salary: £70K - £110K
Employment type: Permanent
Remote working: Hybrid (up to 2 remote days p/w)
Visa sponsorship: Not available

Job Description

Starling is the UK’s first and leading digital bank on a mission to fix banking! Our vision is fast technology, fair service, and honest values. All at the tap of a phone, all the time.

Starling is the UK’s first and leading digital bank on a mission to fix banking! We built a new kind of bank because we knew technology had the power to help people save, spend and manage their money in a new and transformative way.

We’re a fully licensed UK bank with the culture and spirit of a fast-moving, disruptive tech company. We’re a bank, but better: fairer, easier to use and designed to demystify money for everyone. We employ more than 3,000 people across our London, Southampton, Cardiff and Manchester offices.

Our technologists are at the very heart of Starling and enjoy working in a fast-paced environment that is all about building things, creating new stuff, and disruptive technology that keeps us on the cutting edge of fintech. We operate a flat structure to empower you to make decisions regardless of what your primary responsibilities may be, innovation and collaboration will be at the core of everything you do. Help is never far away in our open culture, you will find support in your team and from across the business, we are in this together!

The way to thrive and shine within Starling is to be a self-driven individual and be able to take full ownership of everything around you: From building things, designing, discovering, to sharing knowledge with your colleagues and making sure all processes are efficient and productive to deliver the best possible results for our customers. Our purpose is underpinned by five Starling values: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.

Hybrid Working

We have a Hybrid approach to working here at Starling - our preference is that you're located within a commutable distance of one of our offices so that we're able to interact and collaborate in person. We don't like to mandate how much you visit the office and work from home, that's to be agreed upon between you and your manager.

Our Data Environment

Our Data teams are excited about the value of data within the business, powers our product decisions to improve things for our customers and enhance effective and agile decision making, regardless of what their primary tech stack may be. Hear from the team in our latest blogs or our case studies with Women in Tech.

We are looking for talented data professionals at all levels to join the team. We value people being engaged and caring about customers, caring about the code they write and the contribution they make to Starling. People with a broad ability to apply themselves to a multitude of problems and challenges, who can work across teams do great things here at Starling, to continue changing banking for good.

Requirements

We have built our entire banking platform in house and mostly in Java. We are looking for people who want to work on building the tooling that is used by our engineers on a daily basis.

We are looking for people who are truly full stack, and are as comfortable polishing their javascript front end as they are debugging the innards of their java applications database interactions, or standing up infrastructure with terraform. We are looking for people who can:

  • Design REST apis.
  • Code backend services, ideally using Java, or another other server side compiled language.
  • Develop modern front ends, ideally using React and Redux.
  • Get their code into the cloud and support it there, ideally on AWS.
  • Believe in clean coding, simple solutions, automated testing and continuous deployment.
  • Like to take ownership of a feature from the original idea through to live.
  • Think (like us) that a small number of empowered developers is the right way to deliver software.

Company Benefits

  • 33 days holiday (including flexible bank holidays)
  • An extra day’s holiday for your birthday
  • 16 hours paid volunteering time a year
  • Part-time and/or flexible hours available for most roles
  • Salary sacrifice, company enhanced pension scheme
  • Life insurance at 4x your salary
  • Hybrid/remote working
  • Private Medical Insurance with VitalityHealth including mental health support and cancer care. Partner benefits include discounts with Waitrose, Mr&Mrs Smith and Peloton
  • Generous family-friendly policies
  • Varied social groups set up and run by our employees
  • Perkbox membership giving access to retail discounts, a wellness platform for physical and mental health, and weekly free and boosted perks
  • Access to initiatives like Cycle to Work, Salary Sacrificed Gym partnerships and Electric Vehicle (EV) leasing

Full details are available on our careers site

Interview Process

Interviewing is a two way process and we want you to have the time and opportunity to get to know us, as much as we are getting to know you! Our interviews are conversational and we want to get the best from you, so come with questions and be curious. In general you can expect the below, following a chat with one of our Talent Team:

  • Stage 1 - 30 mins with one of the team
  • Stage 2 - Take home challenge
  • Stage 3 - 90 mins technical interview with two team members
  • Stage 3 - 45 min final with an executive and a member of the people team
Alex Yeates on cord
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