As fintech enters a more mature and competitive phase, commercial execution is becoming just as important as product innovation. AI-driven platforms, increasing regulatory complexity, and longer enterprise buying cycles are raising the bar for what it takes to succeed in fintech sales. Today’s most successful fintech companies are no longer built by hiring large numbers of salespeople. They are built by hiring fewer, higher-caliber commercial operators who can navigate complexity, build trust with sophisticated buyers, and scale revenue in a repeatable way. After partnering with high-growth fintech companies across the capital markets and broader financial technology ecosystem, clear patterns consistently emerge among top-performing sales hires.

Here is what they consistently have in common.

1. They Understand the Buyer’s Business Before Selling the Product

Top fintech sales professionals lead with industry context, not features.

They invest time in understanding:

• The customer’s business model and economics
• Regulatory and risk constraints
• Operational workflows and friction points
• Strategic priorities and growth pressures

Why it matters: As fintech solutions become more embedded in core financial and operational systems, buyers expect sellers who can speak fluently about business impact, not just product capability.

2. They Excel at Discovery and Problem Framing

High-performing fintech sellers differentiate themselves early in the sales process.

They:

• Ask structured, strategic questions
• Identify root causes, not surface-level symptoms
• Align multiple stakeholders around a shared problem definition
• Establish clear success criteria before discussing solutions

Why it matters: In complex, multi-stakeholder sales, the team that defines the problem usually controls the deal.

3. They Sell Business Outcomes, Not Software

Top performers consistently anchor conversations around:

• ROI and cost efficiency
• Risk reduction and compliance outcomes
• Revenue enablement and operational leverage
• Strategic differentiation

Why it matters: Fintech buyers are often justifying purchases to finance, compliance, security, and executive leadership. Strong sellers equip internal champions with a clear business case.

4. They Operate Within Process and Structure

Elite sales hires are disciplined operators.

They:

• Follow qualification frameworks
• Maintain accurate pipelines and forecasts
• Use CRM and enablement tools effectively
• Run consistent, well-managed sales cycles

Why it matters: Scalable growth requires predictability, visibility, and operational rigor across the revenue organization.

5. They Are Highly Coachable and Continuously Improving

Top performers treat sales as a craft.

They:

• Seek feedback regularly
• Review calls and lost deals
• Adjust messaging based on market response
• Continuously refine their approach

Why it matters: As fintech markets, products, and buyers evolve, learning velocity becomes a long-term competitive advantage.

6. They Are Comfortable Selling in Complex, Multi-Stakeholder Environments

Fintech sales increasingly involve:

• Legal, compliance, and risk teams
• Technical evaluators and security reviews
• Executive sponsors and financial stakeholders

Top performers know how to:

• Multi-thread deals
• Build consensus
• Maintain momentum over long sales cycles

Why it matters: Enterprise and regulated buyers require structured, patient, and highly coordinated sales execution.

7. They Are Internally Driven and Performance-Oriented

High-performing fintech sales hires:

• Set their own activity and performance targets
• Track metrics closely
• Manage their own pipeline quality
• Maintain consistent execution standards

Why it matters: In high-growth environments, internal motivation and discipline consistently outperform external pressure.

8. They Qualify and Disqualify with Equal Discipline

Strong sales operators:

• Identify real buying intent early
• Walk away from low-probability deals
• Protect time and focus for high-impact opportunities

Why it matters: In complex fintech sales environments, focus and opportunity quality are as important as volume.

9. They Understand That Their Primary Role Is to Reduce Risk

In fintech, buyers are often managing:

• Regulatory exposure
• Operational risk
• Reputational and career risk

Top sales hires:

• Anticipate objections
• Proactively address risk concerns
• Build trust across all stakeholders

Why it matters: Trust and credibility are central to winning in regulated and mission-critical environments.

10. They Create Organizational Leverage, Not Just Individual Results

The best sales hires:

• Document what works
• Share best practices
• Strengthen playbooks and process
• Raise performance standards across the team

Why it matters: Long-term growth depends on building repeatable systems, not just individual quota attainment.

What This Means for Fintech Hiring

As fintech sales becomes more complex and more strategic, companies must move beyond hiring based solely on resume keywords or logo experience.

The most successful teams hire for:

• • Learning ability and adaptability
  • Structured thinking and execution discipline
  • Business acumen and buyer empathy
  • Performance mindset and coachability

The Role of Finiti Search

At Finiti Search, we partner with fintech companies to identify and secure commercial talent that can operate in complex, regulated, and high-growth environments.

We focus on:

• How candidates think strategically and run deals end-to-end
• How they operate within defined processes and scaled organizations
• How they consistently execute a sales strategy and deliver revenue using a structured methodology
• How they create long-term commercial leverage

Because in fintech, talent quality is one of the most important drivers of predictable, sustainable growth.

Ready to Build a High-Performance Sales Team?

Whether you are scaling your go-to-market team, entering new markets, or strengthening enterprise sales execution, Finiti Search helps fintech companies hire the commercial leaders and operators that drive real results.

Connect with us to start building your next phase of growth.

As fintech enters a new phase of maturity, the talent landscape is shifting just as rapidly as the technology. AI-driven innovation, evolving regulation, and global payments modernization are reshaping how fintech companies go to market and scale revenue. These changes are creating new opportunities and widening the gap between companies that can attract top commercial talent and those that cannot.

Here are the 10 commercial roles rising to the top of hiring roadmaps in 2026, and why they matter for the next wave of fintech growth.

1. Enterprise Sales Leaders & Heads of Sales

As fintech solutions grow more complex and deal sizes increase, experienced sales leaders are needed to manage long sales cycles, enterprise procurement, and multi-stakeholder buying groups.

Why demand is rising: Revenue growth, predictability, and scalable sales execution are now core business priorities.

2. Strategic Account Executives (Mid-Market & Enterprise)

Fintechs require high-performing account executives who can sell sophisticated platforms across payments, lending, SaaS, and data-driven solutions.

Why demand is rising: Buyers expect consultative sellers who understand both financial services and the business impact of technology.

3. Sales Engineers & Pre-Sales Specialists

Sales engineers play a critical role in supporting commercial teams by translating technical capabilities into customer value.

Why demand is rising: As products incorporate APIs, AI, and real-time infrastructure, technical fluency has become essential to closing deals.

4. Go-To-Market & Commercial Strategy Leaders

These roles focus on market segmentation, pricing, positioning, and sales enablement to support scalable growth.

Why demand is rising: Fintechs must sharpen their go-to-market strategies as competition intensifies and growth expectations evolve.

5. Revenue Operations (RevOps) Specialists

RevOps professionals align sales, marketing, and customer success teams around data, process, and performance.

Why demand is rising: Efficient revenue engines are replacing growth-at-all-costs models.

6. Partnerships & Channel Sales Managers

Strategic partnerships with banks, platforms, and technology providers are becoming a core growth lever.

Why demand is rising: Partner-led sales unlock new markets and accelerate distribution without linear headcount growth.

7. Business Development Managers

Business development leaders focus on new opportunities, strategic alliances, and expansion into adjacent markets.

Why demand is rising: Fintech growth increasingly depends on ecosystem-driven strategies rather than standalone products.

8. Customer Success & Account Growth Leaders

Post-sale roles focused on retention, expansion, and long-term customer value are now central to revenue strategy.

Why demand is rising: Sustainable growth requires strong customer relationships and expansion revenue.

9. Commercial Leaders with AI & Data Literacy

Sales and commercial leaders who understand AI-driven products and data insights are becoming highly sought after.

Why demand is rising: Customers expect sales teams to articulate AI value, governance, and performance outcomes clearly.

10. Compliance-Aware Sales Professionals

Sales talent with a strong understanding of regulatory environments and risk considerations is increasingly valuable.

Why demand is rising: Trust, transparency, and regulatory alignment are critical factors in fintech buying decisions.

What This Means for Fintech Hiring in 2026

The increasing complexity of fintech sales, particularly in enterprise, regulated, and global markets, is intensifying the competition for specialized commercial talent. Companies that invest in clear value propositions, thoughtful go-to-market strategies, and strong sales leadership will be best positioned to scale sustainably.

At Finiti Search, we connect fintech innovators with high-performing commercial talent that accelerates growth, strengthens go-to-market strategies, and supports long-term success.

Ready to Build a Team That Can Win in 2026?

Whether you are expanding globally or refining your sales strategy, Finiti Search helps fintech companies secure the talent that drives real commercial impact. Connect with us to start building your next high-performance team.

1. AI Becomes Foundational, Not Experimental
   Artificial intelligence is now a core element of financial technology. In 2026, AI will drive every layer of financial services, from hyper-personalized customer engagement to real-time risk modeling and fraud prevention. The focus will shift toward explainable AI to ensure transparency and trust as adoption expands.
2. Payments Infrastructure Modernization
   With cross-border commerce on the rise, real-time payments and digital wallet ecosystems are transforming how money moves across the globe. Fintech firms investing in faster payment systems will lead the next phase of financial inclusion and efficiency.
3. Fintech and Big Tech Collaboration
   Fintechs and major technology companies are forming deeper partnerships that combine agility with platform scale. These collaborations will accelerate innovation while expanding fintech access to larger audiences.
4. Growth of RegTech and Compliance Automation
   With new global data privacy and financial conduct rules taking effect in 2026, the RegTech segment is expected to grow rapidly. Automated compliance tools will help firms maintain operational speed while meeting evolving regulatory expectations.
5. Responsible and Green Finance
   Sustainability continues to influence investment decisions. Fintech companies that integrate ESG metrics, carbon tracking, and responsible lending practices are positioning themselves for long-term success.

Challenges to Navigate

1. Investor Selectivity and Profitability Pressure
   Venture funding has rebounded, but investors are focusing more closely on proven revenue and sustainable operations. Fintechs that demonstrate discipline and measurable value creation will stand out in 2026.
2. Cybersecurity Complexity
   As fintechs handle larger amounts of sensitive data and connect through open APIs, security risks are becoming more sophisticated. Building strong cybersecurity defenses will remain a top leadership priority.
3. Talent Competition
   The growing complexity of fintech, especially in AI, compliance, and enterprise sales, is intensifying the competition for specialized talent. Companies that invest in thoughtful recruitment and retention strategies will be better equipped to scale successfully.

Opportunities on the Horizon

1. Expansion in Emerging Markets
   Rapid smartphone adoption and underbanked populations make regions such as Africa, India, and Southeast Asia key areas for fintech growth. Strategic expansion into these markets presents major opportunities for innovation and inclusion.
2. Embedded Finance 2.0
   The next evolution of embedded finance will extend beyond payments. Lending, insurance, and investment products will become seamlessly integrated into everyday digital experiences, creating new paths for customer engagement.
3. Strategic Mergers and Partnerships
   With valuations stabilizing, 2026 is expected to bring an increase in strategic mergers and acquisitions. Partnerships will help companies strengthen their technology capabilities, diversify products, and accelerate growth.

Finiti in 2025: Scaling with Precision and Purpose

The past year was one of progress and momentum for Finiti. We grew our business by more than x%, expanded our reach across new global fintech hubs, and deepened relationships with forward-thinking clients building world-class sales teams.

As the market evolves, we continue to align fintech firms with the high-performing talent that drives growth and innovation.

Looking Ahead

The fintech story in 2026 will focus on smarter growth where innovation meets strategy and strong teams create lasting success.

At Finiti Search, we help fintech companies find and retain the sales talent that thrives in this fast-moving environment. Whether you are scaling globally or refining your go-to-market strategy, our team is ready to help you build for the future.

Let’s make 2026 a year of new opportunities and measurable results.

As the year draws to a close and our global clients prepare for Thanksgiving, it is the perfect time to reflect on everything we are thankful for: the relationships we have built, the progress we have witnessed, and the continued evolution of Fintech sales.

At Finiti, gratitude is more than a seasonal sentiment. We experience it every day through our partnerships with forward-thinking fintech firms and the talented sales professionals who drive innovation across the industry.

A Year of Change and Opportunity

Fintech has always been defined by transformation, and 2025 is no exception. In a year shaped by global uncertainty and rapid technological development, the sector has demonstrated resilience, agility, and an unmatched appetite for innovation.

Artificial intelligence and automation have moved from concept to commercial reality, reshaping payments, compliance, and customer engagement. Embedded finance is gaining momentum, with non-financial brands integrating financial services directly into their offerings, creating new business models and expanding the reach of technology into everyday life.

There is also a renewed focus on regtech, cybersecurity, and sustainable finance as firms work to build trust, transparency, and long-term value. Alongside these trends, AI is reshaping the Financial Planning & Analysis (FP&A) landscape, helping businesses harness data to make smarter, faster financial decisions. We’ve seen this first-hand with clients like Insight Delivered, an innovative analytics start-up using AI to bring clarity and confidence to financial planning. These shifts have created a new landscape for fintech sales, one that demands agility, consultative expertise, and the ability to translate complex technology into measurable, real-world outcomes.

The Evolving Role of the Fintech Sales Professional

The fintech salesperson of today looks very different from even a few years ago. As AI, data analytics, and automation reshape financial services, sales professionals are expected to speak the language of technology and value. The best combine commercial acumen with a genuine understanding of how solutions like AI-driven analytics or FP&A tools deliver measurable impact. They don’t just sell features, they help clients solve complex business problems with technology.

We have seen growing demand for candidates who can navigate complex buying cycles, engage senior stakeholders, and build long-term relationships. As solutions become more sophisticated, communication, adaptability, and authenticity remain defining factors in success.

This shift has also transformed how fintech firms hire. Organisations are not simply filling roles: they are building strategic teams aligned with culture, mission, and growth ambitions.

A Global Community Driving Innovation

Fintech is a global story. While London remains a leading hub, growth in Singapore, Dubai, Berlin, and New York is creating new opportunities for collaboration. Hybrid and remote work models have enabled companies to build international sales teams that draw on diverse perspectives to fuel innovation.

At Finiti, we are proud to support clients and candidates across borders. Whether helping an emerging fintech make its first strategic hire or assisting an established firm in global expansion, every connection strengthens the wider fintech ecosystem.

What We Are Thankful For

This year, we are especially grateful for the trust our clients place in us, the drive and professionalism of the candidates we work with, and the trust our clients and candidates place in us.

Our consultants bring vast fintech knowledge and a genuine passion for people. We have built our reputation on transparency, providing a consultative, advisory service going way beyond just providing the right candidates as well as our continued honesty and integrity in everything we do, and doing things differently, values that continue to guide us as the industry evolves.

We are also thankful for the resilience and creativity of the fintech community. Even amid change and challenge, this sector continues to push boundaries, solve problems, and create opportunities that move finance forward.

Looking Ahead

As we approach 2026, we are excited about what lies ahead. The integration of AI, the rise of embedded finance, and the growing emphasis on inclusion and sustainability will shape the next chapter of fintech innovation. For fintech firms, building the right sales teams will be more important than ever. The next wave of growth will belong to those who combine cutting-edge technology with exceptional human talent.

At Finiti, we are proud to play our part in that story, connecting ambitious people with the organisations that are redefining what is possible in fintech. To our clients, candidates, and colleagues around the world, thank you for your trust, collaboration, and partnership. Here is to another year of growth, innovation, and opportunity.

October is the season of ghosts, goblins and things that go bump in the night. But for many fintech founders, the real nightmares are not in haunted houses. They are in the hiring process. A single mistake can frighten away top talent, weaken growth or leave your team stuck with a commercial leader who is not the right fit.

At Finiti, we speak with senior sales professionals every day, and we have seen how certain hiring mistakes can come back to haunt even the most promising companies. Here are the scariest pitfalls to avoid if you want your growth story to be a treat rather than a trick.

The Ghost Candidate

You move too slowly, your process drags on and suddenly the candidate vanishes without a trace. Top performers rarely stay in the market for long. If you are not ready to move decisively, you risk losing them to a competitor who is.

How to avoid it: Streamline your interview process and make sure you are ready to act when the right person appears.

The Vampire Equity Package

On the surface, the equity offer looks rich, but once a candidate digs into the details it quickly drains enthusiasm. Inflated promises with little real potential leave talent feeling misled, and nothing kills trust faster.

How to avoid it: Be transparent about equity value, vesting and growth potential. Realistic conversations build confidence, not false hope.

The Monster Title

It sounds impressive: Head of Global Sales, VP of Revenue or even CRO. But if the role has little influence, no clear strategy or limited resources, candidates will see through the disguise. A flashy title without substance is more frightening than appealing.

How to avoid it: Match titles with genuine responsibility, influence and room for growth. Candidates want impact, not costumes.

The Haunted Product

Trying to hire a senior sales leader before your product is truly ready for the market is like sending them into battle without weapons. Candidates can sense when a product is not ready, and they will walk away rather than risk their reputation.

How to avoid it: Ensure your product has traction and clarity before bringing in a senior commercial leader. Being transparent about stage and readiness matters.

The Zombie Hire

This one looks alive on the surface, but they lack the energy, influence or alignment to truly move the business forward. A poor hire in a key sales role drains time, morale and momentum, and can take years to recover from.

How to avoid it: Take the time to carefully assess candidate motivations, track record and cultural fit. Hiring for a long term partnership is always better than filling a role quickly.

Turning Nightmares Into Growth Stories

Hiring does not need to be scary. The most successful fintech founders are transparent, realistic and ready to shape roles around the right people. With Finiti’s market insight and candidate network, we help you avoid the monsters in the hiring process and secure commercial leaders who deliver real impact.

Do not let hiring mistakes haunt your growth. Let us make sure your next hire is a treat, not a trick. Reach out today.

As we approach International Day of Charity on September 5th, it is a timely opportunity to reflect on how financial technology, which is often associated with disruption, speed, and commercial growth, is also becoming a powerful driver of positive social change.

At Finiti, we have spent years working with fintech innovators across the UK and beyond. More than ever, we are seeing companies channel their innovation into meaningful causes. They are not just changing how money moves, but also how finance can serve communities and contribute to a more inclusive and sustainable future.

Fintech for Good Is Gaining Momentum

The fintech sector has rapidly expanded across areas like wealth management, digital banking, payments, and blockchain. What is particularly exciting is the growing number of companies integrating purpose into their business models. These businesses are proving that financial success and social responsibility can go hand in hand.

This shift is not just a passing trend. It is a movement gaining real momentum across the industry. Investors, customers, and employees are increasingly supporting fintechs that combine innovation with impact.

Fintechs Making a Difference

Here are a few standout examples of fintech companies leading with purpose:

• Taptap Send – Making international money transfers more affordable, allowing people to send funds to loved ones quickly and without high fees

• Pennies – Powering digital micro donations that let consumers support charities during everyday purchases

• TreeCard – A wooden debit card that funds global reforestation projects with every transaction

• Sugi – Helping investors track the environmental impact of their portfolios and make more climate friendly financial decisions

These companies are creating real change in the world, and they are inspiring others to do the same.

Why This Matters in Recruitment

We speak every day with professionals who are thinking more deeply about their careers. Increasingly, they are seeking opportunities that offer not just strong compensation, but real purpose.

On the employer side, fintech firms with a mission are looking for talent that shares their values. There is rising demand for individuals with experience in areas such as sustainability, financial inclusion, ethical finance, and social impact.

At Finiti, we understand the mindset of both the mission driven company and the purpose driven candidate. We specialise in connecting values aligned people with the fintechs that are working to make finance better for everyone.

Our Role in the Movement

This International Day of Charity, we want to celebrate the companies and individuals using fintech as a force for good. Whether you are building a new platform focused on giving, financial wellbeing, or climate impact, or you are looking to join a team making a difference, we are here to help.

Finiti is more than a recruitment partner. We are passionate about the future of finance and proud to play a part in shaping it for the better. If you are growing a purpose driven fintech or exploring your next meaningful move, get in touch today. Let us help you find the people and opportunities that will drive lasting impact.

From a niche sub-sector to an economic powerhouse, Fintech is an industry that changes as much as it innovates. 

With a flurry of M&A activity, it’s a real inflection point for Fintech at the moment and the market is likely to look very different in just a few months. 

Here’s why that might not be a bad thing and sometimes less really is more. 

 

Who can resist a deal? 

Faced with global economic instability and unpredictability, maintaining market valuations has been tricky over the past year with the S&P Kensho Future Payments Index down 19% in January. 

The upside of low valuations is that VCs looking for a bargain and firms who’ve been toying with the idea of growth by acquisition are being tempted by bargain prices. 

InsurTech M&A exits alone reached a record high last year, up 40%. 

This year, there’s already a host of high-profile new unions on the table. From Deel acquiring Capbase to giants like American Express snapping up Nipendo, low valuations are driving market consolidation and some headline-grabbing new partnerships. 

 

Pooling resources

A rocky economic picture has made investment harder to come by, with Fintech funding dropping 46% from 2021 to 2022. 

When investment is harder to come by, mergers and acquisitions can be a way to instantly expand your team and product offerings. Take Numerix’s recent acquisition of FINCAD for example.

As well as the in-house team, when firms merge, they access each other’s backers. By acquiring GoHenry, for example, Acorn also gain the equity and expertise of Nexi, Citi Ventures, Revaia, Muse Capital and Edison Partners. 

 

A piggyback audience 

Firms that merge are able to instantly access a whole new audience of potential customers. And they’re not starting from scratch. 

Approaching prospects through a company that they already know and trust means firms are able to piggyback on their new M&A partner’s brand awareness and values, establishing trust more quickly and accelerating the sales cycle. 

This is incredibly valuable for tech businesses, such as buy-now-pay-later,  that require scale to demonstrate their full value and potential. 

 

Skipping the learning curve

With budgets tight and investors edgy about returns, acquisition can be a powerful way to expand businesses whilst minimising risk. By buying an established company, you’re able to instantly enter a new market or sector, with a team on the ground that knows how to make it work. 

By investing in Nippendo, Amex instantly upped their presence in the B2B payments market. BlackRock’s minority stake in Human Interest allows them to test out the SMB 401(k) sector. Acquiring Pixpay last year allowed GoHenry to operate in France and Spain, in turn setting the stage for its acquisition by Acorn this year.

Market consolidation is sometimes seen as a loss – a contraction, when it can actually be a catalyst for expansion. 

 

More to come 

The economic volatility that tempted buyers is slowing, but that won’t spell the end of M&A activity.  

Fluctuating valuations and markets can slow down the final stages of M&A negotiations. With more stability, we can expect to see deals that have been on the table finalised over the next few months. 

 

Building a team 

Joining forces with another organisation takes careful resource planning. Though there can be some initial redundancies where there’s an overlap of skills and resources, longer-term growth opportunities need the right leadership and sales talent to realise a partnership’s true value. 

We’ve been helping the biggest industry names plan and build their teams for almost two decades. As the only Fintech sales recruitment specialists, reach out to our team for advice on shaping your sales organisation or filling critical new leadership roles.

Having focused exclusively on Fintech sales roles for over 15 years, we can quickly spot changing and emerging trends. 

One of the latest changes we’re seeing is a gradual increase in Account Management roles as sales teams stretch their remit and headcount in order to maximise revenue from existing accounts. 

Here’s an overview of what Account Managers do and why it’s such a fast growing area. 

 

What is account management? And what’s the average salary?

An account manager is responsible for managing relationships with a company’s existing clients or customers. Their goal is to increase client satisfaction and ultimately retain customers and grow the account.

The average base salary range for Account Managers in the Fintech industry is £60k-80k. For more experienced, senior Account Managers it’s up to £100k. For more strategic Account Directors, it can be well into six-figures.

The face of the company, they’re the primary point of contact for clients, ensuring that their needs and expectations are being met and a collaborative long-term relationship is built. 

In addition to relationship management, an account manager’s job description may also include developing and executing account strategies, identifying new opportunities for growth, and collaborating with other teams within the company to deliver products or services to existing clients.

 

What skills does a good account manager need? 

Successful Account Managers blend stakeholder management, great communication skills, business and commercial acumen.  

All Account Managers need to be great communicators. Building good relationships with clients means being able to listen actively, convey ideas clearly, and handle challenges with tact and empathy. 

Account managers also need to be organised and detail-oriented. They’re responsible for managing multiple client relationships at once, so they need to be able to keep track of everything and ensure that all client needs are being met.

Successful Account Managers are able to build trust and knowledge of their clients’ business to understand their challenges, offer solutions and ultimately grow the account. 

 

What separates good Account Managers and great Account Managers?

The answer is simple. Expertise. 

Account managers that have a deep understanding of the industry in which their clients operate are able to provide valuable insights and recommendations. This builds trust, connection, and a real sense of value which makes it hard for clients to go elsewhere – essential in highly competitive markets like Fintech. 

 

Why is Account Management important? 

We’re in economically rocky times and all companies are under pressure to retain customers and deliver more revenue. 

Usually the first thing that springs to mind is to find more customers – new customers – but the increasing drive for Account Managers shows that more companies are recognising the value of the customers they already have. 

Research by Bain & Company found that increasing retention by just 5% could boost profits by as much as a quarter. As well as revenue growth, there’s also a cost saving with the average new customer acquisition cost ranging from as low as $200 for SaaS firms to $640 in financial services. 

With happier customers that stay with the business longer and spend more, it’s easy to see why more businesses are choosing to invest in hiring Account Managers.

For advice on growing your sales team or help filling a vacancy, reach out to the Finiti Search team – the only Fintech sales recruitment specialists.

As Fintech sales recruitment specialists, one of the most common questions we get asked is “what’s the market like?”. 

Here are the five key Fintech trends we’re seeing as we head into Q1 and how they’re impacting recruitment. 

 

It’s a period of consolidation 

Fintech had been experiencing meteoric growth in the years leading up to 2022. This translated into a hiring frenzy with the number of fintech roles in the US alone increasing by 223%.  

But over the past year it’s been impossible to miss a host of redundancies with a slow-down in investment in Fintech. 

With the backdrop of high-profile bank failures, including SVB, Signature Bank, and Credit Suisse, the resulting market instability makes companies and investors cautious. 

Concerns about other bank failures may see growth plans put on hold. For candidates, some will be reluctant to move in an unstable market whereas others at companies that have been affected might start looking for a new role with more security. 

 

Focusing on existing team members 

Rather than cutting roles, some organisations are looking at different ways they can redeploy their existing team members to respond to changing market conditions. 

For example, those with expertise in the customer journey and a head for data may be moved into a newly formed Revenue Operations team. 

Thinking beyond the job description not only helps the business flex to changing demands, it can also provide development opportunities to stretch and engage existing staff. 

 

Focusing on existing customers

This “bird-in-the-hand” mindset also applies to customers. Securing new accounts is often the focus for many sales teams with only 40% of businesses putting an equal focus on acquisition and retention.

But with research showing that a 5% increase in retention can boost profits by as much as 25%, organisations are recognising the importance of existing customers in delivering growth and investing in the right people to support them. 

 

Efficiency as an opportunity

The rollercoaster of world events over the past few years has driven all businesses to carefully consider their spending and their processes. 

In parallel, the increasing number of tools and technologies businesses are using means there’s a huge amount of data just waiting to be turned into actionable insights and a more efficient business. 

People often think that “efficiency” is code for cost-cutting and redundancies. But we’re seeing a more fundamental shift in ways of working with a greater focus and agile principles at the centre. 

 

Employees don’t buy it 

Despite high-profile redundancies, we’re seeing an uptick in recruitment heading into the new financial year. 

Redundancies foster employee uncertainty. Those who weren’t made redundant still feel uneasy about their job security and look to pre-empt future cuts with a new opportunity. Almost 50% of Fintech workers planned to move jobs in 2022, and it’s a trend that’s only set to continue this year. 

It’s an important reminder to companies managing a recruitment process to engage and reassure the employees they’re retaining to avoid being understaffed. 

Pick our brains on the latest Fintech market trends or tell us about your latest vacancy by getting in touch with the Finiti Search team today.