Account Executive - Cross-Border Payments and Clearing

About Lorum

Lorum addresses inefficiencies in global payments by rebuilding the clearing function from the ground up. Traditional financial institutions prioritize liquidity over settlement, resulting in fragmented infrastructures and unpredictable processing. Lorum offers a unified platform integrating global and local licenses, central bank clearing, and domestic rails, enabling clients to manage customer accounts and transactions seamlessly across multiple markets.

Role Overview

This hybrid position is based four days a week at our Singapore office. As an Account Executive, you'll manage the entire sales process dedicated to mid-market and enterprise clients across APAC, specializing in cross-border payments and clearing solutions. You'll independently generate leads, collaborate with sophisticated buyers including regulated financial institutions, fintechs, and digital asset firms, and influence how we approach sales in diverse markets.

Responsibilities

• Develop and maintain a self-sourced pipeline targeting complex mid-market and enterprise clients within your vertical.
• Implement strategic outbound prospecting aligned with Lorum's ideal customer profile, without SDR assistance.
• Manage inbound inquiries from various channels, ensuring quick qualification and engagement.
• Deliver accurate sales forecasts and achieve quarterly and annual revenue targets, focusing on deals exceeding $100k ARR.
• Conduct consultative sales conversations to educate clients on clearing processes and demonstrate how Lorum's platform resolves key pain points.
• Foster strong relationships with multiple stakeholders, typically navigating five or more decision-makers through an internal champion.
• Oversee the transition from sales closure to implementation and customer success to ensure successful go-live and volume generation.
• Collaborate closely with product, compliance, and operations teams to integrate market feedback into the product roadmap.

Success Milestones

• Initial 3 months: Gain full product knowledge and understanding of target clients, establish an active pipeline, and initiate self-sourced sales efforts.
• 6 to 12 months: Successfully close multiple deals above $100k ARR and develop strong vertical expertise to contribute to revenue forecasting.

Requirements

• 4 to 7 years of B2B sales experience, with at least 3 to 4 years specializing in payments.
• Expertise in cross-border payments, FX, clearing, or wholesale banking sectors.
• Proven success in closing complex mid-market or enterprise transactions involving multiple stakeholders and minimum $100k ARR deals.
• Existing professional network in Singapore and broader APAC region to facilitate immediate market engagement.
• Self-reliant in sourcing leads without SDR support.
• Familiarity with CRM and sales analytics tools such as Salesforce or HubSpot.
• Ability to build trust and credibility with senior executives at regulated financial organizations.

Preferred Qualifications

• Domain knowledge in one or more verticals including digital assets (crypto, stablecoins, custody), payment service providers and fintech, regulated banks and financial institutions, or travel and platform-based businesses.
• Experience in startup or high-growth environments with early-stage go-to-market strategy involvement.
• Active participation in payments industry conferences and possession of a portable client book.

Working Style

• Self-motivated with an ability to build pipelines independently.
• Commercially insightful, understanding customer business models beyond just sales processes.
• Technically proficient in clearing, virtual accounts, and FX to communicate effectively without constant technical backup.
• Highly accountable and results driven with strong ownership of outcomes.
• Not reliant on SDRs for lead generation; does not come from general SaaS, card payments, or consumer fintech sectors.

Benefits

• Flexible vacation policy.
• Private healthcare coverage.
• Employee stock ownership plans.
• Flexible work arrangements and autonomy.
• Two volunteer days annually under the "Pay it forward" initiative.
• Three wellness days every quarter.
• Opportunities for regional travel across APAC.