Commercial Lead

ABOUT GRIFFIN Hi, we’re Griffin. We’re a fully regulated UK bank that powers the accounts and payments offerings of product-led fintechs and platforms like Uber, Yonder, Prosper, and Sidekick. By doing the heavy lifting behind the scenes, our customers can focus on what they do best - delivering amazing customer experiences. We’ve grown rapidly since our launch in 2024, and today provide the banking backbone behind products in remittance, payroll, wealth, insurance, proptech, payments, neobanking and more. We’re moving into card issuing, stablecoin infrastructure, and agentic finance next as we continue to support the next generation of product-led companies. Learn more about what we do https://griffin.com OUR CULTURE We believe that smart, motivated, conscientious people thrive in high-trust, high-autonomy environments and have done our best to create such an environment at Griffin. People who thrive here don’t require much hand-holding, and go out of their way to figure out how to contribute in the most valuable way possible. We've been remote-first since we were established in 2017 and we remain so today. Work here is asynchronous and fully flexible - because we want to be a part of your life in a way that helps you to get the most out of both your work and home life. We understand that our culture and ways of working aren’t for everyone, and we’re very intentional about our hiring process as a result. We won't hire people who don’t seem like a strong fit for our core values, even if they're otherwise extremely qualified. Our strong culture has helped us to remain a mission-driven company as we have scaled, and gives our people a clear, explicit operating framework and the space to focus on delivering real value for our customers. Learn more about our culture. https://griffin.com/culture THE TEAM We’re the Connect team, what most companies call Sales. We strive to bring the best in technology, user experience and banking to the embedded finance space and be the bank for fintechs and corporates to build on. We’re 10 people across Commercial, Customers Success and Marketing, led by Phoebe, our Chief Revenue Officer and we’re currently focused on winning new businesses and selecting the right customers to partner with for long term mutual success. THE OPPORTUNITY You’ll take Griffin’s licensed bank and banking-as-a-service proposition to mid-market and enterprise companies in payments, lending, proptech, vertical SaaS, insurtech and digital assets. You’ll own each deal from first lead to signed commercial terms. You’ll show their engineering, product, risk and compliance teams how it all works, from API architecture and safeguarding to ledger flows, and talk with confidence to their CFO, COO or CTO. You’ll build your own pipeline, shape pricing for complex accounts with RevOps and Finance, and work with Legal, Compliance and Product on bespoke client needs. Think solutions architect who closes. WHAT SUCCESS LOOKS LIKE Within 6 months, you’ll have built a pipeline you sourced yourself, with deals that are bigger and more structured as you go. Prospects’ CFOs and CTOs will trust you to explain how it all works, and Legal, Compliance and Product will bring you in early on every non-standard deal. TO DO THIS YOU’LL OWN - Your pipeline, from first lead to signed commercial terms, including sourcing your own leads alongside whatever SDRs and marketing bring in - Whiteboard sessions on account structures, and the technical proposal content, which you’ll write yourself - Pricing and commercial structures for complex accounts, such as consumption-based or bundled models, tiered volume and transfer pricing, built with RevOps and Finance - Regulatory and compliance questions, answered before they turn into objections - Commercial and technical arrangements for non-standard client requirements, shaped with Legal, Compliance and Product YOUR BACKGROUND To ensure this, we’re looking for people who have some of the following: - Built and closed their own pipeline, and get their energy from chasing and winning new business - A strong grasp of payments and banking infrastructure (settlement, safeguarding, ledgers, APIs, card and account issuing) and enough regulatory knowledge (EMI versus bank licence, Consumer Duty, safeguarding rules) to hold a credible conversation with a compliance team - Sold complex deals with long cycles and several buying committees, and negotiated beyond simple discounting, including pricing models, volume commitments and contractual carve-outs - A low ego and high curiosity, with a real appetite for understanding how the plumbing works - The resilience for long, technical sales cycles, and the confidence to work without a fixed script while our products and structures evolve - A love of writing - we have a major amount of written documentation that you will be contributing to, and we place a high degree of importance on clarity and readability (you can find out more here about how we write https://griffin.com/how-we-write) NICE TO HAVES Ideally, you would also: - Have worked at a BaaS provider, EMI or challenger bank, including in an SMCR-regulated environment - Have a structuring background, such as transaction structuring, treasury or Big 4 financial services advisory WHAT CAN WE OFFER YOU? We are an early stage startup and we're working hard to expand our benefits package. We're planning to add to this list in the future. - Salary: £80,000 - £100,000 DOE + commission - Remote-first flexibility: Work from anywhere in the UK - Work from abroad: Up to 20 days a year - Time off: 28 days’ holiday + bank holidays - Share options: Own a part of what we’re building together - Pension: Auto-enrolment into our Penfold scheme - Insurance: Private medical with Bupa (including family cover) and life insurance with AIG - Wellbeing: 1:1 coaching and therapy session available through Oliva - Family leave: Enhanced parental leave with up to 6 months on full pay after two years’ service - AI tools: Everyone has a Claude subscription on us and access to other premium tools - Your setup: We’ll support you in creating a comfortable and effective WFH environment. HOW LONG WILL THE PROCESS TAKE? We move as fast as possible, but it normally takes us about 2-3 weeks to get to know to each other. - Step 1: An initial phone call with our Talent Team for us to tell you more about Griffin and learn about your recent experience. - Step 2: Meet your manager to talk through your experience and how that relates to the requirements. - Step 3: A task based on what you’ll be doing on a day to day at Griffin. - Step 4: Meet with peers in your team for a more in-depth technical interview. - Step 5: Pitch the Founder and CRevO - Step 6: Culture interview: Learn more about this here https://griffin.com/blog/how-to-design-culture-interviews. As a bank, we’re committed to maintaining the highest standards of security. This means that the successful candidate will ne