Inside Sales, EMEA

For over 20 years, Waystone has been at the cutting edge of specialist services for the asset management industry – partnering with institutional investors, investment funds and asset managers.  We work with our clients to help build, support, and protect investment structures and strategies worldwide.

Our success depends upon our ability to attract and retain the best, most diverse talent and provide our employees with a broad spectrum of professional development opportunities. Our workplace environment is an inclusive one, where employees can be themselves, reach their full potential and drive business results.

SUMMARY

Reporting to the SVP – Business Development, EMEA, this role sits at the heart of revenue generation for Waystone.

You will take ownership of the full lead lifecycle across the region- qualifying and converting inbound enquiries, proactively generating outbound opportunities, and identifying cross-sell potential within the existing client base. This isn’t an admin-heavy coordination role; it’s a commercially focused position designed to drive pipeline, accelerate conversion, and directly contribute to revenue growth.

You’ll work closely with senior stakeholders, maintain disciplined CRM management, and ensure no credible opportunity is left untapped.

The ideal candidate will have extensive experience in the business development process, business development systems, particularly Salesforce, and a deep understanding of the financial services industry.

Within Waystone, we have a structure to support new revenue growth which includes defined roles for New Logo Business Development, Key Account Management, and Relationship Management (the “Commercial Team”). To support this overall structure, we have a defined Sales Operations team.

The role of Inside Sales is an essential function to ensure that new business opportunities are being executed and sourced from both inside and outside the Waystone client base. These new business opportunities would include net new business, cross-sells and upsells.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Stakeholder Management: Build and maintain strong relationships with key decision-makers within the Stakeholders.
• Liaise with the Governance and Compliance teams as first point of contact on internal upsell and cross sell opportunities: Triage upsell and cross sell opportunities to determine (i) can this be passed directly to Sales Ops for onboarding; (ii) does this require direct management from the Internal Sales function; or (iii) is this an opportunity which should be passed to New Logo Business Development or Key Account Management?
• Running opportunities that require direct management from the Inside Sales function: Understand the nature of the request from the Stakeholders / Client; lead or support external facing discussions with the client to scope out the opportunity; prepare proposal for the client; negotiate fees and services; execute on Salesforce & NBF process (with support from Sales Ops as needed).
  
• Determine future upselling / cross selling opportunities: Through the Inside Sales process, the Inside Sales role should strive to identify further opportunities for growth with the client, and assign a relevant member of the Commercial Team if considered worthwhile for medium / long term growth.
  
• Strategic Product Development: Work with the internal teams to implement strategic campaigns on agreed-upon ancillary services (e.g. ITC / AML / sub-set of Compliance services).
• Market Insight: Stay updated on industry trends, regulatory changes, and competitor activities.
• Performance Reporting: Provide regular updates on Inside Sales activities, revenue contributions, and client feedback using established methodologies for comprehensive reporting.

REQUIREMENTS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Experience and Abilities: 

• Sales and Commercial Experience:
  Experience in sales within the financial services industry, with a successful executing and sourcing new business opportunities.

• Industry Knowledge: Preferred but not essential, understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is crucial for effectively positioning Waystone's services and staying ahead in the market.
  

• Understanding of the Waystone products and services: An understanding of the global suite of Waystone services to enable to you triage clients and opportunities as they come to the Inside Sales team.

• Understanding of the Waystone systems and processes: A strong understanding of the global suite of Waystone systems and processes as relates to the execution of new business opportunities.

• Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with the Stakeholders and clients.
  

• Relationship Building: Extending and nurturing strong relationships with the Stakeholders.

• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.
  

Education: 

• Bachelor's degree in Business Administration, Finance, or a related field