At FrankieOne, we are on a mission to redefine identity verification and fraud prevention across the world. Serving an expansive client base across 120 countries in a multitude of sectors—from banks and fintechs to gaming and beyond—we provide best-in-class onboarding and fraud detection solutions. Our diverse and impressive clientele includes industry heavyweights like Shopify, Westpac, AfterPay, and Binance, as well as the fastest-growing fintechs. With approximately $50 million in funding from the world's largest VCs, including AirTree in Australia and GreyCroft in the US, we've solidified our position as a trusted global leader.
But what really sets us apart is our dedication to the mission. We are fiercely committed to protecting customers and minimising their exposure to risk. We strive to provide a trusted, scalable experience that not only meets regulatory requirements but also genuinely makes people smile. When you join the FrankieOne team, you're joining an energetic, hoodie-wearing, compliance tech-geek team that loves nothing more than solving big problems and dreaming big in the process. We move fast and fix things, because that's what it takes to help global companies do big things, fast.
The role
At FrankieOne, we believe that our success is directly tied to the value our customers derive from our product. We demonstrate FrankieOne’s flexibility by designing and delivering the right experiences for our customers, their teams, and the individuals within.
You’ll be supporting the sales team's product positioning, evaluating customer environments and defining application requirements, performing product demonstrations, and winning the confidence of customer prospects.
You’ll also conduct detailed technical discovery workshops and assess cultural, structural, security, and business functions while translating these findings for a foundational Frankie solution built for scale and flexibility. This design will include details on the customer portal workspaces, integration to partners, user management, authentication, and settings required to ensure there are no technical barriers to user adoption of FrankieOne. You will be responsible for advising on integration implementations, including key production systems from the Frankie API to recommended KYC, AML, and other 3rd party providers to meet customer needs. In this role, you'll be strategically advising customers on how best to implement FrankieOne’s single APIs and Developer tool kits.
As a start-up, you’ll also have direct and significant input into shaping “the FrankieOne way”. We’ll look to you to identify ways to make onboarding for FrankieOne customers even easier. This may include better documentation or even making suggestions in the way FrankieOne works at an integration level. You’ll be constantly comparing our onboarding experience against best practices and looking for ways of enhancing FrankieOne.
As a solution consultant / sales engineer, you are a pivotal team member working hand in hand with both the Sales team and Customer Success services team. You will engage with our largest and most strategic customers to assess and craft the technical rollout and launch plan for Frankie from our earliest interactions.
Your ticket to success:
Be an advocate. For Frankie, for the product, for our people, and for our values.
Technical Expertise and Know How
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Regulatory and Compliance Knowledge: Deep understanding of global and regional KYB regulations, including Anti-Money Laundering (AML) and Counter-Terrorist Financing (CTF) laws, ensuring compliance in all solutions.
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Technical Proficiency and Product Capability Expertise: Proficiency in data analysis tools, KYB software platforms, and API integrations. Expertise in understanding and positioning the technical capabilities of products to meet client needs effectively.
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Analytical Skills and Solution Architecture: Exceptional ability in risk assessment, critical thinking, and problem-solving, coupled with the capability to quickly grasp technical client requirements and articulate a matching solution architecture in writing, including responses to RFIs and RFPs.
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Collaborative Solution Development: Collaborates with sales, customer, and product teams to design and develop winning solutions. This includes input into product development based on client needs and market trends, as well as enhancing implementation processes for efficiency and effectiveness.
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Proof of Concept Execution: Drives proof of concept development leading to clients’ technical sign off during sales cycles. This includes managing the technical engagement, developing relationships and fostering champions within a customer’s organization.
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Technical Training and Support: Provides comprehensive product, systems, and technical training to new and existing employees on an as-needed basis, ensuring that the team is equipped with the latest knowledge and skills for optimal performance.
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Secure Environment Setup: Expertise in setting up secure customer environments (e.g., Frankie environments) based on IT, governance, and technical requirements. This includes working closely with sales teams to qualify prospects based on technical feasibility and ensuring that all solutions adhere to strict security standards.
Strong Communication.
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Engaging Presentation and Demonstration Skills: Skilled in supporting customer-facing workshops and performing product demonstrations, both over web conferences and in live meetings, to effectively showcase the capabilities and benefits of solutions like Frankie's platform.
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Trust and Confidence Building: Ability to build trust and confidence among colleagues and client prospects as an expert technical resource, demonstrating deep technical expertise and a consultative approach to addressing client needs.
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Clear and Accessible Technical Communication: Exceptional at presenting detailed technical information and the benefits of solutions to a diverse audience, including line of business managers, developers, technical architects, and executives. Communicates complex concepts in a manner that is easy to understand, ensuring clarity and accessibility even for non-technical stakeholders.
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Sales Progress Monitoring with CRM Tools: Proficient in using CRM tools to monitor sales progress, ensuring that all engagements are tracked and reported effectively to key stakeholders. This includes maintaining transparency in the sales pipeline and providing timely updates to facilitate decision-making and strategy adjustments.
In a previous life you have:
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Customer Engagement and People Skills: Demonstrated excellent people skills and a passion for working closely with customers, evidenced by over 5 years of experience in development, consulting, professional services, or sales engineering roles. This experience underscores a deep commitment to understanding and meeting customer needs.
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KYB Domain Expertise: Specific experience in the Know Your Business (KYB) domain, indicating a strong foundation in regulatory, compliance, and risk management aspects of business verification processes. This includes hands-on experience in developing and implementing KYB solutions.
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Technical Proficiency with APIs: Hands-on proficiency with Swagger/OpenAPIs, showcasing the ability to integrate, customize, and leverage APIs for enhanced solution architectures and customer implementations.
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Communication and Presentation Skills: Outstanding written and verbal communication skills, with a proven ability to engage deeply with technical customer resources and simplify complex concepts for a non-technical audience. Excellent presentation skills are highlighted by the ability to communicate both business-oriented solutions and advanced technical concepts effectively.
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Leadership in Technical Projects: Experience leading and shaping technical projects, engaging with, and motivating change across multiple levels of IT executives and organizations. This experience demonstrates the ability to drive projects to successful completion while managing stakeholder expectations.
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Collaboration with Sales and Success Teams: Past experience working directly with Sales and Success teams, Consultants, and System Integrators, indicating a collaborative approach to achieving sales goals and ensuring customer success.
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Educational Background: Holds a Bachelor's Degree in Computer Science, Software Engineering, Business, or a similar field, providing a solid academic foundation for the technical and business aspects of the role.
Nice to haves
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A background in software engineering would be a plus. We’re a Golang shop.
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Exposure to any of Golang, Javascript (vue.js), AWS, Kafka, Json
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Experience writing high quality acceptance criteria
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Experience working in or with a product team
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Experience working with tenders / RFPs / RFIs
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Experience writing high quality acceptance criteria.
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Experience working in or with a product team.
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Experience working with tenders / RFPs / RFIs.
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Familiarity with sales methodologies (i.e MEDDPICC)
Our benefits & ways of working
- Pick your own tech. We want you to be comfortable with your technology. That's why every employee is given an allowance to purchase the technology they want. Team PC or Team Mac, we won't judge!
- Ongoing Development Opportunities. We pride ourselves on our culture of continuous development and learning.
- Hybrid Working: We come together 3 days a week so we can maintain our vibrant office culture. Part of the Stone & Chalk startup ecosystem, our offices come with a LOT of perks and community events including weekly breakfast, fortnightly 'Chalk Chills' drinks and 'Sweet Spot'.
- Enhanced Parental Leave. We offer up to 12 weeks paid parental leave for primary carers and 4 weeks for secondary (with the option to swap in if needed) & flexible public holidays.
- Team Building & Social Events. Trivia or board game fan? We have you covered. We run regular team building and social events to maximise collaboration across teams.
- MERCH: On starting, you will receive a coveted Frankie hoody and t-shirt.
Creating a diverse and inclusive culture is fundamental to our success here at FrankieOne. We welcome and value all religions, national origins, gender identity or expressions, sexual orientation, marital status, age profiles, and those with specific needs. We are also aware that women and other marginalised people may only apply if they tick every box. However, even if you don't meet every single point on our job description, as long as you meet any essential criteria, and are motivated and curious to learn then please get in touch. We’d love to have a chat and take it from there!
