LAB Group is a leading Australian RegTech company delivering digital onboarding, KYC orchestration, and compliance infrastructure for regulated businesses. Their SaaS platform, comprising LAB Engage, LAB Verify, LAB Portal, and LAB Service, automates client onboarding, identity verification, watchlist screening, and compliance workflow management across the full customer lifecycle.
Their clients include leading banks, global custodians, trustee companies, fund administrators, fund managers, and wealth management firms. The platform is mature. The reputation is earned. The relationships run deep.
Australia's AML/CTF reform landscape is driving significant and urgent demand across financial services and beyond. Tranche 1 has long been LAB Group's home ground. Tranche 2 is now pulling real estate, accounting, and legal firms into the compliance conversation for the first time, and the addressable market is expanding rapidly as a result. The demand is structural. The problem is real. The product solves it.
They are building the commercial team to match.
The Role
Reporting directly to the Sales Director, this is a high-impact individual contributor role responsible for driving new business revenue across LAB Group's core target markets. Priority verticals span wealth management, funds management, and fund administration in Tranche 1, and a growing focus on Tranche 2 sectors including real estate, accounting, and legal firms, as AML/CTF reform obligations extend into these industries for the first time.
This role owns the full sales cycle from outbound prospecting and self-sourced pipeline generation through to commercial negotiation and close. Working alongside a sales development representative, the focus is on strategic, multi-stakeholder enterprise and mid-market opportunities. That means prospecting and qualifying across both inbound leads and outbound activity, leveraging existing industry relationships, leading discovery and needs analysis, delivering compelling platform demonstrations tailored to the compliance and customer lifecycle challenges of each prospect, and leading RFP and RFI processes for the right opportunities. Consistently meeting and exceeding monthly and quarterly new business targets is the expectation, not the aspiration.
Pipeline discipline sits at the heart of how this team operates. An accurately staged pipeline, strong CRM hygiene in Salesforce, reliable weekly forecasting, and a sharp eye on the metrics that matter, new logos, pipeline coverage, conversion rates, and average contract value,



are all part of how performance is built and measured here.
The buyer landscape is varied, and that is part of what makes this role genuinely interesting. Compliance officers and COOs are the core stakeholders in Tranche 1. In Tranche 2, the conversation shifts to practice managers, partners, and business owners navigating compliance obligations for the first time. Across both, the ability to engage credibly as a trusted peer, to gather and relay market intelligence back into the business, and to collaborate closely with marketing, customer success, and product teams is what separates the right person from the rest.
The Culture
LAB Group operates by three values: Lean, Agile, and Bold. They optimise resources while staying growth-oriented, they anticipate and adapt to change, and they remain entrepreneurial, innovative, and customer-focused in everything they do. It is a performance-driven culture that rewards results and operates as a team. People here are given real responsibility and expected to take it seriously.
This is also a business in an active growth phase. The person joining now will have visibility across the full commercial function, a direct line to the Sales Director, and the opportunity to make a mark that actually sticks.
What This Role Calls For
A genuine, warm network within Australian financial services, particularly across wealth management, funds management, or fund administration, and the credibility to walk into a room with a Chief Compliance Officer, COO, or senior operations leader and be taken seriously from the first conversation.
Experience in B2B SaaS sales or financial services solutions, with a proven ability to generate self-sourced pipeline and close complex, multi-stakeholder deals end to end. Exceptional communication and presentation skills across senior compliance, operations, and technology stakeholders. The commercial acumen to structure deals, navigate procurement, and negotiate contracts. Salesforce discipline. And a relationship-first mindset, because this is a business that sells on trust and the right person understands the difference between building a partnership and closing a transaction.
Beyond the essentials,



direct experience selling into wealth management, funds management, fund administration, or Tranche 2 sectors will set a candidate apart. So will familiarity with AML/CTF, KYC, or compliance workflow software, and a genuine curiosity about the regulatory landscape and the technology solving it.
The attributes that matter as much as the experience: driven and self-directed with high personal accountability for outcomes. Resilient through long sales cycles. A collaborative team player who contributes to a performance culture, not just participates in it. High integrity and a commitment to customer-centric selling. And someone who has embraced AI-assisted ways of working, because this team is forward-looking in how it operates.
The Opportunity
Australia's AML/CTF reform landscape is reshaping the compliance obligations of businesses across the country, and LAB Group sits at the centre of it.
Tranche 1 has long been LAB Group's home ground. Their relationships with Australia's leading banks, global custodians, fund administrators, wealth managers, and funds management firms are deep, long-tenure, and built on a platform that has been proven over more than a decade. This is where the core of the chance sits and where the right person will make their mark fastest, leveraging an established reputation and a client base that opens doors.
Tranche 2 is the next chapter. For the first time, real estate agencies, accounting firms, and legal practices are being brought into AML/CTF compliance obligations. These are sectors that have never had to think about compliance infrastructure before. The urgency is real, the addressable market is expanding rapidly, and LAB Group is already building the partnerships and go-to-market motion to capture it.
For the right sales professional, this is a rare moment. The foundation is already built in Tranche 1. The growth frontier in Tranche 2 is opening in real time. The person who steps into this role inherits one and helps define the other.
This is a role for someone who wants to build something meaningful inside a business that has already done the hard work of earning its reputation. The platform is proven. The client base opens doors. The reform tailwind is only getting stronger.
If that person is you, we would like to talk.
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