Meet: LAB Group (via Affix)

Industry: RegTech, SaaS Platform

Location: Sydney CBD (hybrid), Melbourne considered for the right candidate

Market: Financial Services & Regulated Sectors

Funding: Private The Story

Right now, compliance is the conversation in every boardroom across Australian financial services. AML/CTF reform is rewriting the obligations of fund managers, asset managers, fund administrators and wealth businesses, and pulling entirely new sectors like legal, accounting and real estate into the regime for the first time.

These organisations are not weighing up whether to act. They are deciding who to act with, and the addressable market is expanding faster than most vendors can service it.

LAB Group is one of the proven players in this space. An established Australian RegTech, its platform (LAB Engage, LAB Verify, LAB Portal and LAB Service) automates client onboarding, identity verification, watchlist screening and compliance workflow across the full customer lifecycle. Its clients include leading banks, global custodians, trustee companies, fund administrators, fund managers and wealth firms, and it has built a decade-plus reputation in exactly the verticals now under the most regulatory pressure.

LAB's core financial services market alone still holds enormous net-new opportunity, before you even get to the Tranche 2 sectors regulation is opening up next. The demand is real, the timing is now, and LAB is building the commercial engine to meet it.

The Role

This is a senior individual contributor role built around one thing: winning new business. Reporting to the Sales Director, you will own the full sales cycle end to end,



from self-sourced prospecting and pipeline generation through discovery, demo, commercial negotiation and close. A sales development representative will work alongside you to feed the top of funnel, but the engine of this role is your own hunting.

The role exists to go and win new logos across the priority verticals: wealth management, funds management and fund administration, where the LAB platform is already proven and the LAB name opens doors. Over time you will also play a part in LAB's push into Tranche 2 sectors: real estate, accounting and legal.

The buyers are compliance officers, COOs and senior operations leaders navigating real regulatory complexity. They need a peer in the room who understands their world, not a pitch. The right person can prospect hard and still hold a credible, consultative conversation with a sophisticated buyer.

What This Role Calls For A genuine hunter. Someone who has consistently built and closed self-sourced pipeline in a B2B SaaS environment, who carries a number with pride, and who measures themselves on new logos won rather than accounts retained. This is a new-business role first and everything else second.

A warm network across Australian financial services, particularly in wealth, funds or fund administration,



and live access to the compliance and operations buyers who own these decisions. The credibility to walk into a room with a Chief Compliance Officer or COO and be taken seriously from the first conversation.

Commercial rigour. You own complex, multi-stakeholder cycles from discovery to close, you structure deals and navigate procurement, and you run a clean, accurately staged pipeline in Salesforce. You treat forecasting and activity discipline as part of the craft, not an afterthought.

Direct RegTech experience is ideal but not essential. Familiarity with AML/CTF, KYC or compliance workflow software will set a candidate apart, but domain knowledge can be developed. Hunting instinct and buyer credibility cannot.

The Chance

There are not many moments in a sales career where the market timing, the product maturity and the quality of the client base all align the way they do at LAB Group. Regulation is creating urgent, board-level demand across exactly the organisations LAB serves, and this role puts you at the front of it, with a proven product behind you and a market that has never been more ready to buy.

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. You will report directly to the Sales Director with visibility across the full commercial function, on a competitive base plus commission.

The foundation is built. The frontier is open. What comes next is down to the person who takes it on.

If that person is you, we'd like to talk.

📌 Senior Account Executive (Sydney)
🏢 Affix
📍 Sydney