Case StudySelling to the banks that shape global payments

As Finastra strengthened its position with North America's largest banks, it needed a specialist sales team capable of engaging one of the most demanding customer groups in financial services.

Wenham Carter partnered with the business to build the leadership and commercial capability needed to compete more effectively across the Tier 1 banking market.

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Business ContextWinning growth in one of banking’s most competitive technology markets

Finastra is one of the world’s leading providers of financial technology, helping banks modernise the way money moves through their payments infrastructure.

As demand for faster, more resilient payment systems accelerated, the business wanted to strengthen its presence with North America’s largest banks. Winning in this market required a highly specialised commercial team with the credibility to engage senior banking leaders and navigate complex enterprise sales cycles.

Who made this happen?

The Growth ChallengeFinding the people who sell to North America's largest banks

Finastra needed experienced sales leaders with a proven track record of selling complex payments technology into Tier 1 banks. These individuals are highly sought after and rarely active in the market, with many already working for direct competitors.

The business engaged Wenham Carter because of our specialist network across North American banking technology and our track record delivering similar programmes for leading payments providers.

Success depended on finding the small number of sales leaders already trusted by North America's largest banks.

Our ApproachBuilding a specialist team for a specialist market

Working closely with Finastra’s Talent Acquisition team and the Chief Revenue Officer for Payments, Wenham Carter built a dedicated sales team focused exclusively on the Tier 1 banking market.

Rather than treating each hire as a standalone search, we built a coordinated team of senior commercial leaders capable of opening relationships with the largest banks in North America and strengthening Finastra’s position in complex enterprise sales opportunities.

The success of the programme led to further retained work supporting the Lending business, where we partnered with the Chief Revenue Officer to build commercial capability across corporate and commercial lending. Today, the partnership continues as we support the expansion of sales and account management teams across Europe.

Business OutcomeCreating the commercial capability to compete at the highest level of banking

The new team strengthened Finastra’s ability to engage North America’s largest banks and compete more effectively in strategic procurement and RFP processes.

By building specialist commercial capability across Payments and Lending, the partnership has helped position the business more strongly in competitive enterprise sales processes while supporting its continued international growth.

Today, Wenham Carter continues to support Finastra’s commercial growth strategy across multiple markets.

What began as one specialist team build has grown into a long-term partnership spanning Payments, Lending and Europe.

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