Vikki Gray

• Reporting directly to the Sales Director, I lead the Business Development/Sales function with full accountability for revenue, volume growth, forecasting accuracy, and divisional profitability. I manage a sales team operating across regulated and high-risk sectors including but not limited to Forex, Gaming, Crypto, CBD, Nutra, E-commerce and Travel.
• Key Achievements
• 2023: Delivered £14M in volume against a £12.6M target (111%). highest performing sales team.
• 2024: Delivered £24.8M in volume against a £21.5M target (115%), highest performing sales team.
• 2025: Transitioned from volume to revenue-based targeting (£159K target) and delivered £635K (399% of target). highest performing sales team.
• Shifted strategic focus from volume-driven growth to revenue quality and margin optimisation.
• Leadership & Team Development
• Recruit, onboard and develop Business Development Managers to full productivity.
• Designed and implemented a structured 30/60/90-day onboarding and early-life development programme with ramped KPIs.
• Built clear sales infrastructure including performance tracking, coaching frameworks, and pipeline governance.
• Introduced and structured a Corporate BDM role to focus on direct, higher-value opportunities and reduce partner dependency.
• Conduct monthly and annual performance reviews, implementing structured development or improvement plans where required.
• Create and manage incentive structures aligned to profitability and revenue quality.
• Sales Strategy & Forecasting
• Design and implement the end-to-end sales process and KPI framework.
• Own monthly, quarterly and annual forecasting across volume and revenue.
• Present board-level reporting covering performance, risk exposure, sector mix and forward projections.
• Manage sector diversification across Forex, Gaming, Crypto and Travel to reduce concentration risk.
• Bank & Regulatory Alignment
• Educate the sales team on acquiring bank regulatory and licensing requirements across Europe and offshore jurisdictions.
• Support deals through onboarding to live processing, ensuring quality submissions and reduced friction.
• Conduct weekly and quarterly calls with acquiring banks to align on appetite, performance and pipeline strategy.
• Maintain senior relationships with acquiring banks and industry partners.
• Cross-Functional Leadership
• Work closely with Operations, Risk and Integrations to ensure smooth onboarding and ongoing processing stability.
• Attend board meetings to contribute to strategic growth planning.
• Maintain overall accountability for divisional profitability and commercial performance.
• This role combines strategic leadership, structured forecasting, regulatory oversight and hands-on sales management to deliver sustainable, compliant and high-margin growth.

• Excelled in delivering high-risk merchant services, driving new business across regulated and complex sectors including Forex, Gaming, Crypto, CBD, E-commerce and Travel. Consistently exceeded individual targets, contributing directly to company-wide revenue growth and strategic objectives. Recognised for strong commercial drive, resilience and ability to convert complex opportunities in challenging regulatory environments.
• Key Achievements
• Built and maintained £2.5M rolling monthly processing book prior to promotion.
• Consistently overachieved revenue and volume targets through disciplined pipeline management and strong bank alignment.
• Promoted to Sales Manager in recognition of sustained performance, leadership capability, and commercial impact.
• Core Responsibilities
• Sourced, qualified and nurtured high-risk merchant leads, managed full sales cycle from initial outreach through to contract execution and onboarding.
• Structured and positioned complex deals to align with acquiring bank appetite, regulatory requirements and sector-specific risk considerations.
• Worked closely with acquiring banks to negotiate approvals, manage underwriting queries and secure competitive terms for merchants.
• Collaborated cross-functionally with Operations, Risk and Integrations teams to ensure smooth onboarding and transition to live processing.
• Maintained strong control of pipeline forecasting, ensuring consistent deal flow and predictable revenue generation.
• Represented business at industry events, conferences and networking functions to strengthen market presence and develop strategic partnerships.
• Demonstrated ability to combine technical understanding of high-risk payment environments with strong commercial acumen, consistently delivering growth in complex and regulated markets.

• Focused on expanding company’s presence across Northeast of England by implementing proactive and targeted business development strategies. Identified and secured new merchant opportunities, promoting tailored payment solutions designed to improve efficiency and customer experience.
• Developed and managed new business relationships across the region, driving pipeline growth.
• Engaged directly with clients to understand their payment requirements and present suitable acquiring solutions.
• Identified new market opportunities and contributed to regional growth strategy.
• Delivered high standard of customer experience from initial contact through to onboarding.
• Role concluded due to COVID-19 furlough scheme and wider market disruption.

• Generated new business through proactive cold calling, field prospecting, and scheduled appointments with SMEs. Conducted face-to-face meetings to assess merchant requirements and recommend appropriate card acquiring solutions. Focused on low-risk merchant segments, ensuring alignment with acquiring bank risk appetite and onboarding criteria.
• Built and maintained a strong field-based pipeline, balancing new prospecting with active deal progression.
• Maintained a strong understanding of PCI DSS, KYC, AML, and regulatory requirements relevant to card acquiring.
• Set clear expectations with merchants around timelines, documentation, and processing requirements.
• Achieved and exceeded new business volume and revenue targets through consistent activity and conversion.
• Represented the business professionally in the field, acting as a trusted point of contact throughout the sales process.
• Maintained accurate CRM records to track activity, pipeline, and performance.
• Followed up post-onboarding to ensure merchants were live, processing successfully, and satisfied with the solution.

• Generated qualified sales opportunities through high-volume outbound cold calling to SMEs. Booked face-to-face appointments for Business Development Managers within defined territories. Carried out initial qualification to identify low-risk merchants aligned with acquiring bank criteria.
• Conducted early-stage discovery to understand card acquiring needs, processing volumes, and business models.
• Maintained high-quality appointment standards to support strong BDM conversion rates.
• Managed appointment confirmations, follow-ups, and rescheduling to maximise attendance.
• Maintained accurate CRM records for call activity, qualification notes, and outcomes.
• Worked closely with BDMs to refine messaging, objection handling, and target profiles.
• Actively sought feedback and coaching to improve call quality and commercial awareness.
• Developed a strong understanding of card acquiring products, underwriting, and compliance requirements.
• Demonstrated a clear commitment to professional development, with the objective of progressing into a BDM role within 18 months.

Acted as a Senior Sales Advisor, supporting customers with a range of banking products and financial solutions.
Delivered a consistently high standard of customer service, balancing commercial outcomes with regulatory obligations.
Conducted needs-based conversations to identify appropriate products aligned with customer circumstances and risk profiles.
Advised on and supported sales of current accounts, lending products, and ancillary banking services in line with policy and compliance requirements.
Maintained a strong understanding of FCA regulations, Treating Customers Fairly (TCF), and internal governance standards.
Achieved and exceeded individual sales and service targets while maintaining quality and compliance metrics.
Handled complex customer queries, escalations, and complaints, ensuring fair and timely resolution.
Supported and coached junior advisors, sharing best practice and contributing to team development.
Worked collaboratively with colleagues and management to support branch performance and wider business objectives. Maintained accurate records and documentation in line with audit and compliance standards.

Demonstrated strong product knowledge and the ability to explain financial information clearly and responsibly.
Acted as a trusted point of contact for customers, building long-term relationships and confidence in the Barclays brand
Stepped away after taking a career break after the birth of my son.