Reports to: RevOps Function Lead (reporting into the Revenue Organisation)
Location: Singapore (with regional travel across SEA, North Asia, ANZ)
Scope: All three revenue regions — SEA, North Asia, ANZ
Stage of business: High-growth, Series B-equivalent RegTech — significant enterprise client base, aggressive expansion targets
The Opportunity:
Tookitaki is a Singapore-based RegTech company building the trust layer for financial services across Asia Pacific. Our FinCense platform — powered by the AFC Ecosystem of federated financial crime intelligence — is deployed at major financial institutions including UOB, GCash, Maya, Fubon, and GXS. We are recognised by the World Economic Forum, FATF, and Chartis RiskTech100 as a leader in AI-driven AML and fraud prevention.
We are at a critical inflection point. We have a strong and growing enterprise client base across APAC and we are scaling aggressively — which requires not just more pipeline, but better-structured deals that close faster. We are hiring a Commercial Director to be the deal-closing engine across all three of our revenue regions.
This is not a regional sales role. This is a single individual who owns the commercial architecture of every significant deal Tookitaki signs in APAC — the person who walks into a room with a CCO at a Southeast Asian bank, a compliance officer at a Hong Kong fintech, or a risk leader at an Australian institution, and turns a well-developed relationship into a signed contract.
The Commercial Director operates as the deal-closing layer across all three revenue regions. Regional Managers own their markets, relationships, and pipelines. The Commercial Director enters at deal maturation and leads the commercial motion from that point through to signed contract.
Deal Architecture and Negotiation
- Lead commercial negotiation and deal structuring on all significant opportunities across SEA, North Asia, and ANZ from Stage 3 maturation through to contract execution
- Design multi-year contract structures, pricing models, and commercial terms that balance client needs with Tookitaki's revenue and margin requirements
- Build and maintain commercial playbooks, pricing guardrails, and deal-structuring frameworks for use by Regional Managers on smaller deals upstream
- Work within the deal desk framework to ensure every deal is modelled against pricing bands and approval thresholds before it reaches negotiation
Partnership and Non-Standard Deal Structures
A meaningful portion of Tookitaki's FY2026 growth will come from non-direct distribution: embedded compliance layers, white-label arrangements, market access partnerships, and API licensing models. These are structurally complex — and the Commercial Director is engaged from day one on every one of them.
- Engage from Stage 1 on all non-standard deal structures — partnership, white-label, revenue share, API licensing, or any model where the structure itself is the complexity
- Work with the Partnerships function to design deal economics for each archetype: layered pricing (partner charges end client Y, Tookitaki charges X), market access co-deploy models, and channel referral structures
- Ensure Legal is engaged immediately on all non-standard structures — no commercial terms are defined without Legal in the room
- Active pipeline includes OPS Philippines (gaming aggregator), Brankas / BNM (8 Malaysian banks), and PayMongo (rural bank digitalisation) — each requires bespoke structural thinking
Executive Presence and Founder Tandem
- Operate with executive presence in senior client meetings — you are the commercial authority in the room and are expected to hold that credibly with C-suite compliance and risk leadership
- Hold credible C-suite presence in rooms with CCOs, CFCOs, risk leaders, and procurement heads at enterprise financial institutions across APAC
- In partnership deals, take the lead on structural conversations at the executive level from the outset — do not wait for the RM to develop the relationship before engaging
Internal Collaboration
- Keep pipeline data current — deal economics and stage updates logged within 48 hours of every significant client interaction
- Equip Regional Managers with pricing intelligence, competitive positioning, and deal frameworks they can use earlier in the cycle without CD involvement
- Exit post-contract cleanly — hand the relationship back to the Regional Manager for continuity and expansion; the CD does not own accounts
Why This Role Exists Now
Context: Tookitaki's three Regional Managers own their markets deeply — regulatory relationships, compliance conversations, local market presence. What they need is a commercial specialist who enters at the moment that institutional trust converts into a signed contract. That conversion moment — deal structure, pricing negotiation, multi-year architecture — is where deals stall and where this role makes the difference.
What We Are Looking For
The Regional Managers bring the market knowledge, the regulatory context, and the institutional relationships. What they need alongside them is a commercial operator who can take a well-developed opportunity and architect the deal that closes it. We are not looking for a domain expert or a relationship manager — we are looking for someone who is exceptionally good at the commercial side: deal structure, contract negotiation, pricing strategy, and the judgement to get complex agreements across the line.
Essential:
- 8–14 years of commercial experience with a strong track record in enterprise B2B deal-closing — this could be in enterprise SaaS, financial services, technology, or professional services; what matters is that you have structured and closed complex deals
- Exceptional commercial negotiation skills — you are comfortable leading multi-party contract negotiations, pushing back on unfavourable terms, and holding your position under pressure without damaging the relationship
- Strong deal-structuring capability — multi-year contracts, pricing architecture, volume-based tiers, milestone-linked payments, white-label and licensing arrangements; you can model deal economics and stress-test them before the term sheet is on the table
- Experience with non-standard commercial arrangements — embedded, white-label, channel, revenue- share, API-licensing, or co-deploy models in an enterprise context
- Executive presence — you can hold a room with a CFO, General Counsel, Chief Risk Officer, or procurement head at a financial institution and be taken seriously as a commercial counterpart
- Financial literacy for deals — you understand margin, contract value, payment terms, and the financial implications of the commercial structures you are proposing
- Exceptional written and verbal communication in English; additional APAC languages (Mandarin, Bahasa, Thai) are an advantage
- Based in Singapore or willing to relocate; comfortable with regular regional travel across SEA, North Asia, and ANZ
Strongly Preferred
- Prior experience in financial services technology, RegTech, compliance software, or enterprise SaaS sold into financial institutions — industry context accelerates your ramp and increases your credibility with clients
- Familiarity with AML, financial crime compliance, or regulatory technology at a working level — you do not need to be a domain expert, but understanding the regulatory stakes your clients operate under helps you structure deals that address real commercial and compliance constraints
- Experience operating alongside a founder or senior executive in a closing model — comfortable with the CEO in the room and able to complement rather than defer to their presence
- Prior experience with partnership, channel, or non-direct distribution commercial models — not just direct sales
The Team You Are Joining
The Commercial Director sits within the Revenue Operations function and reports to the RevOps lead, who owns the operating system of the entire revenue organisation. You work directly alongside three Regional Managers covering SEA, North Asia, and ANZ — each with deep local market expertise and established client relationships. You have full access to the deal desk, pipeline infrastructure, and commercial modelling support that RevOps manages. You partner closely with the Partnerships function on non-standard deal structures, and with Legal on all novel commercial arrangements.
About Tookitaki
Tookitaki is a Singapore-headquartered B2B RegTech company providing AI-powered AML and fraud prevention solutions to enterprise financial institutions across Asia Pacific, the Middle East, and the United States. Our two core offerings — the FinCense platform and the AFC Ecosystem — enable financial institutions to reduce false positives by up to 90%, cut compliance costs by 50%, and achieve 100% risk coverage.
Clients include UOB, GCash, Maya, Fubon, GXS, Aeon Credit, and Tencent. We are recognised by the World Economic Forum as a Technology Pioneer, by FATF for innovative AI/ML solutions, and by Chartis as a RiskTech100 company. Tookitaki is majority-owned by Thunes and operates independently across Singapore, Philippines, and India.
