Lynx Tech (A Santander Company)
From Stealth to Market: Building the First Go-to-Market Function for a Bank-Built Fraud Platform.
Lynx Tech is a fraud and anti-money laundering platform originally developed within Madrid University and adopted by Santander for internal banking use.Over more than two decades, the technology matured inside the banking environment before being spun out as a standalone RegTech platform.
Backed by Series A funding and generating significant recurring revenue prior to commercial launch, Lynx Tech entered the market with a differentiated proposition, a fraud and AML platform built by a bank, for banks.
At the point Engage was retained, the business was operating in stealth mode, with no formal go-to-market team, no customer-facing infrastructure and limited external brand visibility.
The Challenge
The challenge was ambitious: transform a technically mature, bank-proven platform into a globally scalable RegTech business, targeting expanded geographies and new financial institutions.
Despite strong product foundations and existing revenue, Lynx Tech faced several structural challenges, with no established sales or partnerships functions, no RevOps frameworks, and due to it being pre-launch, there was no brand recognition across the fraud and AML vendor landscape.
The first task was not incremental hiring. It was the creation of a complete customer-facing organisation. This required a carefully sequenced build, installing leadership capability before scaling execution.
The Solution
Engage was retained prior to public launch, operating under NDA while the business remained in stealth. With no employer brand and minimal market visibility, success depended on credibility within the fraud and AML ecosystem. Engage leveraged its network to position the opportunity discreetly and confidently to senior candidates who they knew would meet the company's ambitions.
Phase 1: Installing the VP Layer
Rather than immediately hiring sales representatives, the focus was on embedding senior leadership capable of building structure, Engage supported with finding:
- VP of Sales (with strong RevOps and sales infrastructure experience)
- VP of Global Partnerships
- Head of Customer Support
- Technical Trainer
The VP Sales profile reflected an emerging market trend: revenue leaders with operational and RevOps depth, capable of designing processes, implementing CRM frameworks and establishing scalable commercial architecture. This leadership layer created the structural backbone for growth.
Phase 2: Building the Customer-Facing Organisation
Once embedded, Engage supported the expansion of:
- Account Executives across the UK and Spain
- Fraud-focused commercial hires
- Customer support capability
- Technical training infrastructure
The objective was to internalise functions previously handled externally, including implementation and professional services frameworks, enabling Lynx Tech to control the full customer lifecycle.
Throughout the process, Engage positioned a business few candidates had heard of, articulating:
- The Santander heritage
- Existing revenue base prior to GTM launch
- Series A backing
- Global scaling ambition
This required trust-led headhunting within a specialist fraud and AML talent pool.
The Outcome
Within six months, Lynx Tech transitioned from a technically strong but commercially dormant platform to a structured, customer-facing organisation with defined sales, partnerships, support and training functions.
Subsequently, a strategic shift at shareholder level resulted in a recalibration of international expansion plans, with focus returning to core geographies. As a result, parts of the newly established UK function were consolidated.
Despite this shift, the foundational commercial architecture remained in place, and several placed leaders progressed into expanded senior roles within the organisation.
