Key Responsibilities

A. Enterprise Client Ownership:

- Own the full enterprise sales cycle - from lead generation and qualification to closure and onboarding.

- Customize pricing, contract terms, and implementation models in coordination with legal and finance teams.

B. Strategic Account Management:

- Manage and grow portfolio of enterprise customers (Banks, NBFCs, Insurance, Large Corporate).

- Build strong relationships with senior stakeholders across BFSI (Credit, Risk, Compliance, CTO/COO teams).

C. Solution Design & Customization

- Identify client pain points, industry gaps, and regulatory considerations. Share actionable insights with product and strategy teams.

- Translate complex client needs into actionable product roadmaps in collaboration with product and tech teams.

- Feed customer insight back into product/prioritization to influence roadmap and delivery.

D. GTM Strategy

- Support GTM efforts including demos, proposals, proof-of-concepts, and co-innovation pilots

- Forecast growth potential and identity cross-sell opportunities, with the goal to increase product adoption, wallet share and retention

E. Commercial Structuring & Negotiation

- Lead commercial negotiations, pricing structures, and long-term partnership models

- Performance Reporting

- Track sales pipeline and performance metrics; report directly to leadership team

- Regulatory & Market Awareness

- Maintain a clear understanding of regulatory (RBI, SEBI, MCA), operational, and technology shifts affecting lending/compliance in the BFSI landscape

What We're Looking For

- We're hiring for two roles in SaaS/enterprise strategic sales leadership:

- 15+ years of experience (CXO relationships, GTM strategy)

- 8-12 years of experience (Account ownership, client solutioning, deal execution)

- Proven track record of selling SaaS solutions to enterprise clients, with experience managing high-value deals (ARR > $500k).

- Prior experience in the Fintech or BFSI domain is highly desirable - especially with co-lending, digital lending platforms, regtech/compliance automation tools or credit evaluation workflows

- Experience working in cross-functional environments (product, legal, implementation) to deliver tailored enterprise solutions

- Exposure to AI/ML-driven product environments

Skills & Attributes

- Strong business acumen with a deep understanding of financial products, enterprise processes, and regulatory considerations

- Executive presence and the ability to influence and engage senior stakeholders (CXOs, Directors, Procurement Heads)

- Expertise in managing long and complex sales cycles, including RFPs, legal negotiations, and implementation planning

- Excellent verbal and written communication, stakeholder management, and commercial negotiation skills

- Highly analytical and KPI-driven, with the ability to derive insights from CRM tools, revenue reports, and pipeline data

- Proactive, self-motivated, and comfortable operating in fast-changing environments.