JOB DESCRIPTION

Director - Financial Institutions Group (FIG)

Company:

Capwise Financial Services Private Limited

Position Title:

Director - Financial Institutions Group (FIG), Debt Capital Markets

Company Overview:

Capwise Financial Services is a full-service investment banking and financial advisory firm that helps businesses raise capital, execute strategic transactions, and navigate complex financial decisions across domestic and cross-border markets. With experience spanning 200+ debt transactions and 35+ equity and M&A deals, the firm combines a strong origination network with an active deal pipeline and a partner-led model, where sector heads own their client franchise, revenue budgets, and teams, supported by Capwises broader platform, central origination network, and execution capabilities.

Position Overview:

We are seeking an experienced Director to lead our Financial Institutions Group (FIG) a debt-focused practice that helps non-banking financial companies (NBFCs), housing finance companies (HFCs), microfinance institutions (MFIs), small finance banks, fintech lenders, and other financial institutions raise funds from banks, other NBFCs, and institutional debt investors. Coverage spans term loans, non-convertible debentures (NCDs), securitization and direct assignment, co-lending arrangements, structured and subordinated debt, and other debt capital markets products. This is a P&L-owning role. You will carry the revenue budget for the sector, build and convert your own origination pipeline, price and win mandates, and be accountable for the profitability, resourcing, and growth of the practice.

You will own the FIG franchise end to end: cultivating relationships with promoters, CFOs, and treasury teams at NBFCs and other financial institutions, as well as with the credit and investment teams of banks, NBFCs, mutual funds, AIFs, DFIs, and offshore credit funds on the lending side; converting these relationships into signed debt mandates on commercially attractive terms; overseeing the structuring, syndication, and closing of fund-raising transactions through your team; and managing the revenue, cost, and margin outcomes of the vertical.

Key Responsibilities:

1. P&L Ownership & Business Development:

- Revenue & P&L Ownership: Own the Financial Institutions Group (FIG) P&L set and deliver the annual fee-revenue budget, manage the team cost base and deal expenses, and report performance and forecasts to the firm's leadership.

- Origination & Pipeline: Build and own a proprietary pipeline of NBFCs, HFCs, MFIs, fintech lenders, and other financial institutions seeking debt capital, alongside banks, NBFCs, mutual funds, AIFs, DFIs, and other lenders and debt investors, supplemented by the firm's central network and balance sheet.

- Pitch to Win: Lead pitches and bake-offs, presenting deep FIG and debt-market insight and bespoke fund-raising strategies that convert prospects into signed clients.

- Mandate Structuring: Draft, negotiate, and finalize Mandate Letters, Engagement Agreements, and fee structures, pricing mandates to protect the practice's margin and the commercial interests of the firm.

2. Transaction Oversight & Delivery:

- Transaction Management: Hold delivery accountability across the entire lifecycle of debt raising and syndication (term loans, NCDs, securitization, direct assignment, co-lending, structured and subordinated debt, and ECB) transactions.

- Financial Modeling & Credit Analysis: Supervise the creation of complex financial models, credit and cash-flow analyses, asset-liability (ALM) and pool-cut analyses, and the credit story and structuring rationale presented to lenders and rating agencies.

- Collateral Preparation: Ensure the highest quality production of pitch books, Information Memoranda, lender presentations, rating agency presentations, and pool/portfolio data packs.

3. Due Diligence & Deal Closing:

- Data Room Management: Oversee Virtual Data Rooms (VDR), managing the flow of information between clients, lenders, and debt investors.

- Due Diligence Coordination: Lead the financial, legal, credit, and portfolio due diligence processes, actively resolving deal-breakers and bottlenecks.

- Definitive Documentation: Collaborate with legal counsels and debenture trustees to negotiate and finalize term sheets, sanction letters, Facility/Loan Agreements, Debenture Trust Deeds, securitization and assignment documents, security and hypothecation deeds, and other definitive financing documents.

4. Team Leadership & Stakeholder Management:

- Team Building & Leadership: Hire, manage, mentor, and maximize the utilization and productivity of a dedicated team of Vice Presidents, Associates, and Analysts within the Financial Institutions Group.

- Client Management: Act as the primary, trusted advisor to promoters, CFOs, and treasury teams of NBFCs and other financial institutions across the full relationship lifecycle, while maintaining strong relationships with bank and institutional credit teams, deepening wallet share and building a durable, repeat client base.

Key Performance Indicators (KPIs):

- Fee Revenue vs. Budget: Annual fee income generated by the Financial Institutions Group (FIG) vertical against the agreed revenue budget.

- Quantum Raised & Syndicated: Aggregate quantum of debt raised and syndicated across mandates during the period, spanning banks and other NBFCs.

- Practice Profitability: Contribution margin of the vertical after direct team, deal, and overhead costs.

- Self-Originated Mandates: Value and quality of mandates originated directly by the Partner / Director, and conversion rate from pitch to signed mandate.

- Deal Closure Rate (Success Ratio): Percentage of signed mandates successfully executed and closed.

- Timeline Adherence: Efficiency and speed in moving a transaction from mandate sign-off to documentation, sanction, and disbursement.

- Client Satisfaction & Repeat Business: Post-transaction client feedback, plus repeat and referral mandates generated from the existing client base.

Qualifications & Experience:

Education: MBA from a Tier-1 business school, Chartered Accountant (CA), or CFA charterholder.

Experience: 15+ years of core investment banking, debt capital markets, or financial-institutions coverage experience within a reputed IB firm, institutional platform, NBFC/bank DCM or treasury desk, or boutique advisory house, including substantial coverage of NBFCs, HFCs, MFIs, and other financial institutions and their debt fund-raising.

Track Record: A proven history of successfully closing debt fund-raising and syndication transactions term loans, NCDs, securitization, direct assignment, co-lending, and structured debt. Must be able to demonstrate an extensive list of closed deals, together with evidence of personally originated revenue and, ideally, prior ownership of a revenue budget or practice P&L.

Sector Expertise: Deep domain knowledge of the financial institutions sector and NBFC business models (asset finance, housing finance, microfinance, MSME and consumer lending, gold loans, and fintech lending), fluency in sector and credit metrics (AUM growth, net interest margin, cost of funds, capital adequacy/CRAR, gearing and leverage, asset-liability management, and asset quality), familiarity with the relevant regulatory regime (RBI scale-based regulation for NBFCs, securitization and direct-assignment guidelines, co-lending norms, and priority-sector lending), and active networks among bank and NBFC credit teams, mutual funds, AIFs, DFIs, insurance companies, and offshore credit funds on the lending side, and founder/promoter and CFO/treasury groups on the borrower side.

Skills: Proven business-development and client-origination ability, commercial and P&L management judgment (pricing, resourcing, cost control), master-level negotiation skills, strong understanding of debt documentation and financing structures, and sharp credit and analytical acumen.