HyperVerge - Lead Account Executive

MISSION:

HyperVerge is a fast-growing AI company started by IITians with presence in Palo Alto, Irving, Bangalore and Ho Chi Minh. Leading Consumer Lenders, Telcos and Financial Services companies use HyperVerge's Fintech Platform for customer on-boarding, identity verification, fraud check and other services. HyperVerge currently helps clients onboard 35M customers every month

As part of our rapid growth plan, we are looking for dynamic and ambitious Business Expansion Lead to join the team. The incumbent will be a hunter and be responsible to generate annual recurring revenue of at least $1M USD by building a new customer base in India, US, Europe, Vietnam, Philippines, and Indonesia.

OUTCOMES EXPECTED - FIRST YEAR:

Goals:

- Develop a deep understanding of HyperVerge technology and products within the first month

- Drive new revenue taking charge of the full sales cycle: prospect, make introductory calls, qualify, and close strategic and profitable deals

- Create and maintain a pipeline of 20+ clients at any point in time with a min $50k annual revenue from each client

- Consistently achieve and exceed mutually agreed upon monthly sales goals

- Close annual recurring deals of $1M by landing new accounts by the end of first year

Responsibilities:

- Build a strategically selected list of target clients (with the help of Sales Leader)

- Constantly connect and pitch to top-level executives and decision makers at prospects

- Establish clear use-case and manage pilots with measurable business impact

- Establish pricing and the associated cost-benefit analysis

- Tactfully negotiate by understanding the client's decision making and approval process

- Push the internal legal team to close the commercial contract (only if required)

- Successful handoff to the account manager

- Focus on personal competence building across all stages of sales. Constantly learning better ways to prospect, discover, negotiate, close, etc.

- Share and build a best-practices knowledge base to share with current and future sales team members

- Exploring new markets/target segments

- Assist the Product team in meetings to understand problems clients are facing

- Proactively share insights and learnings from client conversations

PREREQUISITES:

- Proven track record in the Financial Services industry selling similar products (preferably SAAS)

- Excellent written and verbal communication via phone, email and in-person meetings

- Competitive and has a track record of over-achieving sales quota

- Good to have - deep understanding of business processes, customer journeys and client pain-points in consumer lending and other financial services companies

COMPETENCIES:

Hunter

- Understands clearly what it takes to generate New Revenue - identify a lead, generate interest, discover problems and is energised by (at least not afraid of) difficult situations, conversations, negotiations, conflict, rejection, etc.

- Competitive and result-focused

- Domain Knowledge and network

- Good track record of selling to the Financial Services industry

- Knows decision-makers and has a working relationship across organisations in the industry

- In-depth understanding of one of these - lending, insurance, securities, credit cards or mutual funds and has an understanding of the critical industry problems

- Analytical and Problem-Solving Skills

- High grasping power - Quick to understand and absorb qualitative or quantitative data and draw insightful conclusions from it

- Strong attention to detail - does not let important details slip through the cracks

Learning

- Intellectual curiosity - loves to ask questions and is genuinely interested in learning the client's needs

- Enthusiastic about learning and trying new approaches, best practices, and ideas and not overly attached to what has worked in the past

- Does not carry around a big ego and ready to collaboratively learn with the team

Focused Individual Contributor

- Spends 80% of focused time on creating new revenue (Exceeds revenue and pipeline targets)

- Not distracted by other things that are happening in the company and is absolutely fine with not being involved in non-revenue generating areas

I- s not interested in being a great corporate citizen trying to make everyone happy