Job Description: BDM Leader, RBF and Merchant Lending

About the Role:

We are looking for a BDM Leader - RBF and Merchant Lending to build and scale our merchant financing business across Revenue-Based Financing (RBF) and Merchant Loans.

This is a high-ownership role responsible for sales, sourcing, partnerships, operations, monthly disbursals and team performance. The ideal candidate should have strong experience in fintech, lending, D2C or e-commerce, with the ability to build channels, partnerships and deliver business targets.

You will operate as a mini business owner, driving the business from sourcing to disbursal.

Key Responsibilities:

1. Business and Sales Ownership:

- Own monthly disbursal, revenue and growth targets.

- Manage the complete funnel: lead generation, qualification, sanction, documentation and disbursal.

- Build and manage a high-performing sales team with clear targets and KPIs.

- Drive new merchant acquisition as well as repeat financing.

- Improve conversion, productivity and overall sales performance.

2. Partnerships and Sourcing:

- Build new merchant acquisition channels outside the existing Shiprocket ecosystem.

- Develop partnerships with e-commerce/D2C platforms, SaaS companies, marketplaces, payment companies, seller communities and other merchant ecosystems.

- Own partnerships end-to-end including identification, negotiation, commercials, launch and scale.

- Build predictable sourcing channels capable of contributing significant monthly volumes.

3. Operations and Execution:

- Lead Sales and Lending Operations to ensure smooth execution from application to disbursal.

- Work closely with Credit, Risk, Product, Technology, Finance and Collections teams.

- Improve TAT, processes and funnel efficiency.

- Track daily/weekly MIS and business performance.

4. Product, AI and Market Development:

- Identify financing requirements across D2C and e-commerce merchants.

- Work with Product and Credit teams to improve RBF, Merchant Loan, Inventory Financing and Working Capital propositions.

- Use AI tools extensively to improve sales productivity, merchant research, lead qualification, partner discovery, reporting, data analysis, communication and workflow automation.

- Demonstrated hands-on knowledge of modern AI tools and productivity platforms is a must-have.

- Identify opportunities to automate repetitive sales and operations workflows using AI.

- Track market and competitor trends and identify new growth opportunities.

5. Team Leadership:

- Hire, manage and develop the Sales, Partnerships and Operations team.

- Set KRAs/KPIs, drive performance and build a strong ownership culture.

- Build an AI-first, data-driven and technology-enabled business team.

What We Are Looking For:

- 3-6 years of experience in Fintech, Digital Lending, NBFC, RBF, Merchant Lending, D2C or E-commerce.

- Proven experience in B2B sales, merchant acquisition and business development.

- Strong track record of achieving monthly/quarterly business targets.

- Experience in building teams and external platform partnerships.

- MBA / PGDM from a reputed business school preferred.

- Hands-on knowledge of AI tools is mandatory; candidates should be comfortable using AI to improve productivity, analysis, research, sales and business processes.

- Strong commercial, analytical, negotiation and stakeholder management skills.

- Entrepreneurial mindset with strong execution orientation.

Success in This Role:

Within 6-12 months, you should be able to:

- Build a predictable monthly disbursal engine.

- Establish multiple external sourcing partnerships.

- Scale a strong Sales and Operations team.

- Improve funnel conversion and productivity.

- Build repeat financing opportunities.

- Implement AI-led productivity and automation across the business.

- Deliver aggressive growth while maintaining healthy portfolio quality.

Ideal Candidate:

Someone who thinks: I do not just manage a sales target, I own the business. A strong combination of sales aggression, partnership capability, operational discipline, lending expertise and an AI-first mindset will make you successful in this role.

Role Details:

- Role: BDM Leader - RBF and Merchant Lending

- Experience: 3-6 Years

- Education: MBA / PGDM

- Location: Gurgaon

- Function: Business / Sales / Partnerships / Operations

- Industry: Fintech / Lending / D2C / E-commerce