About the Role:

Secured Lending is InPrime's newest vertical and is currently in early pilot across a subset of operating states. This role is a from-scratch build: you will take the vertical from pilot to a scaled, multi-state secured lending business, with full ownership of strategy, product, policy, team, and go-to-market. You will work as a single-threaded owner for Secured Lending business outcomes, partnering closely with a dedicated Credit (Secured) function that operates independently and reports separately - a deliberate structural choice at InPrime to keep credit judgment unbiased by sales pressure, not a constraint on your authority over the business.

This is a build role, not a maintain role. You will inherit a pilot product and a live, if early, view of what works; everything else - team, channels, policy calibration, geographic sequencing - is yours to design.

What You'll Own:

1. Vertical Strategy & P&L:

- End-to-end ownership of the Secured Lending business case: AUM growth, portfolio quality, unit economics, and state-wise sequencing.

- Define the build-out roadmap from current pilot-stage operations to full coverage across all six geographies.

- Own the secured lending budget and resourcing ask, working with co-founders on investment pace versus portfolio readiness.

2. Product & Policy:

- Take the existing pilot secured product (loan-against-property / collateral-backed offering) from early-stage to a market-ready product - ticket size bands, tenure, LTV, collateral and title-verification workflow, pricing.

- Partner with Credit (Secured) to design and continuously refine underwriting policy purpose-built for the informal-prime segment - borrowers with irregular, undocumented, or hard-to-verify income.

- Bring sales-ground reality (income patterns, collateral types actually available, local title/registry quirks) into policy design without compromising Credit's independent sign-off.

- Define the LOS/LMS integration requirements for the secured journey end-to-end - application, legal/technical valuation, disbursement, and collections.

3. Team & Organisation Design:

- Design the Secured Lending org structure from the ground up - regional/cluster leadership, Area Manager and Relationship Officer layers, and how the vertical interfaces with InPrime's existing unsecured field network.

- Decide build-vs-borrow: where Secured Lending needs dedicated hires versus where it can run on a shared/seconded model with the unsecured AO network, especially in early states.

- Hire, structure, and stand up the first layer of state/cluster leadership; define hiring sequencing against the six-state rollout plan.

- Establish training and certification standards for secured-specific skills - collateral assessment, legal documentation, title verification - distinct from the unsecured RO playbook.

4. Go-to-Market & Channels:

- Design and execute two distinct GTM motions:

- Graduation channel - identifying and converting existing InPrime unsecured borrowers with strong repayment vintage into secured customers, using internal credit history as a sourcing and underwriting advantage.

- New-to-InPrime channel - building open-market sourcing through branch-led acquisition and local partnership channels (legal, property, and community intermediaries) to acquire secured customers with no prior InPrime relationship.

- Build the channel mix and incentive structures appropriate to each motion, recognising that graduation and acquisition customers differ in cost-to-source, risk profile, and sales cycle.

- Sequence channel and geographic rollout together - deciding which of the six states lead on graduation versus open-market sourcing based on existing unsecured book depth and competitive intensity.

5. Cross-Functional Operating Rhythm:

- Establish a regular operating cadence with Credit (Secured), Collections, and MIS/Tech to track portfolio quality (GNPA, SMA migration, OTRR, bounce rates) from the earliest disbursals.

- Represent Secured Lending in InPrime's broader business review and OKR processes alongside the existing North and South unsecured reviews.

What We're Looking For:

Must-Have:

- 8 - 12+ years in financial services, with at least 4 - 5 years in secured/mortgage lending (LAP, home loans, or gold/vehicle-backed lending) for the mass-market or informal-income segment.

- Demonstrated experience building a lending business or vertical from early/pilot stage to scale - not just running an established book.

- Strong field distribution background - has built or led a multi-state RO/AM-style sales network, ideally in NBFC or housing finance.

- Working fluency in secured lending policy and collateral mechanics - LTV, title due diligence, legal/technical valuation, registry processes across multiple state jurisdictions.

- Comfort operating with an independent Credit function - has built sales-credit collaboration models without owning credit sign-off.

- Hands-on org-builder: has hired, structured, and scaled field teams from a handful of people to a multi-state organisation.

Good to Have:

- Experience specifically in LAP or affordable housing finance targeted at self-employed, informal-income, or underserved borrower segments.

- Exposure to both graduation-style cross-sell (converting an existing unsecured base) and open-market secured acquisition.

- Prior NBFC or HFC experience in Tier 2/3 markets across North or South India, ideally overlapping InPrime's operating states.

- A track record as a strong #2 or regional business head ready to own a P&L independently for the first time.