About the Role :

We are seeking a seasoned Vice President of Sales to lead revenue growth across our enterprise BFSI portfolio. The VP - Growth will own the full revenue lifecycle for Banks, NBFCs, HFCs, MFIs, and other regulated financial institutions: from territory strategy and pipeline generation through complex multi-stakeholder enterprise deals, contract negotiation, and post-sale account expansion. This is a senior leadership role responsible for delivering committed annual revenue targets, building and mentoring a high-performance sales organization, and partnering closely with Product, Engineering, Customer Success, and Marketing to shape our go-to-market in a rapidly evolving AI-led fintech landscape.

The ideal candidate combines deep domain fluency in banking and lending technology, a strong network across BFSI CXOs and procurement leaders, and the commercial sophistication to navigate enterprise sales cycles that increasingly include outcome-based pricing, consumption models, and AI-led value conversations.

Key Responsibilities :

1. Revenue Ownership & Growth :

- Own the annual sales quota and quarterly revenue commitments across new business, expansion, and renewals; deliver predictable, forecastable growth.

- Build and maintain a 3 - 4x pipeline coverage; institute rigorous forecast hygiene and pipeline review cadence.

- Drive measurable improvement in core sales KPIs: win rates, average deal size, sales cycle length, ACV, NRR, and CAC payback.

- Partner with Finance and the CEO to set realistic yet ambitious targets, segment-level revenue plans, and incentive structures.

2. BFSI Account Strategy :

- Develop and execute account strategies for Tier-1 Banks, leading NBFCs/HFCs, and strategic financial institutions; build named-account plans with multi-year revenue trajectories.

- Cultivate executive relationships with CXO buyers - CIO, CTO, CDO, Chief Risk Officer, Chief Operating Officer, Head of Retail/Corporate Banking, Head of Lending - and navigate the dual stakeholder map of business and technology buyers.

- Lead complex, multi-quarter enterprise pursuits involving RFPs, POCs, security and compliance reviews (RBI guidelines, data localization, ISO 27001, SOC 2), and procurement negotiations.

- Drive land-and-expand motion: identify white space within installed accounts and orchestrate cross-sell of additional product modules, AI-led capabilities, and managed services.

3. Commercial & Pricing Leadership :

- Lead pricing strategy in partnership with Product and Finance; evolve commercial models from traditional license/AMC to subscription, consumption-based, outcome-linked, and hybrid pricing structures.

- Personally lead negotiation of strategic and high-value contracts; structure deals that balance revenue recognition, cash flow, customer flexibility, and margin discipline.

- Build commercial playbooks and approval matrices that empower the sales team while protecting deal economics and contract risk.

4. Team Building & Leadership :

- Recruit, develop, and retain a world-class enterprise sales team including Sales Directors, Account Executives, Key Account Managers, Inside Sales, and Sales Operations.

- Implement a structured sales methodology (MEDDPICC, Challenger, or equivalent) and embed it across the team through training, deal reviews, and coaching.

- Foster a high-performance, accountability-driven culture; manage performance rigorously and develop a strong bench of internal talent.

5. Go-to-Market & Cross-Functional Partnership:

- Partner with Marketing to drive demand generation, ABM programs for top BFSI accounts, industry analyst engagement, and presence at key forums (NASSCOM, IBA, FICCI, ASSOCHAM, IDRBT events).

- Work closely with Product and Engineering to channel customer feedback, influence the product roadmap, and ensure GTM readiness for new launches and AI capabilities.

- Collaborate with Customer Success and Delivery to ensure smooth handover, drive NRR through expansion, and minimize churn at renewal.

- Represent the company externally at industry conferences, customer events, and analyst briefings; serve as a credible voice on BFSI technology trends.

6. Operational Excellence :

- Institute disciplined sales operations: CRM hygiene, pipeline reviews, forecast accuracy, win/loss analysis, and territory planning.

- Leverage AI and modern sales tools (conversation intelligence, AI-assisted prospecting, deal coaching) to drive seller productivity and forecast quality.

- Provide regular, transparent reporting to the CEO, Board, and investors on revenue performance, pipeline health, and market dynamics.

Required Qualifications :

1. Experience :

- 12 - 15+ years of progressive experience in enterprise B2B technology sales, with at least 8 years selling software, platforms, or technology services to BFSI customers.

- Demonstrated track record of consistently meeting or exceeding multi-million-dollar annual quotas in enterprise SaaS, fintech, banking technology, or lending technology businesses.

- Minimum 5 years in a sales leadership role managing teams of 10+ sellers across multiple regions or customer segments.

- Hands-on experience closing large, complex enterprise deals (5 Cr+ ACV or $1M+ TCV) involving multi-stakeholder, multi-quarter sales cycles.

2. Domain Expertise:

- Deep understanding of the BFSI landscape in India and regional markets: regulatory environment (RBI, SEBI, IRDAI), business priorities of banks vs. NBFCs vs. HFCs, technology buying patterns, and procurement processes.

- Fluency in one or more of: core banking, lending technology, digital banking, payments, risk and compliance, treasury, capital markets technology, or wealth management platforms.

- Strong existing network across BFSI CXOs, IT leadership, and procurement organizations; ability to open doors at the top of Tier-1 institutions.

- Familiarity with how AI is reshaping financial services: AI-led underwriting, fraud, customer service, document processing, and the commercial implications for technology vendors.

3. Commercial Sophistication:

- Proven success structuring and negotiating complex enterprise contracts: licensing, subscription, consumption-based, milestone, T&M, and outcome-linked pricing.

- Experience leading commercial model transitions (e.g., perpetual to subscription, T&M to outcome-based) is a strong advantage.

- Strong business and financial acumen: P&L thinking, unit economics, deal margin discipline, and ability to construct compelling customer ROI/business cases.

4. Leadership Capabilities:

- Demonstrated ability to recruit, build, and lead high-performance sales teams; track record of developing internal leaders.

- Strong executive presence and communication skills; comfortable engaging with CXOs, Boards, analysts, and media.

- Operating discipline: ability to instill rigorous sales processes, forecast accuracy, and data-driven decision-making.

- Resilience and adaptability to thrive in a fast-changing, AI-disrupted market environment.

5. Education :

- Bachelor's degree required; MBA from a Tier-1 institution strongly preferred.

Preferred Qualifications :

- Prior experience at a fintech, banking technology vendor, or financial services consulting firm working with Indian and regional BFSI customers.

- Exposure to international markets (Southeast Asia, Middle East, Africa) and experience scaling sales operations across geographies.

- Familiarity with AI-led product offerings and the ability to articulate AI value propositions to traditional BFSI buyers.

- Experience working in venture-backed or PE-backed growth-stage environments with board-level reporting cadence.