Shiprocket - BDM Leader - Revenue-Based Financing & Merchant Lending

: 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