Assistant Vice President - Sales - BFSI/Fintech

Role Overview:

Were looking for a senior sales professional who can drive both new logo acquisition and revenue growth from existing clients across Indias BFSI, NBFC, and Fintech landscape. Youll own the full enterprise sales lifecycleidentifying new opportunities, leading complex consultative sales processes, and deepening relationships with existing accounts to grow share-of-wallet and unlock long-term value.

This is a high-ownership, high-impact role that requires strategic thinking, enterprise stakeholder management, and a strong understanding of collections, credit risk, and recovery operations.

What youll do:

1. New Business Acquisition:

• Identify and close new opportunities across banks, NBFCs, fintechs, and digital lenders.
• Build and run high-quality sales pipelines through structured outbound efforts and referrals.
• Lead solution discovery, pitch customization, and proposal development.
• Manage complex enterprise deal cycles involving product, legal, compliance, and finance teams.

2. Existing Account Growth:

• Own and grow revenue from a portfolio of key lending clients.
• Deepen engagement by expanding into new product lines, DPD buckets, and collection channels.
• Partner with internal BizOps and delivery teams to ensure high performance and renewal success.
• Conduct regular reviews and strategic check-ins to drive upsell/cross-sell opportunities.

3. Strategic & Consultative Selling:

• Understand each lenders business model, regulatory environment, and credit risk frameworks.
• Translate our product capabilities into measurable outcomes for client collections performance.
• Drive strategic conversations with CXOs, heads of collections, credit risk, digital, and legal.

4. Internal Collaboration & GTM Enablement:

• Work cross-functionally with Product, BizOps, CRI, and Marketing to deliver partner success.
• Relay insights from the field to shape product features, pricing strategies, and GTM playbooks.
• Help design commercial structures that balance value delivery with margin goals.

Requirements:

• 10 - 15 years of enterprise sales experience in fintech, SaaS, collections, or BFSI tech.
• Proven success in both winning new logos and expanding existing accounts.
• Deep understanding of lending workflows, collections strategies, or credit risk.
• Track record of closing complex, multi-stakeholder enterprise deals.
• Excellent relationship-building, negotiation, and solutioning skills.
• Proficiency with CRM and sales stack tools (e.g., Salesforce, HubSpot).
• Ability to navigate compliance, procurement, and legal protocols in BFSI.