Enterprise Sales (BFSI Solutions)

Location: Mumbai

Number of Positions: 5

About the Role

We are looking for result-oriented Enterprise Sales Managers to drive business

growth for our AI-powered enterprise platform serving Banks, NBFCs, AMCs Mutual

Funds, AIFs, Insurance Companies, Large Fortune 500 Listed entities and other

regulated financial institutions.

Reporting to the Enterprise Sales Lead, the incumbent will be responsible for

identifying new business opportunities, managing enterprise sales engagements,

and supporting the growth of strategic accounts. The role demands strong

consultative selling capabilities, a deep understanding of Large listed companies and

BFSI business processes, and the ability to navigate complex enterprise sales cycles

involving multiple stakeholders.

The ideal candidate will have experience selling SaaS, technology, data, risk,

compliance, knowledge management, regulatory tech, workflow automation, or AI-

powered solutions to enterprise customers within the BFSI ecosystem.

Key Responsibilities

A. Enterprise Sales & Business Development

 Drive new business acquisition across Banks, NBFCs, AMCs, Mutual Funds,

Insurance Companies, Large Fortune 500 listed entities and other enterprise

customers.

 Own the end-to-end sales cycle from lead generation and qualification

through proposal development, commercial discussions, and deal closure.

 Build and maintain a robust sales pipeline to achieve assigned revenue and

business targets.

 Identify opportunities through networking, industry events, channel

partnerships, referrals, and direct outreach activities.

 Develop and execute account penetration strategies to expand market

presence and generate qualified opportunities.

B. Client Relationship Management

 Build and maintain strong relationships with key business stakeholders across

Risk, Compliance, Governance, Strategy, Operations, Technology, Digital

Transformation, and Procurement functions.

 Understand customer challenges and business requirements to position

appropriate platform solutions.

 Act as a trusted advisor throughout the sales and evaluation process.

 Engage regularly with decision-makers and influencers to drive solution

adoption and long-term partnerships.

C. Solution Selling & Customer Engagement

 Conduct discovery sessions, product demonstrations, solution workshops,

and proof-of-concept discussions.

 Work closely with Product, Technology, and Implementation teams to develop

customer-specific solutions and proposals.

 Participate in RFPs, RFIs, presentations, and client evaluation exercises.

 Translate customer requirements into actionable inputs for product and

solution teams.

 Articulate the business value, ROI, and operational benefits of platform

capabilities to prospective customers.

D. Commercial Management

 Support commercial negotiations, pricing discussions, and contract

finalization.

 Coordinate with internal Legal, Finance, Compliance, and Operations teams

to facilitate timely deal closures.

 Manage procurement and vendor onboarding processes with customers.

 Ensure smooth transition of closed opportunities to implementation and

customer success teams.

E. Account Growth & Expansion

 Identify opportunities for cross-selling, upselling, and expanded product

adoption within existing accounts.

 Support strategic account growth initiatives in partnership with the Enterprise

Sales Lead and Customer Success teams.

 Drive long-term customer engagement, retention, and revenue expansion.

F. Market & Regulatory Awareness

 Stay informed about developments in the BFSI ecosystem, including lending,

credit assessment, digital onboarding, compliance, fraud prevention, and risk

management.

 Maintain awareness of regulatory and industry developments impacting

financial institutions.

 Share market intelligence, competitive insights, and customer feedback with

product and leadership teams.

G. Pipeline Management & Reporting

 Maintain accurate pipeline, opportunity, and forecasting data within CRM

systems.

 Track sales performance against targets and provide regular updates to

management.

 Prepare sales forecasts, business reports, and account reviews.

 Ensure adherence to internal sales governance and reporting processes.

Experience & Qualifications

 6–10 years of experience in Enterprise Sales, Business Development,

Strategic Account Management, or Solution Sales.

 Proven experience in selling SaaS, enterprise technology platforms, data

solutions, workflow automation solutions, analytics platforms, or digital

transformation products.

 Experience selling to Banks, NBFCs, AMCs, Mutual Funds, Insurance

Companies, Large Fortune 500 listed entities and other enterprise customers.

 Demonstrated success in managing enterprise sales cycles involving multiple

stakeholders, procurement processes, legal reviews, commercial

negotiations, and implementation discussions.

 Experience in AI-enabled platforms, digital lending, compliance and regulatory

solutions, risk management, enterprise applications like ERP tools, customer

onboarding, or workflow automation solutions will be an advantage.

 Bachelor's degree in Business, Finance, Engineering, Technology, or a related

discipline. MBA preferred.