Director of Sales

Director of Sales

Location: Bengaluru

Function: Sales / Business Development / Revenue

Reports to: Founder

Experience: 10+ years in B2B sales, with 7+ years in fintech, SaaS, banking, BFSI, or NBFC sales leadership

Role Summary

The Director of Sales will own new business acquisition, strategic account expansion, and revenue growth across enterprise and mid-market clients. The role requires someone who can both hunt for new logos and farm existing accounts, while managing the complete sales lifecycle from prospecting to closure and post-sale growth.

Key Responsibilities

• Build and execute the sales strategy for assigned markets and verticals such as banking, financial services, insurance, NBFCs, fintech, and SaaS.
• Lead end-to-end sales execution, including prospecting, lead qualification, discovery, solution positioning, demos, proposal development, negotiation, and closure.
• Drive new logo acquisition through outbound and inbound sales motions.
• Manage and grow strategic accounts through cross-sell, upsell, relationship management, and stakeholder expansion.
• Build trusted relationships with CXO, VP, and senior decision-maker stakeholders.
• Work closely with product, marketing, customer success, operations, legal, and finance teams to move deals forward.
• Own pipeline generation, forecast accuracy, deal velocity, and quarterly/annual revenue targets.
• Respond to complex enterprise buying processes, including RFPs, due diligence, procurement, compliance, and contract negotiations.
• Mentor, coach, and guide sales team members to improve performance and consistency.
• Track market trends, competitor movement, and customer needs to refine sales strategy.
• Represent the company in client meetings, industry events, and strategic business discussions.
• Own the complete sales process from market mapping, prospecting, qualification, discovery, solutioning, demo, proposal, commercial negotiation, closure, onboarding alignment, and account growth.
• Build, refine, and institutionalize sales processes, playbooks, CRM discipline, pipeline stages, forecasting cadence, and deal review mechanisms to create a scalable revenue engine.
• Operate effectively in a young company environment by taking ownership beyond core sales, including GTM problem-solving, market feedback loops, pricing inputs, partnership development, and coordination with internal teams to move deals forward.
• Act as the customer champion internally by bringing customer pain points, objections, market insights, and feature feedback to product, engineering, operations, compliance, and leadership teams.
• Partner with customer success and implementation teams to ensure smooth handoff, adoption, retention, and expansion across key accounts.
• Navigate enterprise buying cycles involving procurement, legal, security review, compliance checks, and stakeholder management across business and technical teams.

Must-Have Experience

• 10+ years of total sales/business development experience, preferably in B2B enterprise environments.
• Strong track record in fintech, SaaS, banking, BFSI, NBFCs, or related technology sales.
• Demonstrated success in both hunting and farming :
• Hunting: acquiring new enterprise logos.
• Farming: expanding revenue from existing strategic accounts.
• Proven ability to manage long, consultative, multi-stakeholder sales cycles.
• Experience closing complex, high-value deals with enterprise customers.
• Strong ownership of the full sales funnel and measurable revenue outcomes.
• Proven experience owning and improving the sales process, not just managing targets or closing deals, with the ability to build structure in a scaling or early-stage business.
• Demonstrated success working in high-ownership environments where the sales leader contributes across GTM strategy, customer feedback loops, internal alignment, and post-sale growth.
• Strong customer-first mindset with the ability to represent customer needs internally while balancing revenue, product fit, and delivery realities.

Skills and Competencies

• Consultative and solution-selling mindset.
• Strong commercial acumen and negotiation skills.
• Excellent relationship-building and stakeholder management.
• Ability to understand business problems and translate them into commercial solutions.
• Strong presentation, communication, and executive presence.
• Comfortable working with CRM systems such as Salesforce, HubSpot, or similar tools.
• Data-driven approach to forecasting, pipeline management, and sales performance.

Preferred Qualifications

• MBA or equivalent postgraduate degree preferred, but not mandatory.
• Experience selling into Indian banking or financial services ecosystems.
• Exposure to RFP-driven sales, procurement cycles, compliance reviews, and enterprise contract structuring.
• Experience building or scaling sales teams in a startup, scale-up, or high-growth environment.

Performance Metrics

• New logo revenue.
• Revenue from existing accounts.
• Pipeline coverage and conversion rate.
• Average deal size and sales cycle length.
• Forecast accuracy.
• Team productivity and target achievement.