Director Sales Mumbai

About the company:

Accumn - a Yubi company is Indias most advanced AI-first credit decisioning platform integrating machine learning (ML) and generative artificial intelligence (GenAI) to empower credit managers with precise data-driven tools for fair and transparent lending decisions. Formed through the strategic consolidation of Corpository and FinFort Accumn offers a comprehensive suite of solutions to support the entire credit lifecyclefrom lead generation and risk management to post-disbursement monitoring. With over 1 lakh active banking and credit users Accumn has achieved a 66% reduction in credit processing time and boasts an 85% success rate in predicting defaults. The platform has over 5 lakh entities under credit monitoring. The company has been recognized for Best Use of AI & ML Models for Credit Default Prediction by Banking Frontiers and Best Use of AI in Risk Evaluation by Dun & Bradstreet.

About the Role:

We are seeking a dynamic and results-driven Sales professional to drive our sales efforts in delivering innovative credit underwriting and risk assessment solutions to PSU Banks/ Fintech/ NBFC/ FIs. The ideal candidate will have extensive experience in sales leadership within the fintech banking or financial services industry with a proven track record of driving revenue growth building strong client relationships and leading high-performing sales teams.

You will be responsible for developing and executing sales /revenue for the West region majorly all strategic PSUs NBFCs Fintechs and Long-tail identifying key business opportunities and driving the overall sales performance. This individual will work closely with our sales leadership product marketing Tech teams and customer success teams to ensure that our solutions align with the evolving needs of the Financial services Sector.

Mode of working: Work from office (Mumbai or Pune)

Key Responsibilities:

• Execute sales (per regional sales strategy/plan) to drive the growth of our credit underwriting and risk assessment solutions within the financial services sector including Banks/NBFC/Fintech/FI.
  

• Hit sales target achievement on MTD QTD YTD basis.
  

• Owning the current book and set of clients and expanding the growth base in them by 100% YoY in the next 3 years building the opportunity and book size to lead 70-80cr business over the 3 years.
  

• Identify and target new business opportunities including generating leads building relationships with key decision-makers and creating tailored proposals to meet client needs.
  

• Build and maintain strong relationships with senior stakeholders/Decision makers including Chief Risk Officers Chief Credit Officers Business heads of various banking verticals such as Retail Digital SME MSME BBG Large Corporate Mid Corporate PSG etc.
  

• Lead all phases of the sales cycle (end to end) right from initial prospecting/lead generation and relationship building to contract negotiation and deal closure.
  

• Work closely with internal teams/stakeholders to ensure the product offerings align with the specific needs of the customer. Provide feedback on market trends customer requirements our products Vs competitor activity to refine product positioning and sales messaging.
  

• Lead negotiations with clients ensuring favorable terms and conditions for both parties create a win-win solution while maintaining a focus on long-term relationships and mutual success.
  

• Track sales metrics and KPIs providing regular reports to the executive team on sales performance pipeline status and revenue forecasts
  

Requirements

• What we are looking for:
  

• 14 years of sales experience in the fintech banking or financial services industry with a focus on B2B sales of complex software or technology solutions. with at least 7 years focused on selling to PSU Banks/Pvt Banks/NBFC or Fintech or BFSI segments in India.
  

• Should have delivered 20Cr to 50Cr Revenue charter (with Banks NBFC PSU Banks / Government entities).
  

• Should have a very strong network of clients relationship at leadership levels in product business risk credit and technology side of clients relationship at multiple PSU banks/pvt Banks and Fintechs.
  

• Proven track record of successfully selling FinTech solutions preferably in the areas of credit underwriting & risk assessment lending or financial services to banks/Fintech or BFSI clients.
  

• Strong knowledge of the BFSI sector the Forensics industry with a deep understanding of the credit evaluation process. - including financial analysis and ratio analysis to check creditworthiness of any company/business.
  

• Sound Understanding of banks/NBFC/Fintech structure (verticals/segments) pain points and decision-making structures with clear focus key decision makers.
  

• Excellent communication presentation with strong negotiation skills. Should be to influence decision making with internal & external stakeholders.
  

• Ability to navigate complex sales cycles and build relationships with senior-level stakeholders internally as well as within banks/NBFC/Fintech and its segments/verticals.
  

• Familiarity with the BFSI landscape in India specifically credit risk assessment technologies and tools.
  

• Ability to travel extensively to meet with clients attend industry events and oversee business development initiatives.
  

• Ability to camp aggressively in PSUs and ability to move things in PSUs strategically from Top Down and bottoms up in building the PSU sales and also well versed in moving through the RFP/ Nomination or RFQ route.
  

• Ability to build and navigate or demonstrated in earlier organizations to successfully Achieve sales target and products build through push strategy in products rather than pull strategy.
  

• Should be willing to adapt and/or well versed with the disruption AI will bring in products stack and the current products technical knowledge also.
  

• Candidate in his previous stints should have well demonstrated to uproot the relevant competition through strategy hard push or relationship-based sales and optimizing the whitespace in his own set of accounts.
  

• Should have focused and build on maximizing the wallet share from set of accounts and should be able to demonstrate same on his/her own ability and should be able to showcase clear visibility on this targets to the senior management on both TOFU (Top of the Funnel) addition and BOFU (Bottom of the Funnel) execution for the ongoing and future next two quarters.
  

• Should be able to lead as an IC as well as lead team of 3-4 members eventually in the long run and should be able to maximize talent density under him for the IC roles.