Business Head - Lender Partnerships

Products: Personal Loans, Home Loans, Gold Loans

Department: Business / Partnerships

Reports to: CEO / Chief Business Officer

Location: Gurgaon

Employment type: Full-time

Key Responsibilities:

Strategy and P&L:

- Own the business plan and P&L for all three product lines: revenue, disbursement volumes, margins, and cost of acquisition.

- Decide product and lender priorities, balancing near-term revenue with long-term lender relationships.

- Build the annual and quarterly roadmap with the CEO and leadership team, and present performance to the board and investors.

Lender Acquisition and Relationship Management:

- Build and maintain relationships with CXOs and business, credit, risk, and compliance heads at banks, NBFCs, small finance banks, and HFCs.

- Win new lender mandates and take them from first meeting through due diligence, commercials, integration, and go-live.

- Grow existing accounts by expanding products, geographies, and customer segments, and by cross-selling underwriting, servicing, and collections support.

Product-specific growth:

- Personal loans: scale digital sourcing with strong conversion, TAT, and early-bucket performance, and work with lenders to tune credit policy and cohorts.

- Home loans (including LAP where relevant): build partnerships for longer sales cycles and heavier processing, covering income assessment, legal and technical valuation, and disbursement tracking, and bring in channel partners such as builders and DSAs where it fits the model.

- Gold loans: structure sourcing and servicing models with lenders, covering appraisal, custody, and doorstep or branch-assisted formats, valuation and LTV practices, and auction and recovery processes, in line with RBI norms for gold lending.

Commercial Structuring:

- Negotiate fee models, volume commitments, SLAs, and renewals, and make sure arrangements fit the RBI Digital Lending Directions (fee flows, disclosures, data use, and DLG limits).

Compliance and Governance:

- Work with Compliance, Legal, and InfoSec to clear lender due diligence, audits, and vendor assessments.

- Ensure customer-facing conduct, grievance redressal, and data practices meet RE and regulatory expectations.

Leadership and Cross-functional alignment:

- Hire, mentor, and manage product and partnership managers, and set targets and incentives for the team.

- Align Product, Tech, Credit/Risk, Operations, and Marketing so integrations, launches, and customer journeys are delivered on time.

Market Intelligence:

- Track lender appetite, competitor LSPs, co-lending and embedded finance trends, and regulatory changes, and shape our positioning accordingly.

Experience Requirements:

- 6 - 12 years of experience in lending, fintech, or financial services, with at least 3 years in leadership roles covering partnerships, business, or product P&L.

- Proven track record of onboarding and scaling bank/NBFC/HFC partnerships and delivering large disbursement or revenue targets.

- Hands-on experience in at least two of the three products (personal, home, gold), with working knowledge of the third.

- Deep understanding of the RBI Digital Lending Directions, the roles of REs versus LSPs, KYC and data privacy norms, and product-specific regulation.

- Strong grasp of lending unit economics: CAC, yield, credit cost, DPD buckets, roll rates, and LTV (for secured products).

- Experience negotiating complex partnership agreements and engaging with senior lender stakeholders.

- Demonstrated ability to build and lead teams.

- MBA or equivalent from a reputed institution (preferred).

Good to Have:

- Existing relationships across banks, NBFCs, HFCs, and gold loan lenders.

- Experience with co-lending, DLG structures, or embedded finance.

- Familiarity with LOS/LMS platforms, API integrations, bureau data, and alternate-data underwriting.

- Experience scaling a fintech or LSP in a growth-stage environment.

- Exposure to secured lending operations such as valuation, legal checks, custody, and auctions.

Key Performance Indicators:

- Revenue and disbursements by product, and overall P&L performance.

- New lenders onboarded and go-lives achieved.

- Growth in revenue and volume per existing lender.

- Portfolio quality of originated cohorts (early-bucket delinquency, GNPA, product-wise).

- Lender renewal rate and satisfaction.

- Compliance and audit outcomes with partner lenders.

- Team hiring, retention, and productivity.