Dvara Solutions - Business Development Manager - Enterprise Sales

We are looking for an experienced Business Development Manager with 6 - 10 years of experience to drive enterprise sales and business growth for Dvara Solutions' digital lending, loan management, co-lending, and AI platforms.

The role will focus on new business acquisition, strategic account development, consultative selling, and end-to-end ownership of complex B2B sales cycles with Banks, NBFCs, FinTechs and other financial institutions.

The ideal candidate will have strong understanding of the financial services technology ecosystem, an established industry network, and the ability to engage with CXO and senior business, technology and operations stakeholders.

Key Responsibilities:

- Own the end-to-end business development and sales cycle, from market identification and lead generation through qualification, solutioning, commercial negotiation, contracting and closure.

- Build and manage a healthy enterprise sales pipeline across Banks, NBFCs, FinTechs and other financial institutions.

- Identify and develop strategic accounts and high-value opportunities aligned with the company's growth objectives.

- Build relationships with CXO, business heads, technology leaders, operations heads, product teams and other key decision-makers within prospect organizations.

- Conduct consultative discovery to understand business challenges, lending processes, technology gaps and transformation priorities.

- Work closely with Product, Solutions, Engineering and Customer Success teams to develop use-case-driven solution propositions and demonstrations.

- Lead client presentations, solution discussions, commercial proposals and negotiations with support from relevant internal teams.

- Develop business cases and value propositions demonstrating the impact of Dvara's solutions on operational efficiency, scalability, customer experience and business growth.

- Drive complex enterprise sales involving multiple stakeholders, evaluation stages, RFP/RFI processes, pilots/POCs and commercial negotiations.

- Develop and maintain strong relationships throughout the sales cycle and support account expansion opportunities after initial acquisition.

- Maintain accurate and up-to-date sales forecasts, pipeline information, opportunity stages and closure projections.

- Participate in industry conferences, forums, networking events and client meetings to strengthen Dvara's market presence and generate qualified opportunities.

- Track competitors, market developments, emerging lending models, technology trends and regulatory changes relevant to digital lending and financial services.

- Provide structured market intelligence and customer feedback to Product, Strategy and Leadership teams to influence product roadmap and go-to-market strategy.

- Identify opportunities for cross-selling and upselling across Dvara's product portfolio.

- Contribute to development of sales playbooks, account strategies, industry propositions and other business development initiatives.

- Take ownership of assigned revenue and business development targets.

Key Capabilities & Experience:

- 6 - 11 years of experience in Business Development, Enterprise Sales, Solution Sales or Strategic Sales in lending space or similar domain.

- Proven experience in selling enterprise software / SaaS / fintech / lending technology solutions.

- Experience managing complex, consultative sales cycles with multiple stakeholders and longer deal cycles.

- Strong track record of new business acquisition and revenue generation.

- Demonstrated ability to engage and influence senior management and CXO-level stakeholders.

- Strong understanding of the Banking, NBFC and FinTech ecosystem.

- Excellent consultative selling, presentation, negotiation and commercial skills.

- Strong communication, relationship-building and stakeholder-management capabilities.

- Ability to understand customer business problems and translate them into technology-led solutions and business outcomes.

- Strong analytical, problem-solving and critical-thinking abilities.

- Ability to work independently while collaborating effectively with Product, Engineering, Solutions and Customer Success teams.

- Willingness to travel extensively for client meetings, industry events and business development activities.

- Strong ownership, execution orientation and ability to operate in a fast-paced product company environment.

Good to Have:

- Existing network / relationships with Banks, NBFCs, FinTechs, MFIs or other financial institutions.

- Prior experience selling LOS, LMS, core banking, digital lending, co-lending, collections or other financial technology platforms.

- Understanding of lending processes including origination, underwriting, credit, servicing, collections and co-lending.

- Experience handling RFP/RFI processes, POCs, pilots and enterprise procurement cycles.

- Experience in selling to CIO, CTO, CDO, COO, Business Heads or other CXO stakeholders.

- Strong understanding of emerging AI/GenAI applications in financial services.

- Established industry network that can accelerate enterprise outreach and pipeline generation.