Head of Sales (BFSI)

Head of Sales BFSI

Job Summary

We are seeking an experienced Head of Sales – BFSI to lead enterprise sales and revenue growth across banking, financial services, insurance, NBFCs, and fintech organisations.

The ideal candidate will bring a strong track record of closing large B2B enterprise deals, building strategic relationships with senior BFSI decision-makers, and developing scalable sales strategies for technology, SaaS, consulting, or IT services offerings.

This leadership role will own revenue targets, new customer acquisition, strategic account expansion, sales team development, and go-to-market execution. The candidate must be comfortable navigating complex enterprise sales cycles, procurement processes, regulatory requirements, and multi-stakeholder negotiations.

Key Responsibilities

1. Sales Strategy & Revenue Ownership

• Own annual and quarterly sales targets across new business, account expansion, and recurring revenue.
• Develop and execute the BFSI sales strategy, including target segments, account prioritisation, pricing, and go-to-market plans.
• Build and maintain a healthy sales pipeline with appropriate coverage against revenue targets.
• Drive accurate forecasting, pipeline reviews, win/loss analysis, and revenue reporting.
• Lead pricing discussions, commercial negotiations, and deal structuring.

2. BFSI Enterprise Sales & Business Development

• Build and strengthen relationships with senior decision-makers across banks, NBFCs, insurance companies, asset management firms, and fintech organisations.
• Identify new business opportunities and establish strategic relationships with CIOs, CTOs, COOs, CROs, and business heads.
• Personally lead strategic enterprise pursuits, including RFPs, RFIs, proof-of-concept discussions, procurement, and vendor onboarding.
• Develop account plans to win marquee clients and expand existing relationships.
• Navigate long enterprise sales cycles and complex stakeholder environments.

3. Go-to-Market Strategy & Partnerships

• Identify high-potential BFSI segments, customer needs, and market opportunities.
• Develop sector-specific value propositions, business cases, and ROI-led sales pitches.
• Build partnerships with technology providers, system integrators, consultants, and relevant ecosystem partners.
• Work closely with Product, Marketing, and Delivery teams to align solutions with customer requirements.

4. Sales Team Leadership

• Build, lead, and develop a high-performing enterprise sales team, including Account Executives, Key Account Managers, and Pre-sales professionals.
• Establish sales processes, territory planning, account ownership, and performance measurement frameworks.
• Implement structured sales methodologies such as MEDDICC, Challenger, or consultative solution selling.
• Drive sales productivity, coaching, hiring, retention, and incentive-plan effectiveness.

5. Commercial & Cross-functional Management

• Partner with Finance and Legal on pricing, contracts, discounting, and commercial risk.
• Collaborate with Delivery teams to ensure feasible commitments, smooth handovers, and strong customer outcomes.
• Work with Marketing to drive demand generation, industry visibility, and thought leadership.
• Provide market intelligence and customer feedback to influence product and solution strategy.

6. BFSI Industry & Regulatory Awareness

• Understand relevant BFSI procurement, information security, vendor-risk, and compliance requirements.
• Maintain awareness of applicable RBI, IRDAI, and SEBI frameworks relevant to the solutions being sold.
• Navigate customer requirements relating to data protection, data localisation, outsourcing, and information security.

Required Qualifications & Experience

• 12–22 years of experience in enterprise B2B sales, business development, or strategic account management.
• At least 7 years of experience selling technology, SaaS, fintech, consulting, or IT services solutions to BFSI clients.
• Demonstrated success in achieving multi-crore revenue targets and closing large, complex enterprise deals.
• Strong professional relationships with senior decision-makers across banks, NBFCs, insurers, or fintech organisations.
• Experience building and leading enterprise sales teams, preferably with 10 or more members.
• Proven expertise in enterprise account planning, pipeline management, forecasting, commercial negotiations, and strategic deal closure.
• Strong understanding of BFSI buying cycles, procurement processes, and customer compliance expectations.
• Excellent leadership, communication, negotiation, and stakeholder-management skills.

Preferred Qualifications

• Experience in lending technology, collections, digital banking, core banking, KYC, onboarding, insurance technology, payments, or wealth management platforms.
• Experience scaling sales in a startup, technology company, or high-growth IT services organisation.
• MBA in Sales, Marketing, Business Administration, or a related discipline preferred.

Key Skills

BFSI Sales | Enterprise Sales | B2B Sales | Sales Leadership | Business Development | Strategic Account Management | Revenue Growth | Key Account Management | Sales Strategy | Client Acquisition | P&L Awareness | Pipeline Management | Forecasting | CXO Relationship Management | SaaS Sales | IT Services Sales | Deal Negotiation

What We Offer

• Leadership ownership of a strategic BFSI business vertical.
• Competitive fixed compensation and performance-linked variable pay.
• Opportunity to build and scale an enterprise sales organisation.
• Strong collaboration with product, technology, and delivery leadership.
• Additional executive benefits as per company policy.

Employment Type: Full-time, Permanent
Location: Mumbai / Bengaluru / Delhi-NCR
Travel: As required for enterprise client engagements
Reporting To: CEO / Chief Revenue Officer