Presales Lead

Roles and Responsibilities :

Domain Knowledge — AP & AR

• Deep, working familiarity with Procure-to-Pay and Order-to-Cash processes — not surface-level, but enough to lead a discovery session with a Controller without preparation
• Direct exposure to common AP/AR pain points: invoice exception volumes, supplier onboarding delays, cash application complexity, and ERP integration challenges
• Hands-on experience with enterprise ERP environments — SAP S/4HANA, Oracle Fusion, Coupa, or Ariba — in a client-facing or implementation context
• Ability to speak to Finance KPIs naturally: DPO, DSO, STP rates, three-way match accuracy, and working capital impact

AI Product Fluency

• Prior involvement in selling or solutioning AI-powered Finance products — intelligent document processing, ML-based matching, agentic workflows, or exception management automation
• Enough technical grounding to have an honest conversation about what an AI solution can and cannot do — without relying on a solutions architect to field every hard question
• Familiarity with how AI capabilities are packaged and positioned in the Finance technology market, including awareness of key vendors and platform players

Communication & Executive Presence

• Proven comfort engaging at the CFO, VP Finance, and Controller level — building credibility through specificity, not just enthusiasm
• Ability to simplify complex AI concepts for a Finance audience without losing accuracy
• Strong written communication skills — capable of producing sharp proposals, executive summaries, and point-of-view content independently
• Knows when to listen, when to push back, and when to bring in support — reads a room well

Pre-Sales Track Record

• Has owned pipeline before, not just supported it — with accountability for forecasting, deal progression, and close
• Experience leading multi-stakeholder sales cycles in Finance technology or BPS, from qualification through commercial agreement
• Comfortable working in a matrixed environment — able to align delivery, product, and account teams toward a shared outcome
• Track record of converting first engagements into longer-term client relationships

 

 

 

Qualifications

 

• 12–15 years of total experience, with a meaningful portion in Finance technology pre-sales, solutioning, or consulting
• Demonstrated experience selling to or advising CFO-org stakeholders (CFO, VP Finance, Controller, Treasurer)
• Strong functional knowledge of AP and/or AR processes; direct experience with P2P or O2C transformation programs is a strong plus
• Familiarity with AI solutions in Finance — IDP, intelligent matching, exception management, cash application automation
• Experience with ERP platforms commonly found in enterprise Finance environments (SAP S/4HANA, Oracle Fusion, Coupa, or similar)
• Proven ability to build and manage a sales pipeline, including forecasting and opportunity management
• Excellent written and verbal communication; strong proposal and presentation skills
• Bachelor's degree in business, finance, engineering, or a related field; MBA or CA is an advantage

Job Requirements :

• 11-18 years of experience in IT services & consulting industry.
• Proven track record in leading pre-sales teams or similar roles.
• Strong understanding of RFP/RFI processes and ability to analyze complex requirements documents.