Senior Manager - Growth

About the Role

We are looking for a high-energy Senior Manager - Growth to drive new business acquisition and account expansion across our assigned BFSI segment. Reporting to the AVP/VP Growth, this is a hands-on role that combines individual contributions to strategic deals with team leadership of a small pod of Business Development Managers. The Senior Manager will own a defined quota, build pipeline through a mix of outbound prospecting and partner-led demand generation, and shepherd opportunities through complex enterprise sales cycles involving multiple stakeholders, security and compliance reviews, and procurement negotiations.

This is an excellent opportunity for an ambitious BFSI sales professional ready to step into people leadership while

staying close to the deals. Success in this role positions the candidate for AVP/VP-level progression within 2–3

years.

Key Responsibilities

Pipeline & Revenue Delivery

• Own a defined annual quota across new business and expansion within the assigned territory and account list.

• Build and maintain a healthy pipeline of 3x+ coverage through outbound prospecting, inbound qualification, and partner referrals.

• Drive deals from qualification through close, including discovery, solutioning workshops, demos, POC orchestration, commercial negotiation, and contracting.

• Maintain rigorous CRM hygiene; submit accurate weekly forecasts and participate in pipeline reviews with the AVP/VP.

Account Coverage & Stakeholder Engagement

• Map and engage key stakeholders across assigned accounts: business heads (Retail/Corporate/SME banking, Collections, Risk), technology leadership (CIO/CTO offices), and procurement.

• Build trusted advisor relationships at the VP/AVP/Head levels within customer organizations; develop CXO access in partnership with senior leadership.

• Own account plans for top 10–15 named accounts; identify white space and orchestrate cross-sell of additional product modules and AI-led capabilities.

• Coordinate internal resources (pre-sales, solution architects, product, legal, finance) to support deal pursuits.

Solution Selling & Commercial Execution

• Develop strong product fluency across our platform; articulate business value to both technology and business buyers.

• Lead solution workshops, customized demos, and ROI/business case discussions; quantify customer value in terms BFSI buyers care about (cost-to-serve, TAT, approval rates, NPAs, collection efficiency).

• Respond to RFPs and RFIs with strong narrative and commercial structuring; partner with pre-sales on technical responses.

• Negotiate commercial terms within approved guardrails; escalate strategic exceptions to the AVP/VP with clear deal economics.

• Apply modern commercial models (subscription, consumption-based, outcome-linked) where appropriate; serve as a credible voice in customer pricing conversations.

Cross-Functional Partnership

• Partner with Marketing on ABM campaigns, industry event participation, and demand generation programs for assigned accounts.

• Channel customer feedback to Product and Engineering; advocate for features that unblock revenue.

• Collaborate with Delivery on smooth handover, reference generation, and expansion opportunities within installed accounts.

• Represent the company at industry events, customer roundtables, and partner forums within the assigned region.

Required Qualifications

Experience

• 7–10 years of B2B technology sales or business development experience, with at least 4 years selling software, platforms, or technology services to BFSI customers.

• Demonstrated track record of consistently meeting or exceeding annual quotas; experience closing deals in the ₹1–5 Cr ACV / $250K–$1M TCV range.

• Hands-on experience with the full enterprise sales cycle: prospecting, discovery, solutioning, POC management, commercial negotiation, and contracting.

Domain Knowledge

• Solid understanding of the BFSI landscape: how banks, NBFCs, HFCs, and MFIs operate; how they buy

technology; and the regulatory backdrop (RBI guidelines, data localization, KYC/AML).

• Working knowledge of at least one BFSI domain: lending technology, digital banking, payments,

collections, risk and compliance, or core banking adjacencies.

• Existing relationships within BFSI customer organizations are a strong advantage; the ability to open doors

at the Head / VP level is expected.

• Awareness of how AI is reshaping financial services workflows and the ability to position AI-led value to

customers.

Commercial & Selling Skills

• Strong consultative selling skills; ability to lead discovery, uncover business pain, and connect product

capabilities to quantifiable outcomes.

• Experience structuring enterprise commercial deals across licensing, subscription, and milestone or

consumption-based models.

• Solid business and financial acumen; ability to build credible ROI and TCO cases for BFSI buyers.

• Comfort with modern sales tooling (CRM, sales engagement platforms, conversation intelligence, AI-

assisted prospecting).

Personal Attributes

• Strong communication and executive presence; ability to credibly engage VP/Head-level stakeholders

within customer organizations.

• Bias for action and a high sense of ownership; comfortable operating in fast-paced, ambiguous

environments.

• Coachable and continuously learning; open to feedback and committed to personal and team

development.

• High integrity and discipline in forecasting, deal hygiene, and customer commitments.

Education

• Bachelor's degree required; MBA preferred but not mandatory for strong commercial track records.

Preferred Qualifications

• Prior experience at a fintech, banking technology vendor, BFSI-focused SaaS firm, or BFSI consulting

practice.

• Experience selling AI-led or analytics-driven products to BFSI customers.

• Exposure to international markets (Southeast Asia, Middle East, Africa) is a plus.

• Familiarity with sales methodologies (MEDDPICC, Challenger, Solution Selling) and sales technology stacks.

What We Offer

• Competitive base + variable compensation benchmarked against leading fintech and enterprise SaaS firms;

ESOPs as appropriate.

• Clear progression path to AVP/VP roles for strong performers.

• Direct mentorship from experienced senior sales leadership; exposure to CEO and conversations on

strategic deals.

• A culture of ownership, intellectual rigor, and customer obsession.