Solutions Leader for Strategic Growth

The Role

We're seeking a seasoned Enterprise Business Solutions Strategist to drive SaaS sales and manage strategic client growth across banks, NBFCs, funds and fintechs.

As an Enterprise Business Solutions Strategist, you will own and grow relationships with key enterprise clients, lead large-scale solution sales, and drive strategic partnerships across BFSI and enterprise verticals.

You'll serve as the primary commercial point of contact for large accounts—collaborating across product, customer success, and leadership to deliver tailored SaaS solutions that meet complex business needs.

This is a hands-on, cross-functional role — ideal for someone who understands the long sales cycles of enterprise technology, has a knack for uncovering client pain points, and thrives in a fast-moving, tech-driven environment.

Key Responsibilities:

A. Enterprise Client Ownership:
- Own the full enterprise sales cycle – from lead generation and qualification to closure and onboarding.
- Customize pricing, contract terms, and implementation models in coordination with legal and finance teams.

B. Strategic Account Management:
- Manage and grow portfolio of enterprise customers (Banks, NBFCs, Insurance, Large Corporate).
- Build strong relationships with senior stakeholders across BFSI (Credit, Risk, Compliance, CTO/COO teams).

C. Solution Design & Customization
- Identify client pain points, industry gaps, and regulatory considerations. Share actionable insights with product and strategy teams.
- Translate complex client needs into actionable product roadmaps in collaboration with product and tech teams.
- Feed customer insight back into product/prioritization to influence roadmap and delivery.

D. GTM Strategy
- Support GTM efforts including demos, proposals, proof-of-concepts, and co-innovation pilots
- Forecast growth potential and identity cross-sell opportunities, with the goal to increase product adoption, wallet share and retention

E. Commercial Structuring & Negotiation
- Lead commercial negotiations, pricing structures, and long-term partnership models
- Performance Reporting
- Track sales pipeline and performance metrics; report directly to leadership team
- Regulatory & Market Awareness
- Maintain a clear understanding of regulatory (RBI, SEBI, MCA), operational, and technology shifts affecting lending/compliance in the BFSI landscape

Requirements:

- 15+ years of experience (CXO relationships, GTM strategy)
- 8–12 years of experience (Account ownership, client solutioning, deal execution)
- Proven track record of selling SaaS solutions to enterprise clients, with experience managing high-value deals (ARR > $500k).
- Prior experience in the Fintech or BFSI domain is highly desirable - especially with co-lending, digital lending platforms, regtech/compliance automation tools or credit evaluation workflows
- Experience working in cross-functional environments (product, legal, implementation) to deliver tailored enterprise solutions
- Exposure to AI/ML-driven product environments

Attributes:

- Strong business acumen with a deep understanding of financial products, enterprise processes, and regulatory considerations
- Executive presence and the ability to influence and engage senior stakeholders (CXOs, Directors, Procurement Heads)
- Expertise in managing long and complex sales cycles, including RFPs, legal negotiations, and implementation planning
- Excellent verbal and written communication, stakeholder management, and commercial negotiation skills
- Highly analytical and KPI-driven, with the ability to derive insights from CRM tools, revenue reports, and pipeline data
- Proactive, self-motivated, and comfortable operating in fast-changing environments