Associate Director - Enterprise Sales

Title: Assocaite Director - Enterprise Sales

About Us:

Setu is reimagining the digital financial future of India. Our products power onboarding, payments, lending, deposits, and financial data flows for dozens of businesses, making complex journeys simple, secure & scalable.

Role Overview:

At Setu, we believe in collaboration- both in action and spirit. Setu has been partnering with diverse FIs to sell-to, sell-with and co-create innovative products. In the last 6 months, we have specifically signed a few marquee partners to co-sell. Now we are looking to build the partnership team as a separate business function to start contributing to revenue. On the other side, we work with many critical data partners like NSDL, e-Mudra among others to co-create some of our key products.

This role is special since it will give you the opportunity to look at the entire market and not be limited by any particular segment or use case. You along with your team can bring immense value to organization by thinking out of the box and bringing business from the initially non-comprehended avenues.

What You’ll Do:

In this role, you’ll be at the forefront of driving growth for our data products. You’ll own key enterprise relationships, build deep partnerships, and craft data-led solutions that solve high-impact business problems for our clients. You will:

• Own enterprise relationships —

  identify, pitch, and close strategic deals with banks, NBFCs, fintechs, and large enterprises exploring data-led transformation.

• Be the face of Setu Data —

  deeply understand our products and APIs, articulate their value, and translate complex data capabilities into tangible business outcomes.

• Drive the full sales cycle

  — from opportunity mapping and consultative pitching to negotiation, contracting, and ensuring smooth handoffs to success teams.

• Collaborate cross-functionally

  — partner closely with product, data science, and engineering teams to co-create tailored solutions that align to customer needs.

• Shape the GTM motion

  — feed market insights, competitive intelligence, and customer feedback into refining our go-to-market and product strategy.

• Influence outcomes without hierarchy

  — operate with high ownership, build internal and external trust, and drive results through influence and expertise.

What We’re Looking For:

To excel in this role, you will need—

• Empathy:

  We operate with a profoundly consultative approach. Empathy for the partner is a crucial requirement for this role. Asking relevant questions to understand their needs and motivations is critical. Making them feel heard can make all the difference between a transactional relationship and a true long-term partnership.
• Exceptional

  storytelling skills

  in both verbal and written form. Stories are the most effective way to communicate complex ideas. Your ability to craft compelling stories in the form of case studies will mean you close deals faster since your customers will understand the value proposition better.
• A

  burning desire to learn

  and develop deep fintech expertise. Selling API infrastructure is a lot harder (and more rewarding) than selling cashbacks. You will need to know about:
• How financial products work: You’re aware of how financial products are sold to large enterprises.
• Architecture of legacy systems: In order to educate customers on how we can dramatically improve their business, you must first know where existing systems are broken.
• Hands-on experience in solution-based sales and a deep understanding of APIs.

• Relentlessness:

  Enterprise sales is all about two words. Following through. Partnerships are rarely closed in one conversation. You will need to be friendly, patient, and relentless.

• Agility and flexibility:

  Setu provides many solutions. You might walk into a conversation planning to sell a particular product, but your conversations might reveal a different and more pressing customer need. At that moment, you must have the presence of mind to alter your sales pitch to address that need and the pitch materials ready to go.

Familiarity

Why Join Setu:

Lead growth marketing for high-impact fintech products, work with AI-powered workflows, and collaborate across product, brand, and business growth teams to make a measurable impact on India’s digital financial ecosystem.