Director - Enterprise Sales

About the job

Title: Enterprise Sales Director

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. As we continue to build in the Digital Public Infrastructure space, developing data products is crucial to fulfilling the needs of Financial Institutions and enabling them to lend effectively. These institutions require actionable insights to serve customers better and create a seamless onboarding and fulfilment journey for credit. Setu is bridging this gap today through its suite of data products.

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 lead the charge in taking Setu's data products to the largest enterprise in this 0 to 1 journey. You'll build and own strategic relationships with CXOs, drive revenue growth through deep solutioning, and ensure our data stack becomes integral to our clients business models. You will:

• Build and grow enterprise partnerships

  identify, pitch, and close deals with banks, fintechs, insurers, and large enterprises looking to leverage Setu's data APIs and platforms.

• Drive revenue strategy

  own the P&L for the Data business line, craft GTM plans, pricing models, and pipeline health metrics.

• Solution for scale

  work closely with product, data science, and engineering teams to co-create data-led solutions that solve real customer pain points in credit, risk, identity, and analytics.

• Lead with insight

  use your market knowledge to shape the data product roadmap, influence new use cases, and help Setu stay ahead of emerging trends in financial and data infrastructure.

• Mentor and scale the team

  build a strong enterprise sales motion, enable a consultative, value-based approach, and nurture a culture of high performance and collaboration.

• Be the voice of the customer

  bring sharp customer insights back into the organization, ensuring every product decision stays grounded in real enterprise needs.

What We're Looking For:

To excel in this role, you will need

• Ownership:

  Own the entire 0 to 1 journey to build key relationships.

• 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

  with CRM systems, such as Salesforce, Pipedrive, Zoho and Trello A craftsman must know their tools.

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.