Director - Sales

About the job

Who we are!

A melting pot of culture, talent, experience, and diversity. That’s what we are! Pine Labs is one happy union of go-getters who are marching towards our ambition to emerge as a world-class fintech organisation. The company is run by a highly experienced management team, led by several industry veterans including CEO Amrish Rau. Under Amrish, Pine Labs has transformed itself from being regarded as just a point-of-sale payment service provider to a full-stack digital payments company serving the offline and online needs of its merchant and enterprise partners. Incorporated in Singapore, the key investors of Pine Labs include Sequoia India, Actis Capital, Temasek, PayPal and Mastercard. To know more, please visit www.pinelabs.com.

What we do!

Pine Labs is one of the fastest growing fintech companies in India and is rapidly expanding its footprint in Southeast Asia, West Asia, and the UAE. A leading merchant commerce omnichannel platform, Pine Labs’ tech-first approach to digital payments and focus on simplification at the front end aims to help many businesses embrace fintech products at scale.

In online payments, our Plural offering represents a one-stop payment destination across channels. Plural is designed to deliver secure and frictionless online payment experiences to the end user, powered by an advanced tech stack that can augment an existing online business or build an all-new e-commerce payment setup from the ground up.

In issuing, Qwikcilver serves leading corporates, Fast-Moving Consumer Goods (FMCG) brands, e-commerce companies, the Banking, Financial Services and Insurance (BFSI) sector and the airlines industry, with a presence across India, the Middle East, Southeast Asia and Australia. Qwikcilver is a go-to gift card provider among companies looking to, among other things, bolster their employee rewards program and issue closed-loop gift cards for customer acquisition.

In consumer app, Fave is a fintech platform for the next generation of consumers, providing smart payments and savings, while empowering merchants with a loyalty solution to grow and engage with their customers in a whole new way.

Role Purpose

Role holder will be responsible for the set-up, launch and scale up of PL’s software and commerce business. PL is investing heavily in the commerce functionalities for small and mid-sized merchants as they move to digitize their stores, by making digitization technology available as downloadable, plug-and-play software that is economical and simple to use. We believe that single stores should have access to technology that was hitherto available to only to organized retail, as they look to grow their customer footfalls, and improve their store’s efficiency. Commerce software will deliver functionalities such as scan and bill, generate invoices, manage GST compliance, track, and order inventory, create an online store, manage their receivables, and connect into supply chain procurements. In addition to a core point of sale system, PL is also looking to create a curated, open-API app-store that makes a range of business-oriented apps available to the merchants to download and connected with their payment systems. The entire software eco-system will make the PL platform central to the store’s operations ranging across sales (offline and online), invoicing, loyalty, payments, accounting, credit, and banking.

Bangalore/Mumbai

KEY RESPONSIBILITIES

• Acquire new banking, NBFC, and fintech logos, with a focus on card issuing, acquiring, and prepaid portfolios.
• Open doors and lead conversations at the CXO, Business Head, and Head of Cards level. • Build and convert high-quality pipelines across: • Credit, prepaid, and debit card issuance & processing.
• Embedded finance solutions: BNPL, co-branded cards, SME credit lines.
• Enablement layers: alternate data, risk infra, and collections.
• Drive complex sales cycles involving compliance, risk, and technology stakeholders.
• Structure and close high-impact commercial deals and partnerships

We are looking for someone with:

• 8–15 years in enterprise sales / business development in BFSI or fintech.
• Proven network with Business Heads, Heads of Cards, and senior decision-makers in banks and NBFCs.
• Strong exposure to issuing, acquiring, prepaid, and card processing businesses.
• Demonstrated ability to hunt and close large strategic deals with banks/financial institutions.
• Experience handling long, multi-stakeholder sales cycles and co-creating partner solutions.
• Quota-driven mindset, consistent top performer.
• High ownership, agility, and execution bias.

Why This Role is Exciting

Be at the tip of the spear in scaling a category-defining credit infrastructure.

High ownership and autonomy — this is a true hunter’s charter.

Work closely with BU leadership to shape GTM and growth strategy.

Career-defining opportunity: your wins directly impact Pine Labs’ market position

Strong Academic Pedigree

What we value in our people:

• You take the Shot: You decide fast and deliver right.
• You are the CEO of what you do: You show ownership and make things happen.
• You own tomorrow: You build solutions for the merchants and do the right thing.
• You sign your work like an artist: You seek to learn and take pride in the work you do.
• You are the Sherpa: You take people along and act in the interest of Pine Labs
• You care with tough love: You empower others and help people grow