Head of Sales

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About Company

The client is a venture-backed fintech platform building the backbone of global trade banking. Its suite of products covers collections, remittances, FX, documentation, and working-capital finance for exporters and importers. The team blends deep trade-finance expertise with modern payment technology to deliver faster, cost-efficient, and compliant cross-border transactions. Backed by leading investors, the company operates with a distributed, product-led culture that prizes ownership and regulatory rigour. Joining now places you at the early leadership stage of a fast-growing market opportunity worth billions.

Position Overview

You architect and scale the commercial engine for a high-growth trade-finance fintech. You own end-to-end revenue, shape the go-to-market strategy, and build a national sales team that partners with banks, PSPs, exporters, and importers. Your work directly influences how businesses move money and goods across borders.

Role & Responsibilities

• Define and execute the national sales strategy across MSMEs, digital exporters, and enterprise segments.
• Build a scalable, data-driven sales organisation spanning direct, partner, and digital channels.
• Own annual revenue and volume targets across corridors, currencies, and customer segments.
• Drive consistent pipeline growth through outbound initiatives, ecosystem partnerships, and strategic alliances.
• Hire, mentor, and lead regional trade managers and relationship teams to deliver high performance and accountability.
• Establish a robust sales operating cadence, including pipeline reviews, account planning, and performance dashboards.
• Foster a compliance-first sales culture that values integrity, transparency, and excellence.
• Partner with Product and Technology teams to align the roadmap with client and market needs.
• Identify and unlock new business lines such as trade finance, supply-chain credit, and API-led integrations.
• Design and execute GTM strategies for emerging digital segments, including Amazon, Shopify, and SaaS exporters.
• Build and manage strategic partnerships with AD-I banks, PSPs, export councils, and ecosystem enablers.
• Establish co-selling and co-branding programs to extend market reach and deepen channel distribution.
• Represent the client at industry bodies, trade fairs, and government programs to strengthen brand visibility and industry advocacy.
• Ensure all sales processes comply with FEMA, RBI, and TBML guidelines.
• Collaborate with Compliance and Risk teams to align onboarding, documentation, and reporting frameworks.
• Champion ethical, regulation-first growth as part of the company’s DNA.

Must have Criteria

• 10–15 years in B2B sales or leadership roles within trade finance, forex, or fintech payments.
• Demonstrated ability to build, lead, and scale high-performing revenue organisations serving exporters, importers, MSMEs, or corporate segments.
• Deep understanding of cross-border payments, export finance, FX markets, and related compliance frameworks.
• Ability to operate at strategic and execution levels, from GTM design and pipeline development to enterprise deal closure.
• Strong stakeholder management skills with CXOs, banks, PSPs, and trade ecosystem partners.
• Data-driven approach to forecasting, funnel management, performance tracking, and decision-making.
• Excellent communication, negotiation, and executive presence.

Nice to Have

• MBA or advanced degree in Finance, Business, or Economics.
• Exposure to partnership-led GTM models and ecosystem-based sales strategies.
• Experience working with AD-I banks, PSPs, export and trade bodies.
• Certifications in Trade Finance or International Business.

What We Offer

• Be part of the founding leadership team shaping the future of global trade banking.
• Build a category-defining revenue organisation from the ground up.
• Work at the intersection of fintech innovation, trade finance, and global commerce.
• Enjoy a high-impact, high-ownership role where growth, innovation, and compliance coexist.