Enterprise Sales Manager

Location: Mumbai, India

Reporting to: CEO / Sales Head, StepChange

Experience: 5+ years

Industry Preference: A proven track record in Fintech B2B sales / selling enterprise technology products or services to BFSI is strongly preferred.

About StepChange

StepChange is a B2B climate-tech company providing data-driven platforms that help financial institutions measure financed emissions, manage climate and transition risks, and meet regulatory and risk management requirements. Our solutions combine climate science, analytics, and technology to support banks, NBFCs, insurers, and asset managers.

Role Overview

The ESM will build strong relationships with key stakeholders in risk, sustainability, and technology teams across Financial Institutions. They will drive revenue growth across BFSI clients by managing complex, technical sales cycles. The role requires a strong understanding of how enterprise technology products are evaluated, piloted, and procured, often over extended decision timelines. You will work closely with product, technical, and customer success teams to convert long-gestation opportunities into sustained revenue.

Key Responsibilities

Sales & Revenue Ownership

Own and deliver quarterly and annual revenue targets across BFSI segments
Build, manage, and forecast a qualified enterprise pipeline with an understanding of long deal cycles and phased decision-making
Drive end-to-end sales processes including discovery, solutioning, pilots/POCs, pricing, contracting, and closure

Enterprise & Technical Sales Execution

Engage senior stakeholders across risk, IT, sustainability, finance, compliance, and procurement teams
Translate complex product and data capabilities into clear business, regulatory, and risk outcomes
Lead demos, technical deep-dives, and proof-of-concepts in collaboration with product and technical teams
Respond to and manage RFIs, RFPs, and structured procurement processes, including coordination of internal inputs and solution narratives

Client & Account Management

Build long-term relationships with senior decision-makers and act as a trusted commercial partner
Navigate procurement, legal, IT security, and risk review processes typical of BFSI institutions
Own contract closure, ensure timely invoicing and collections, and identify cross-sell and up-sell opportunities within existing accounts

Cross-Functional Collaboration

Work closely with product, climate science, engineering, and customer success teams throughout the sales lifecycle
Act as the interface between customers and internal teams during onboarding to ensure alignment on scope, expectations, and implementation
Ensure a structured handover to customer success post-deal to support smooth delivery and value realization

Market Feedback & Pipeline Discipline

Maintain accurate pipeline forecasts reflecting milestone-based enterprise sales progress
Share structured customer and market feedback to inform product, pricing, and solution roadmap

Requirements & Skills

5+ years of experience in enterprise sales or business development, preferably in B2B SaaS
Strong experience selling to banks, NBFCs, insurers, or asset managers, or adjacent BFSI stakeholders
Demonstrated ability to manage long sales cycles involving pilots, internal approvals, and multi-stakeholder buying committees
Hands-on experience with RFIs, RFPs, and enterprise procurement processes
Good grasp of technical aspects of enterprise SaaS - able to understand product architecture, data workflows, integrations, and security considerations
Ability to articulate technical solutions in a clear, commercial, and regulatory context
Strong negotiation, stakeholder management, and communication skills

What We Offer

Competitive compensation with performance-linked incentives
High-ownership role with direct exposure to leadership
Opportunity to sell cutting-edge climate, risk, and regulatory technology
A collaborative, outcome-driven work environment

Please email your resume and cover letter to [HIDDEN TEXT] with the subject line:

Application : Enterprise Sales Manager

Enterprise Sales Manager

Enterprise Sales Manager

Enterprise Sales Manager- IT Infrastructure Solutions

Enterprise Sales Manager

Enterprise Sales Manager

Sales Manager- Enterprise- IT Infrastructure Solutions