Job Description

About the Role

As Senior Director - Sales for Government Institutional Businesses, you will lead strategic business development initiatives with government entities, PSUs, and institutional clients while driving substantial revenue growth through large-scale public sector partnerships. This senior leadership role requires an accomplished sales leader with deep government sector expertise who can navigate complex procurement processes while building and scaling specialized sales organizations. You'll be responsible for overseeing government sales strategies, leading specialized teams, and closing marquee opportunities with central/state governments, PSUs, and institutional clients, focusing on comprehensive suite of payment solutions tailored for public sector requirements. This role offers significant strategic influence in India's digital governance transformation and reports directly to the Chief Growth Officer. The position can be based in Gurgaon, Bangalore, or Mumbai with substantial opportunities for career advancement within global organization.

Responsibilities

Develop and execute comprehensive sales strategies for government and institutional business segments across central, state, and local government entities
Lead, mentor, and scale specialized government sales teams with expertise in public sector procurement and compliance requirements
Oversee complex government tender processes, RFP responses, and multi-stakeholder negotiations involving government decision-makers
Identify and penetrate new government verticals, PSUs, and institutional segments to expand public sector footprint
Conduct strategic analysis of government digital initiatives, policy changes, and emerging opportunities in the public sector
Establish and nurture strategic partnerships with government technology partners, system integrators, and consulting firms
Build and maintain senior-level relationships with government officials, PSU leadership, and institutional decision-makers
Serve as executive sponsor for strategic government accounts, ensuring compliance and successful implementation of payment solutions
Collaborate with Product, Legal, and Compliance teams to develop government-compliant solutions meeting regulatory and security requirements
Drive sales excellence through coaching and development of government sales specialists and account managers
Establish government-specific sales methodologies, tender processes, and compliance frameworks
Represent government forums, policy discussions, and public sector technology events
Own accurate forecasting for government sales cycles, pipeline management, and strategic account planning
Provide executive-level reporting on government sales performance, policy impacts, and competitive positioning to senior leadership
Drive continuous improvement in government sales processes, compliance procedures, and stakeholder engagement strategies

Requirements

15+ years of progressive B2B sales experience with minimum 8-10 years specifically in government/public sector sales leadership
Exceptional track record of winning large government tenders and consistently exceeding sales targets in public sector technology
Proven experience leading government sales teams and managing complex stakeholder relationships across multiple government levels
Demonstrated success with government procurement processes, tender management, and contract negotiations with deal sizes of ₹5Cr+ annually
Extensive background in new business acquisition within central government, state governments, PSUs, and institutional clients
Deep expertise in government technology, digital payments, fintech, or banking sectors with strong regulatory knowledge
Experience selling to government entities across sectors such as taxation, treasury, social welfare, e-governance, or public enterprises
Comprehensive understanding of government payment systems, regulatory compliance, and public sector digital transformation initiatives
Expert knowledge of Indian government procurement policies, tender processes, and compliance requirements (GEM, CVC guidelines)
Outstanding communication and presentation skills with proven ability to influence senior government officials and institutional leaders
Strong analytical and strategic planning capabilities with experience in government policy analysis and stakeholder mapping
Proven ability to build, lead, and scale specialized government sales organizations with compliance expertise
Extensive experience in cross-functional collaboration with legal, compliance, and product teams for government solutions
Deep understanding of government decision-making processes, budget cycles, and approval hierarchies
Results-oriented leadership with strong accountability and ability to navigate complex government bureaucracy
Cultural alignment with public service values and commitment to financial inclusion and digital transformation
Demonstrated experience managing long government sales cycles (18-36 months) and multiple stakeholder approvals
MBA from premier business school or equivalent, with additional certifications in government procurement preferred
Strong network and relationships within government technology ecosystem preferred
Based in Gurgaon, Bangalore, or Mumbai, or willing to relocate
Willingness to travel extensively across India for government meetings, tender presentations, and stakeholder engagement

Required Skills

[Sales and Marketing]

Additional Information

15+ years of progressive B2B sales experience with minimum 8-10 years specifically in government/public sector sales leadership

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