Role Summary:
As the AVP - Sales Strategy and Growth - Enterprise Business you will be responsible for defining and executing Paytm's long-term enterprise growth strategy. You will bridge the gap between market opportunities and product capabilities, driving sustainable revenue growth across large corporate and ecosystem accounts. This role sits at the intersection of business development, corporate strategy, and product innovation, requiring you to collaborate with senior leadership and cross-functional teams (Product, Tech, Risk, and Operations) to unlock new monetization models and scale Paytm's footprint in the digital payments ecosystem.
Key Responsibilities:
Strategic Planning & Market Expansion
- Define GTM Strategy: Formulate and execute the comprehensive Go-to-Market (GTM) strategy for the Enterprise segment, identifying untapped industry verticals and emerging market trends.
- Business Model Innovation: Design innovative commercial frameworks, pricing strategies, and value propositions tailored to large-scale enterprises and ecosystem partners.
- P&L & Portfolio Strategy: Own the strategic P&L for the enterprise portfolio, prioritizing high-margin initiatives and long-term lifetime value (LTV) over short-term transaction volumes.
Ecosystem Partnerships & High-Value Alliances
- C-Suite Advisory: Cultivate deeply strategic, consultative relationships with C-level stakeholders at Tier-1 enterprise clients, positioning Paytm as an institutional transformation partner rather than just a vendor.
- Strategic Alliances: Identify, negotiate, and execute complex, high-impact partnerships and joint ventures that create defensive moats for Paytm's enterprise business.
- Cross-Functional Orchestration: Act as the strategic liaison between enterprise clients and internal Product/Tech teams to co-create bespoke, next-generation payment solutions.
Performance Insights & Enablement
- Data-Driven Decisions: Analyze market intelligence, competitor capabilities, and internal performance metrics to continuously iterate on the enterprise growth playbook.
- Sales Enablement & Mentorship: Equip and enable regional account leaders with the strategic frameworks, pitch narratives, and structuring tools needed to execute high-value deals.
Required Qualifications & Skills
- Education: Bachelor's or Master's degree (MBA preferred) in Business, Finance, Strategy, or a related field.
- Experience: 10+ years of professional experience, with a significant portion spent in Corporate Strategy, Management Consulting, or Strategic Business Development within fintech, payments, or the broader BFSI tech sector.
- Strategic Mindset: Proven ability to synthesize complex market dynamics into actionable business strategies and structured commercial frameworks.
- Stakeholder Management: Exceptional negotiation and communication skills, with a track record of influencing C-level executives and alignment across matrixed internal organizations.
- Analytical Rigor: Strong financial acumen and data interpretation skills, comfortable with P&L modeling and market sizing.
Preferred Attributes
- Fintech Deep-Dive: Comprehensive understanding of payment gateway architecture, API ecosystems, embedded finance, and regulatory/compliance frameworks.
- Product-Adjacent Thinking: Experience collaborating directly with Product Managers and Engineers to translate enterprise client friction points into scalable product features.
- Agility: A thrive-in-ambiguity mindset, capable of pivoting strategies based on regulatory shifts or sudden market disruptions.
