We at Pine Labs are looking for those who share our core belief - Every Day is Game day. We bring our best selves to work each day to realize our mission of enriching the world through the power of digital commerce and financial services.
Role Purpose :
We are looking for a high-impact Sales Manager (Individual Contributor) who can sell gift card distribution solutions—not just gift cards. You will build and grow revenue through enterprise loyalty platforms (large-volume partnerships) and mid-tier resellers, while supporting relevant online marketplace/channel opportunities. This is an end-to-end role: you will own partner acquisition, negotiations, onboarding/go-live, activation, and ongoing growth, with a strong focus on meeting and exceeding revenue targets.
The Responsibilities we entrust you with :
1) New Partner Acquisition (Primary)
- Identify, engage, and onboard enterprise loyalty platforms, rewards aggregators, online marketplaces, and mid-tier resellers aligned to our multi-brand gift card catalog.
- Build a structured acquisition pipeline: account mapping, outreach strategy, stakeholder identification, and closing plan.
- Run discovery meetings to understand partner needs (use cases, customer segments, program goals, expected volumes) and position the right distribution model.
2) Deal Closure, Negotiations & Contracting
- Own negotiations and closures with business, category, finance, and operations stakeholders at partner organizations.
- Coordinate contract closure and internal approvals to reduce cycle time and improve win rates.
- Ensure alignment on expectations: responsibilities, timelines, governance, and post-launch success metrics.
3) Partner Onboarding, Go-Live & Activation
- Lead partner launch planning from signed to live, ensuring readiness across catalog selection, offer structure, and fulfillment flows (digital + physical logistics).
- Drive activation so partners begin transacting successfully post go-live; remove blockers quickly by coordinating internal support.
- Set a reporting cadence and define success measures for early-stage performance (first 30/60/90 days).
4) Account Management & Growth (Post-Launch)
- Grow revenue from live partners through expanded catalog adoption, new use cases (rewards, loyalty redemptions, promos), and campaign participation.
- Build joint business plans with key partners to increase visibility, improve sell-through, and expand into new segments/geographies.
- Strengthen retention by proactively managing partner health, service issues, and renewal/expansion conversations.
5) Forecasting, Reporting & Sales Discipline
- Maintain accurate CRM updates: pipeline stages, next steps, expected closures, and forecast values.
- Provide weekly/monthly pipeline reviews and revenue forecasts with clear risk and mitigation plans.
- Track and improve conversion metrics (lead-to-meeting, meeting-to-proposal, proposal-to-close) and activation rates.
6) Cross-Functional Collaboration
- Work closely with operations, finance, product, marketing, and compliance/legal teams to ensure smooth onboarding, fulfillment, settlements, and partner satisfaction.
- Share market feedback to improve offerings, packaging, commercials, and partner enablement materials.
What matters in this role:
- Solution selling mindset: translate partner goals into a clear issuance approach and execution plan.
- Partner/channel development: onboard and grow platforms/resellers and build repeat volumes.
- Commercial acumen: confidence in margin discussions, pricing, settlement terms, and SLAs.
- Stakeholder management: work across multiple partner and internal stakeholders effectively.
- Execution focus: strong follow-through to ensure launches happen on time and issues are resolved quickly.
- Analytical mindset: use data to improve partner productivity, conversion, and forecast accuracy.
- Resilience and ownership: proactive, persistent, and comfortable in a competitive market.
Required Qualifications:
- MBA/PGDM.
- 5–10 years of experience in B2B sales with consistent target achievement.
- Strong experience in gift cards / rewards / loyalty (preferred and highly valued).
- Comfort with consultative selling—able to understand partner needs and propose the right solution.
- Strong communication, presentation, and negotiation skills.
- Willingness to travel for partner meetings across Mumbai/West India (as required).
What we Value in Our people:
- You take the shot: You Decide Fast and You Deliver Right.
- You are the CEO of what you do: you show ownership and make things happen.
- You own tomorrow: by building solutions for the merchants and doing the right thing.
- You sign your work like an artist: You seek to learn and take pride in the work you do.
