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 [Confidential Information] with the subject line:
Application : Enterprise Sales Manager
