Role: Head of Sales
Function: Sales / Business Development
Type: Full-time
Industry: Fintech, Payments, Trade Finance
About Company
The client is a venture-backed fintech platform building the backbone of global trade banking. Its suite of products covers collections, remittances, FX, documentation, and working-capital finance for exporters and importers. The team blends deep trade-finance expertise with modern payment technology to deliver faster, cost-efficient, and compliant cross-border transactions. Backed by leading investors, the company operates with a distributed, product-led culture that prizes ownership and regulatory rigor. Joining now places you at the early leadership stage of a fast-growing market opportunity worth billion.
Position Overview
You architect and scale the commercial engine for a high-growth trade-finance fintech. You own end-to-end revenue, shape go-to-market strategy, and build a national sales team that partners with banks, PSPs, exporters, and importers. Your work directly influences how businesses move money and goods across borders.
Role & Responsibilities
- Define and execute the national sales strategy across MSMEs, digital exporters, and enterprise segments.
- Build a scalable, data-driven sales organization spanning direct, partner, and digital channels.
- Own annual revenue and volume targets across corridors, currencies, and customer segments.
- Drive consistent pipeline growth through outbound initiatives, ecosystem partnerships, and strategic alliances.
- Hire, mentor, and lead regional trade managers and relationship teams to deliver high performance and accountability.
- Establish a robust sales operating cadence, including pipeline reviews, account planning, and performance dashboards.
- Foster a compliance-first sales culture that values integrity, transparency, and excellence.
- Partner with Product and Technology teams to align the roadmap with client and market needs.
- Identify and unlock new business lines such as trade finance, supply-chain credit, and API-led integrations.
- Design and execute GTM strategies for emerging digital segments including Amazon, Shopify, and SaaS exporters.
- Build and manage strategic partnerships with AD-I banks, PSPs, export councils, and ecosystem enablers.
- Establish co-selling and co-branding programs to extend market reach and deepen channel distribution.
- Represent the client at industry bodies, trade fairs, and government programs to strengthen brand visibility and industry advocacy.
- Ensure all sales processes comply with FEMA, RBI, and TBML guidelines.
- Collaborate with Compliance and Risk teams to align onboarding, documentation, and reporting frameworks.
- Champion ethical, regulation-first growth as part of the company's DNA.
Must have Criteria
- 10–15 years in B2B sales or leadership roles within trade finance, forex, or fintech payments.
- Demonstrated ability to build, lead, and scale high-performing revenue organizations serving exporters, importers, MSMEs, or corporate segments.
- Deep understanding of cross-border payments, export finance, FX markets, and related compliance frameworks.
- Ability to operate at strategic and execution levels, from GTM design and pipeline development to enterprise deal closure.
- Strong stakeholder management skills with CXOs, banks, PSPs, and trade ecosystem partners.
- Data-driven approach to forecasting, funnel management, performance tracking, and decision-making.
- Excellent communication, negotiation, and executive presence.
Nice to Have
- MBA or advanced degree in Finance, Business, or Economics.
- Exposure to partnership-led GTM models and ecosystem-based sales strategies.
- Experience working with AD-I banks, PSPs, export and trade bodies.
- Certifications in Trade Finance or International Business.
What We Offer
- Be part of the founding leadership team shaping the future of global trade banking.
- Build a category-defining revenue organization from the ground up.
- Work at the intersection of fintech innovation, trade finance, and global commerce.
- Enjoy a high-impact, high-ownership role where growth, innovation, and compliance coexist.
