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
