Director – Business Development, Banking (Fintech SaaS)

Location: Mumbai, India

Employment Type: Permanent / Full-time

Industry: Fintech / SaaS / Banking Technology

Role Overview :

We are looking for an experienced Director – Business Development (Banking) to lead enterprise sales within the Indian banking ecosystem. This role is ideal for a strategic sales leader who understands how Indian banks evaluate and procure technology solutions and enjoys building markets from scratch.

The candidate will be responsible for driving enterprise SaaS sales with banks, building relationships with senior banking leaders, navigating complex procurement cycles, and positioning the company as a trusted technology partner for digital transformation initiatives.

Key Responsibilities :

1. Own Banking Sales Across India

• Drive end-to-end enterprise sales cycles with banks across India including public sector banks, private sector banks, and new-age digital banks.
• Identify new business opportunities and build a strong pipeline of strategic banking accounts.
• Develop account strategies and lead large enterprise deal closures.
• Achieve revenue targets and contribute to expanding the company’s footprint within the banking sector.

2. Build Strong CXO Relationships

• Establish and nurture relationships with CIOs, CTOs, Chief Digital Officers, Innovation Heads, Product Leaders, and Technology Decision Makers.
• Position the company as a strategic technology partner rather than just a vendor.
• Engage with leadership teams to understand digital transformation priorities and technology roadmaps.

3. Navigate Complex Bank Sales Cycles

• Lead solution discussions, product demonstrations, and value-based selling engagements.
• Work closely with internal product, solution engineering, and delivery teams to craft tailored solutions for banking clients.
• Manage complex RFP, RFQ, empanelment, procurement, and vendor onboarding processes within banks.
• Negotiate commercial terms and close high-value enterprise deals.

4. Shape the Banking Go-To-Market (GTM) Strategy

• Identify high-potential banking segments and prioritize target institutions.
• Provide strategic feedback to product, leadership, and marketing teams based on market insights.
• Help refine the value proposition for banking customers.
• Contribute to pricing strategies, positioning, and competitive differentiation.

5. Build Ecosystem Partnerships

• Develop relationships with system integrators, fintech partners, consulting firms, and technology alliances.
• Identify opportunities for co-selling and strategic collaborations.
• Represent the company at banking and fintech industry forums, conferences, and networking events.

Required Qualifications & Experience :

• 8–10 years of experience in B2B enterprise sales.
• Proven experience selling SaaS, fintech, or enterprise technology solutions to banks.
• Strong understanding of the Indian banking ecosystem and technology procurement processes.
• Demonstrated track record of closing large enterprise deals and managing high-value sales pipelines.
• Ability to navigate long, complex sales cycles with multiple stakeholders.
• Strong relationship management, negotiation, and consultative selling skills.

Preferred :

• Existing relationships with banking decision makers such as CIOs, CTOs, Digital Heads, and Innovation Leaders.
• Experience selling solutions related to:
• Digital banking platforms
• Payments infrastructure
• Lending technology
• Risk and compliance systems
• Core banking integrations
• Experience working in a startup, scale-up, or high-growth technology environment.
• Familiarity with RFP-driven enterprise sales in banking.