Head of Sales - Mumbai

Job Description

About the company :

Yubi ( https : / / www.go-yubi.com / ) stands for ubiquitous. But Yubi will also stand for transparency, collaboration, and the power of possibility. From being a disruptor in India’s debt market to marching towards global corporate markets from one product to one holistic product suite with seven products. Yubi is the place to unleash potential. Freedom, not fear. Avenues, not roadblocks. Opportunity, not obstacles!

Founded in 2020 by CEO, Gaurav Kumar, Yubi's technology infrastructure, credit marketplace, risk evaluation, and collections platforms facilitate every stage of the flow of money from lenders to borrowers and back to lenders. The company is backed by esteemed investors like Peak XV, Lightspeed, Lightrock, TVS Capital, B Capital Group, Dragoneer Investment Group, and Insight Partners, among others.

With a mission to deepen the debt market and democratise capital flow, Yubi is transforming the financial landscape, fostering inclusivity, and building a transparent and responsible ecosystem for all.

About the Role

We are seeking a motivated professional to take on a dual-role encompassing both sales and account management. This position is critical in driving new business growth while maintaining and expanding relationships with existing clients. The ideal candidate will be adept at both acquiring new clients and ensuring long-term client satisfaction and retention.

Key Responsibilities

Sales Responsibilities

1. New Business Development :

o Identify and target potential clients through market research, industry events, and direct networking.

o Develop tailored sales strategies to meet and exceed revenue targets.

o Map large enterprises org charts along with key designations and change owners.

2. Solution Selling :

o Engage with prospective clients to understand their needs and propose relevant solutions.

o Deliver impactful product demonstrations and presentations, showcasing value proposition and ROI.

3. Negotiation and Deal Closure :

o Lead pricing discussions and contract negotiations, ensuring mutually beneficial agreements.

o Coordinate with internal teams to facilitate smooth onboarding for new clients.

4. Market Insights :

o Stay updated on industry trends, competitors, and client needs to refine sales approaches.

o Provide feedback to internal teams to improve products and solutions.

5. Cross Sell :

o Identify cross sell opportunities and targets with the client

o Map and engage existing customers across verticals / departments

Key Account Management Responsibilities

1. Client Relationship Management :

o Develop a deep understanding of client goals and align company solutions to meet their needs.

o Build and maintain strong relationships with existing clients, acting as their primary point of contact.

o Conduct regular check-ins to address concerns, and gather feedback.

2. Strategic Account Planning :

o Develop and implement tailored account plans to deepen engagement and increase account revenue.

o Monitor client satisfaction and resolve any issues promptly to ensure long- term retention.

o Maintain regular updates on client business strategy and financial changes to ensure revenue goals are aligned.

3. Collaboration and Coordination :

o Work closely with internal teams, including product, support, and marketing,to deliver a seamless client experience.

o Advocate for client needs internally to inform product development and service enhancements.

o Work closely across regions / teams to accelerate partnerships.

4. Revenue Growth from Existing Accounts :

o Identify opportunities to upsell or cross-sell additional products and services to existing clients.

o Prepare and deliver customized proposals for expanding partnerships.

5. Performance Monitoring :

o Regularly review account performance metrics and usage data, suggesting improvements or enhancements.

o Conduct periodic business reviews to strengthen client relationships and align on future strategies.

Requirements

• 15+ years of experience in sales and account management, in the BFSI product / tech / platform sales / Fintech / SaaS space.
• Experience in independently managing accounts, owning P&L.
• Ability to drive discussions at senior levels for platform sales conversion and account management.
• Strong negotiation and relationship-building skills, with a customer-first mindset.
• Demonstrated ability to manage a full sales cycle, from prospecting to closing and account growth.
• Understanding of the Banking and NBFC sector in India.
• Knowledge of banking products, processes, debt instruments, regulations and trends is a huge plus.
• Exceptional communication, negotiation, and relationship-building skills.
• Education : Engineering graduate, preferably with MBA or an equivalent degree

Requirements

Sales