Sales Manager - BFSI & Lending Institution

UltraBanker is India's first AI-native operating platform built exclusively for NBFCs and banks. We give lending institutions the power of Agentic AI – from Loan Origination (LOS) and Loan Management (LMS) to AI-powered Credit Underwriting, Compliance, KYC, Debt Collections, and FinOps Reporting – all under one unified ecosystem.

Our sweet spot is the underserved middle of Indian lending – NBFCs with ₹50 Cr to ₹2000 Cr in AUM that are scaling fast but still running on legacy systems, spreadsheets, or half-baked software. We also work with larger banks and established NBFCs. We are growing rapidly and are looking for a hunter-executor who can identify the right prospects, build trust quickly, and close deals end-to-end.

As a Sales Manager, you will own the full sales cycle for UltraBanker's SaaS Solutions, Platform Products, and Managed Operations Services. Your target universe spans the entire Indian lending ecosystem — from emerging NBFCs with ₹50–200 Cr in AUM just beginning to digitise, all the way to established HFCs, MFIs, co-operative banks, and large private sector banks.

The emerging NBFC segment is a particularly high-priority hunting ground. These are founder-led, fast-growing lenders who feel the pain of manual operations acutely and make buying decisions quickly — if you can get in the room and speak their language. This is a high-ownership, field-first role. You will be on the ground meeting MDs, CFOs, CTOs, and Credit Heads — building trust, demonstrating ROI, and closing deals.

SaaS Solutions

• Loan Origination System (LOS) – Vehicle, LAP, MSME, LAS, Reverse Mortgage

• Loan Management System (LMS)

• Loan Scoring & Underwriting (LWS)

• NBFC AI CRM

• AI Helpdesk (WhatsApp + Web + Voice)

Platform Products

• Bank's AI Intranet – Private knowledge layer for policies, SOPs, and circulars

• Agentic AI Workbench – Multi-step AI workflow builder for lending teams

• FinOps AI Reporting – Automated MIS and regulatory reporting

• Partner Hub Platform – Distributor and co-lender management

Ultra Operations (Managed Services)

• Debt Collections Team – AI + human hybrid tele-calling and field recovery

• KYC & Onboarding Operations – Video KYC and document verification squads

• Credit Underwriting Ops – AI-assisted credit memo and CAM teams

• Audit & Compliance Operations – Transaction monitoring and regulatory readiness

Pipeline & Prospecting

• Build and own a robust pipeline spanning the full NBFC spectrum — from emerging lenders with ₹50–200 Cr AUM to established NBFCs, HFCs, MFIs, co-operative banks, and private sector banks

• Identify decision-makers (MD/CEO, CTO, CFO, COO, Credit Head) and initiate outreach via calls, emails, LinkedIn, events, and referrals — especially in Tier 2 and Tier 3 cities where emerging NBFCs operate

• Recognise that a ₹100 Cr AUM NBFC run by a hands-on founder may close faster than a large institution — prioritise accordingly and manage a mixed pipeline effectively

Discovery & Solution Selling

• Conduct in-depth discovery calls to understand the prospect's current tech stack, loan book size, AUM stage, operational bottlenecks, and growth targets — the pitch for a ₹150 Cr NBFC is very different from a ₹2000 Cr one

• Map prospect needs to the right UltraBanker product or managed service — entry-level SaaS for smaller NBFCs, full platform deals for larger institutions; never force-fit

• Collaborate with the Product and Solutions team to build customised demos and ROI-driven business case presentations

Deal Execution

• Drive the entire sales cycle from first meeting to signed contract – qualification, demo, POC, proposal, negotiation, and closure

• Manage multi-stakeholder deal environments involving IT, Risk, Compliance, Operations, and Finance teams at the prospect organisation

• Negotiate commercial and contractual terms with support from leadership

Revenue & Targets

• Own and exceed quarterly and annual ARR (Annual Recurring Revenue) targets

• Maintain accurate pipeline hygiene and deal forecasting in the CRM on a weekly basis

• Report progress, blockers, and competitive insights to leadership regularly

Product Champion

• Be the voice of the customer internally — relay prospect objections, feature gaps, and competitive insights directly to the product team after every significant customer interaction

• Participate in product roadmap discussions based on field feedback — your ground-level intelligence shapes what we build next

• Support product demos and POCs as the subject matter expert in customer conversations — you own the narrative, not just the relationship

Relationship & Expansion

• Build long-term senior relationships with clients that lead to upsell and expansion within accounts

• Attend NBFC and BFSI industry events, RBI forums, FIDC events, and lending conferences to build network and generate leads

• Partner with the Customer Success team post-closure to ensure smooth onboarding and high retention

We are a startup. We need people who have done this before — not people learning on the job. Every requirement below is non-negotiable.

• 5–10 years of B2B enterprise sales experience, with a minimum of 3 years selling technology or SaaS into NBFCs, banks, HFCs, or MFIs — not adjacent industries

• Proven, verifiable track record of independently closing large-ticket deals (₹25L+ ACV); must be able to walk through specific deals in the interview

• Hands-on experience selling fintech SaaS — LOS, LMS, CRM, collections tech, KYC platforms, or credit underwriting tools; generic ERP or IT sales does not qualify

• Prior experience with CBS/LOS integrations (Finacle, BaNCS, FinnOne, Lentra, Pennant) or bureau/API-stack deals is required

• Existing senior-level relationships across the NBFC ecosystem — this includes not just large institutions but also founder-MDs and CFOs of emerging NBFCs (₹50–500 Cr AUM); a warm network at this segment is a strong advantage

• Working knowledge of RBI regulations, KYC norms, FLDG frameworks, priority sector lending, and credit bureau integrations — you must be able to speak the language of your buyer

• Exposure to AI/ML or automation-based products; comfort explaining agentic AI workflows to a non-technical CXO audience

• Strong executive presence — polished presenter, confident negotiator, sharp listener

• Willingness and ability to travel 50–60% across India for on-site client meetings

• Excellent communication in English and Hindi; regional language fluency is an advantage

• Competitive fixed CTC with uncapped performance bonus tied to deal closures

• Opportunity to be among the first enterprise sales hires at a fast-scaling AI startup

• Direct access to and mentorship from the Founder

• A product that genuinely solves hard problems for Indian NBFCs – strong ROI story to sell

• Travel and business development expense reimbursement

• ESOPs for high performers (basis tenure and contribution)