VP - Sales Lead

In March 2022, we became Indias fastest fintech and most impactful startup to join the unicorn club with a Series B fundraising round of $137 million.

In 2020, we began our journey with a vision of transforming and deepening the global institutional debt market through technology. Our two-sided debt marketplace helps institutional and HNI investors find the widest network of corporate borrowers and debt products on one side and helps corporates to discover investors and access debt capital efficiently on the other side. Switching between platforms is easy, which means investors can lend, invest, and trade bonds - all in one place. All 5 of our platforms shake up the traditional debt ecosystem and offer new ways of digital finance.

- Yubi Loans - Term loans and working capital solutions for enterprises.

- Yubi Invest - Bond issuance and investments for institutional and retail participants.

- Yubi Pool- End-to-end securitisations and portfolio buyouts.

- Yubi Flow - A supply chain platform that offers trade financing solutions.

- Yubi Co.Lend - For banks and NBFCs for co-lending partnerships.

Currently, we have onboarded over 5000 investors and 12000 enterprises and have facilitated debt volumes of over INR 150,000 crore.

Backed by marquee investors like Insight Partners, B Capital Group, Dragoneer, Sequoia Capital, LightSpeed and Lightrock, we are the only-of-its-kind debt platform globally, revolutionizing the segment.

At Yubi, People are at the core of the business and our most valuable assets. Yubi is constantly growing, with 700+ like-minded individuals today, who are changing the way people perceive debt. We are a fun bunch who are highly motivated and driven to create a purposeful impact. Come, join the club to be a part of our epic growth story.

About the Role:

We are seeking a motivated professional to be the B2B sales leader in IndiaBFSI market for platform, data and analytics solutions. This leader will be the face of Yubi to build long-term and deep relations with emerging accounts clients. 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

1. Primary
   

   • Revenue of the respective clients
     

   • Responsible for PUA singing and monthly billing
     

   • Hold level 1 conversations across all platforms
     

     
     

     1. Secondary
        

        • Support in platform revenue expansion, such as MxN, new LOBs
          

          
          

          1. Sales Responsibilities
             

             • New Business Development:
               

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

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

               • Solution Selling:
                 

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

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

                 • Negotiation and Deal Closure:
                   

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

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

                   • Market Insights:
                     

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

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

                       
                       

                       D. Key Account Management Responsibilities
                       

                       • Client Relationship Management:
                         

                         • Focused on building long-term client relations. Specially at top management
                           

                         • Serve as the primary point of contact for key accounts, ensuring prompt resolution of queries and concerns.
                           

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

                         • Client Relationship Management:
                           

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

                           • Conduct regular check-ins to address concerns, gather feedback, and identify opportunities for upselling or cross-selling.
                             

                           • Strategic Account Planning:
                             

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

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

                             • Collaboration and Coordination:
                               

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

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

                               • Revenue Growth from Existing Accounts:
                                 

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

                                 • Prepare and deliver customized proposals for expanding partnerships.
                                   

                                 • Performance Monitoring:
                                   

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

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

                                     E. Internal Interactions
                                     

                                     • Interactions with teams responsible for contracting and billing, such as Infosec , Legal & Finance team
                                       

                                       
                                       

                                       F. Performance Metrics
                                       

                                       • Adherence to Annual Operation Plan (AOP) of the respective allocated clients across all Yubi platforms. Plan vs Actual
                                         

                                       • AOP as planned may include revenue, go-live, mXn
                                         
                                         

                                         
                                         
                                         Requirements

                                         Qualification
                                         

                                         • 10-15 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.
                                           

                                         • MBA or equivalent degree
                                           

                                           
                                           
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