Kadel Labs - Manager - Sales - BFSI & Lending Institution (5-10 yrs)

About UltraBanker:

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.

Department: Revenue / Growth

Location: Delhi NCR - Field Sales Pan India (Travel Required)

Experience: 5 - 10 Years

Target Market: BFSI NBFCs (50Cr 5000Cr AUM), Banks, HFCs, MFIs, Co-operative Banks

Role Overview:

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.

What You Will Sell:

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

Key Responsibilities:

1. 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.

2. 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.

3. 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.

4. 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.

5. 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.

6. 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.

What We Are Looking For (No Exceptions):

- 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.

What We Offer:

- 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).