Director - Sales

ABOUT FINLY
Finly Technology is a financial technology software provider for Enterprises. We offer an Intelligent and scalable accounts payable automation suite called ‘Finly’ to power the Finance department and their operations.

WE BELIEVE IN:
Digitalization of Finance Operations: We believe the next generation of Finance teams would not be spending time on manual work carrying out their day to day finance operations. They would be performing critical tasks of analyzing & tracking key metrics relevant to the company's growth.

Building a large product-led business out of India: We envision building a capital-efficient, product-led business to achieve our mission. This means constant innovation by collaboration of the product team with finance teams & banking experts to identify deep-rooted issues in finance departments across multiple industries.

Diverse & inclusive teams: We believe a wide variety of backgrounds, experiences & skillsets leads to diverse perspectives & high performing teams. A culture of balance & belonging will ensure one brings their authentic selves to work in whatever way makes sense to them.

OUR IMPACT SO FAR:

• INR 8.3 Billion [8,30,00,00,000/-] Business payments in the year 2018-2019 and growing.
• Product designed to automate finance operations across 14 different industries.
• Payment automation for all businesses via a deep integration with all the top banks in India: ICICI, Yes Bank, HDFC, Kotak, etc.

All this could be achieved with a nimble team of 38 (3 salespeople across Mumbai & Delhi and rest of the team in Bangalore)

OPPORTUNITY IN THE BUSINESS DEVELOPMENT TEAM:
Joining our Business Team, you’ll get to use your lead generation know-how and passion for people to make a direct impact on Finly and it’s revenue growth. You’ll expand your leadership skills in working with leaders & industry experts, develop industry expertise, and influence the development of new sales best practices. You will be working with a team that brings a HUGE amount of positive energy, motivation and team spirit at Finly. Most importantly, you’ll get to work on transforming how finance departments currently operate and we do this our suite of 4 products & 12 modules designed by product managers working with banking & finance experts.

The company’s growth from here is based on a multi-product strategy. The way we’re scaling our business team is in-line with the company’s product-based strategy.

Your customers are the CFOs & Finance Teams in mid to large scale enterprise businesses and you will solutionize these products to solve the problems faced by them.

THE TEAM:
Finly’s Business Development team is a tight-knit team spread across three offices with diverse backgrounds--we’re seasoned salespeople, whip-smart new grads, and even a few finance consultants. We are charged with kicking off conversations with qualified leads and working with CFOs & Finance Teams in mid to large scale enterprise businesses in India to help them make hiring more strategic & collaborative decisions in Finance Departments using Finly.

KEY FUNCTIONS:
WITHIN 1 MONTH, YOU'LL

• Complete Finly’s new-hire training week, and learn Accounts Payable Processes & the various partners we work with to make Finly happen.
• Work with the team you will be leading.
• Within the second week demonstrate the product over the web and face to face and make a strong pitch on the value of our product to the team and other organization members. In order to do this, you will ramp up with your teammates and attend business training sessions designed and presented by the team.
• Meet with cross-functional peers around the company to further understand how the product functions. Join multiple demos with peers including our senior enterprise sales executives.
• Create a pipeline of leads and pitch the software to prospects.
• Build a pipeline in the Mid-Market business (500 to 10000 employees) - Schedule the product demos for the sales team through targeted prospecting in a defined segment with a standard operating procedure.
• Begin working with the team and put the foundation in place to make the strategy a reality by diligent execution & focus.

WITHIN 3 MONTH, YOU'LL:

• Work with the head of demand generation to generate leads via Account Based Marketing & through a mix of activities to generate leads for the SDRs.
• Achieving your target and helping build a system that consistently hits quotas.
• Be in a position to consult & sell the solution to Finance experts like CFOs..
• Complete end to end sales process including offer roll out & negotiation for a customer.
• Contribute and optimize the Finly SDR Playbook.
• Attend large account meetings with your SDRs & negotiate closures beside him.

WITHIN 6 MONTH, YOU'LL:

• Building and maintain a 5x rolling pipeline in the Mid-Market business (500 to 5000 employees)
• Understand the technical aspects of the product and involve in discussion with respect to integrations in business meetings.
• Create a mutually-agreed-upon plan by yourself for the forward six months and execute the same along with your manager.
• Increase conversion across at each stage of the sales funnel.
• Strategizing & planning negotiation with the commercial team.

WITHIN 12 MONTH, YOU'LL:

• Overachieve your meetings, SQL and referred revenue goals for the most recent two quarters.
• Solutionizing product.
• Technology related discussion in Sales
• Tools to automate multiple aspects of sales
• Master Strategic solutions engineering, choosing to develop your teammates in that segment or continue your work on even larger deals
• Serve as a mentor for new hires, sharing knowledge, best practices and real-time feedback with your peer.

WHAT WE EXPECT:

• Integrity, high energy & a team player who wins a lot.
• Comfortable with flexible work timings and travelling.
• Minimum of 2 years experience in a sales leadership position.
• Proven track record creating large value deals and consistency in executing B2B contracts of $10k+ ACV.
• In-depth knowledge of selling strategies and methods, as well as employee motivation techniques.
• Proven track record in hiring, mentoring and coaching their teams to reach peak performance and is able to make swift and decisive changes as needed to address performance/fit issues
• Excellent leadership, communication, interpersonal, and customer service skills.
• Great strategic planning, organizational, and creative thinking skill.
• MBA from a tier-1 or tier-2 business school is a plus.

WHY JOIN US:

• You’ll work alongside amazing, high-performing colleagues
• Fast career growth, impact, and progression - Business is critical to ensure what we are building is adding value to our customers and this will be a masterclass for the same.
• Thought leaders in the AP space.