We are hiring a senior enterprise sales skilled to own new business across Banks, NBFCs, Fintech lenders and Asset Reconstruction Companies. The role carries end-to-end responsibility for the sales cycle - territory and account planning, opportunity origination, solution positioning, commercial negotiation, and contract closure - followed by account expansion once live. This is a founding individual contributor role.

There is no team to manage and none is planned in the near term; the mandate is to personally build pipeline and close deals. The sale is consultative and structured rather than transactional: long cycles, multiple stakeholders, and a buying decision that must satisfy commercial, compliance and operational requirements at the same time. Detail on the product, commercial construct and pricing model will be shared with shortlisted candidates under confidentiality.

Key Responsibilities Pipeline and new business

Own the full sales cycle end to end: account targeting, opportunity origination, discovery, solution positioning, proposal development, negotiation and closure.

Build and maintain a qualified pipeline across private Banks, NBFCs, Fintech lenders, ARCs and public sector Banks, sequenced by each segment's sales-cycle length.

Carry and deliver against a new-business target, with structured territory and account planning behind it. Commercial negotiation

Construct and negotiate commercial proposals benchmarked against the client's existing cost base — agency arrangements, legal and recovery spend, and portfolio sale economics.

Scope and sell pilot engagements: portfolio coverage, eligibility criteria, service levels, timelines and reporting commitments.

Work with internal and client-side Finance and Operations teams so that commercial terms are clean on invoicing, reconciliation and documentation from the first transaction. Complex stakeholder selling

Map the full buying committee within each account — Collections, Recovery, Legal, Risk, Compliance, Operations, Finance, Vendor Management and the relevant CXO — and build the business case each function requires to sign off.





Anticipate and handle objections relating to outsourcing frameworks, borrower conduct, data protection and audit, preparing defensible positions with internal counsel ahead of the meeting where they will be raised.

Produce committee-ready collateral: commercial cases, risk notes, pilot results and audit documentation. Account expansion

Convert pilot engagements into scaled contracts through expanded portfolio scope and extended commercial terms.

Own the client relationship post-signature: performance reviews, service-level adherence, commercial reviews and upsell planning.

Act as the primary escalation point for clients on commercial and operational matters, and channel client feedback into product and operations priorities. Sales governance

Maintain disciplined CRM hygiene, pipeline tracking, forecasting and MIS across opportunities, contracts signed, portfolios activated and volumes delivered.

Represent the company at industry forums, lender conferences and relevant professional gatherings to generate qualified opportunities. ⸻

Market and Domain Expertise The role requires genuine working knowledge of how retail lenders manage accounts in default: NPA classification and provisioning, write-off practice, delegation and approval frameworks for compromise settlements, agency allocation and commission structures, legal and arbitration routes, Lok Adalat and conciliation mechanisms, and portfolio sale to ARCs. Portfolio familiarity should span Credit Cards, Personal Loans, Business Loans, Consumer Durable and Two-Wheeler lending, and digital and BNPL lending. Working familiarity with RBI's framework on compromise settlements, and with outsourcing and recovery-agent conduct requirements, is essential.

In this sale,



compliance is not a downstream approval to be managed — it forms part of the pitch from the first meeting. ⸻

What Makes This Sale Different Candidates should read this section carefully before applying. There is no existing budget line. Most first meetings begin by establishing why this should be bought at all. Comfort with category creation and long first cycles is essential.

The business case is made against inaction. You are not displacing a competitor. The comparison is what the client recovers today from portfolios it has largely written down.

Confidentiality constraints shape the deal. Clients will not disclose certain internal parameters and should not be asked to. Commercial structures must be designed so that sensitive decisioning remains entirely within the institution.

Client trust is the asset being sold. Everything about how the company operates is designed to make regulated institutions comfortable. Anyone inclined to close by overstating capability will create problems this business cannot absorb.

You will be the function. No SDR support, no inherited pipeline, no established playbook. The playbook is what you will write. ⸻

Experience and Qualifications 10–18 years in enterprise or institutional sales within Banks, NBFCs, Fintech lenders, ARCs, collections agencies, legal recovery firms, credit bureaus, or enterprise technology and services sold into financial institutions.

Demonstrated success closing large-value, structured contracts with regulated financial institutions — as distinct from transactional or commoditised product sales.

Direct experience selling into or working within collections, recovery or debt resolution strongly preferred. Candidates who have sat on the buying side of such decisions are of particular interest.

An established senior network across the lending ecosystem — Collections Heads, Recovery Heads, Chief Risk Officers, Heads of Legal, Vendor Management — is a material advantage.

Track record of pilot-led enterprise adoption, where early performance determines contract expansion.

Graduate degree required; MBA or equivalent preferred.

📌 Head of Sales (Mumbai)
🏢 Medius AI
📍 Mumbai