Head of Partnerships

Fintech Cloud Pvt. Ltd. | Delhi NCR | Full time

Reports to: Chief Marketing Officer

Experience: 10 to 14 years in partnerships, alliances or business development, with at least 5 in lending or financial services

Team: Builds and leads a team of four to six

ABOUT FINTECH CLOUD

Fintech Cloud is a lending technology and operations platform. We run the origination, underwriting and servicing infrastructure for RBI-registered NBFC partners, and operate the consumer lending brands they lend through. The business is growing quickly, in both partner count and lending volume.

It reports to the Chief Marketing Officer and owns the partner-sourced side of customer acquisition end to end.

THE ROLE

We have mapped a partner universe of more than three hundred companies across thirty-two categories, from DSA and agent networks to marketplaces, payroll platforms, employers and lender-to-lender referral. None of it is contracted. This role turns that map into a working pipeline.

It is a build role. You will get a free hand to build the partnerships team, commercial template, onboarding process and partner reporting. All of it has to be created while the first partners are already going live.

WHAT YOU WILL OWN

- The partner pipeline end to end: qualification, commercial negotiation, contracting, and the capacity statement that tells the business what is genuinely committed rather than hoped for.
- Wave sequencing across the portfolio, so effort goes where time to first lead is shortest rather than where the headline target is largest.
- Commercial models by channel, whether cost per lead, cost per disbursal, revenue share or hybrid,



with cost per disbursal adjusted for first-payment default as the decision metric.
- The pilot protocol: every partner tested at five to ten thousand leads, with kill criteria agreed before any spend.
- Joint governance with Legal and Compliance, since consent provenance and the lawfulness of data sharing decide whether a partner can be used at all.
- Decision-maker relationships across lenders, networks, platforms and large employers.
- Hiring and running the partnerships team.

WHAT WE ARE LOOKING FOR

- Built a partner or channel function from nothing rather than inheriting one that already worked.
- Lending, NBFC, insurance or financial services background, with real fluency in funnel economics through to disbursal rather than to lead.
- Negotiated commercial terms at volume with DSA networks, affiliate networks, marketplaces or enterprise platforms.
- Willingness to move away from partners that do not work, and specific examples of having done it.
- The discipline to hold a forecast honestly, including stating an uncommitted shortfall early rather than at the end of the quarter.
- Working knowledge of the DPDP Act, RBI digital lending rules, and what a lending service provider may and may not do.

NICE TO HAVE

- Experience inside an LSP or co-lending structure.
- Exposure to bureau, account aggregator or alternate data partnerships.

SUCCESS AT SIX MONTHS

- First-wave partners live and contracted, with volume measured against a signed commitment rather than a projection.
- A capacity statement that finance and the credit team both trust.
- The pilot protocol running, with at least one partner discontinued on evidence.
- The team hired and each category owned by a named person.

📌 Head of Partnerships (Delhi)
🏢 Fintech Cloud
📍 Delhi