About the job

Pine Labs is a leading fintech company building technology and financial solutions across payments, commerce and embedded finance for businesses and consumers across the Global South. With a strong presence across multiple markets, Pine Labs enables businesses with digital payments, financial services and commerce solutions, helping them grow and operate more efficiently.

Pine Labs Prepaid is one of India's largest issuing and prepaid platforms. We power the gift-card and reward programs for every major Indian fintech (CRED, PhonePe, Paytm, MagicPin, Super Money) and run live programs with HDFC, Amex, Axis, IndusInd, Yes Bank, and others.

Join us to be part of a fast-paced, innovative fintech environment with opportunities to work on high-impact business and finance initiatives.

Role Purpose

We are hiring an Associate Director, BFSI Sales to own the end-to-end sales motion into Banks and the wider BFSI segment. It is a high-ownership revenue portfolio role with a focus on revenue growth and bank/FI partner expansion

What you'll own

- BFSI revenue number across Banks, NBFCs, Insurance, Brokerages, and AMCs
- The entire Pine Prepaid and Issuing product suite, with a clear view of which products play in which segment: Gift Card Marketplaces, reward catalogue APIs, welcome/milestone/activation campaigns, co-branded card programs, employee and DSA reward programs, referral rewards, and full-KYC prepaid payment instruments.
- Building and running your own pipeline. Account ownership from first conversation through contract signature through live program

Key responsibilities

- Open and close deals with Cards teams, Partnership heads, Chief Digital Officers, DSA / distribution heads, and product leaders at banks and large BFSI customers
- Lead GTM strategy for the complete suite of PL Prepaid products across BFSI partnerships, aligning product, operations,



sales and technology stakeholders.
- Lead high-value commercial negotiations with CXO-level BFSI stakeholders, covering partnership structure, commercials and growth
- opportunities.
- Drive partner governance, business reviews and execution alignment across internal and external stakeholders.
- Feed market signals back into Pine Labs’ product roadmap: what features clients ask for, what pricing holds, what regulatory shifts open recent product plays

Must-have qualifications

- 8 to 10 years of enterprise sales experience
- At least 3 to 4 years selling issuing, prepaid, gift-card, loyalty, or payment infrastructure platforms into BFSI customers in India
- Demonstrated track record of closing BFSI deals at CXO or senior product-head level
- Carried an annual revenue number in a current or prior role, not just account coverage or pre-sales
- Working fluency across all three financial regulators relevant to this role: RBI (PPI issuance norms, Full-KYC PPI limits, co-branded card frameworks), SEBI & IRDAI (incentive restrictions)

Preferred qualifications

- Prior experience at an issuing prepaid, loyalty, GCM, or payments competitor
- Or prior role in a bank Cards team, Partnerships team, or Digital Products team at a top-10 Indian bank
- Prior experience selling or building Full-KYC PPI constructs
- Existing CXO relationships at Top 10 accounts in each of the BFSI verticals

What we value in our people.

• You take the Shot: You decide fast and deliver right

• You are the CEO of what you do: You show ownership and make things happen.

• You own tomorrow: You build solutions for the merchants and do the right thing.

• You sign your work like an artist: You seek to learn and take pride in the work you do.

• You are the Sherpa: You take people along and act in the interest of Pine Labs.

• You care with tough love: You empower others and help people grow.

📌 Associate Director - Banking Partnerships (Mumbai)
🏢 Pine Labs
📍 Mumbai