AVP / VP – Secured Lending

Location: Bengaluru HQ, with regular travel across operating states

Level: VP / AVP – Secured Lending (calibrated at offer based on candidate calibre)

Reporting Into: Co-founder

Geographies: Karnataka, Uttar Pradesh, Rajasthan, Haryana,

About the organisation -

The business is a tech-led, data-driven RBI-registered NBFC building financial products for the prime layer of India's informal economy. The Business combines AI, automation, and proprietary systems with on-ground field assessments to improve underwriting decision quality and build a scalable lending platform for India's emerging middle class. The company's core unsecured products (Welcome Loan, Super Loan) have established a deep, trustled presence across its operating geographies, and is now extending that distribution and data muscle into secured lending and MSME finance as it scales AUM 4X.

About the Role

Secured Lending is the organisations newest vertical and is currently in early pilot across a subset of operating states. This role is a from-scratch build: you will take the vertical from pilot to a scaled, multi-state secured lending business, with full ownership of strategy, product, policy, team, and goto-market. You will work as a single-threaded owner for Secured Lending business outcomes, partnering closely with a dedicated Credit (Secured) function that operates independently and reports separately — a deliberate structural choice to keep credit judgment unbiased by sales pressure, not a constraint on your authority over the business.

This is a build role, not a maintain role. You will inherit a pilot product and a live, if early, view of what works; everything else — team, channels, policy calibration, geographic sequencing — is yours to design.

What You'll Own

- Vertical Strategy & P&L;
- End-to-end ownership of the Secured Lending business case: AUM growth, portfolio quality, unit economics, and state-wise sequencing across Karnataka, UP, Rajasthan, Haryana, MP, and Uttarakhand
- Define the build-out roadmap from current pilot-stage operations to full coverage across all six geographies
- Own the secured lending budget and resourcing ask, working with co-founders on investment pace versus portfolio readiness
- Product & Policy
- Take the existing pilot secured product (loan-against-property / collateral-backed offering) from early-stage to a market-ready product — ticket size bands, tenure, LTV, collateral and title verification workflow, pricing
- Partner with Credit (Secured) to design and continuously refine underwriting policy purpose built for the informal-prime segment — borrowers with irregular, undocumented, or hard-to verify income

– Bring sales-ground reality (income patterns, collateral types actually available, local title/registry quirks)



into policy design without compromising Credit's independent sign-off

- Define the LOS/LMS integration requirements for the secured journey end-to-end — application,

legal/technical valuation, disbursement, and collections

- Team & Organisation Design
- Design the Secured Lending org structure from the ground up — regional/cluster leadership,

Area Manager and Relationship Officer layers, and how the vertical interfaces with organisations existing unsecured field network

- Decide build-vs-borrow: where Secured Lending needs dedicated hires versus where it can run on a shared/seconded model with the unsecured AO network, especially in early states
- Hire, structure, and stand up the first layer of state/cluster leadership; define hiring sequencing against the six-state rollout plan
- Establish training and certification standards for secured-specific skills — collateral assessment,

legal documentation, title verification — distinct from the unsecured RO playbook

- Go-to-Market & Channels
- Design and execute two distinct GTM motions:

– Graduation channel — identifying and converting existing unsecured borrowers with strong repayment vintage into secured customers, using internal credit history as a sourcing and underwriting advantage

– Recent-to- channel — building open-market sourcing through branch-led acquisition and local partnership channels (legal, property, and community intermediaries) to acquire secured customers with no prior relationship

- Build the channel mix and incentive structures appropriate to each motion, recognising that graduation and acquisition customers differ in cost-to-source, risk profile, and sales cycle
- Sequence channel and geographic rollout together — deciding which of the six states lead on graduation versus open-market sourcing based on existing unsecured book depth and competitive intensity
- Cross-Functional Operating Rhythm
- Establish a regular operating cadence with Credit (Secured), Collections, and MIS/Tech to track portfolio quality (GNPA, SMA migration, OTRR, bounce rates) from the earliest disbursals
- Represent Secured Lending in broader business review and OKR processes alongside the existing North and South unsecured reviews

What We're Looking For

- 8–12 years in financial services, with at least 4–5 years in secured/mortgage lending (LAP,

home loans, or gold/vehicle-backed lending) for the mass-market or informal-income segment





- Demonstrated experience building a lending business or vertical from early/pilot stage to scale

— not just running an established book

- Strong field distribution background — has built or led a multi-state RO/AM-style sales network,

ideally in NBFC or housing finance

- Working fluency in secured lending policy and collateral mechanics — LTV, title due diligence,

legal/technical valuation, registry processes across multiple state jurisdictions

- Comfort operating with an independent Credit function — has built sales-credit collaboration models without owning credit sign-off
- Hands-on org-builder: has hired, structured, and scaled field teams from a handful of people to a multi-state organisation

Good to Have

- Experience specifically in LAP or affordable housing finance targeted at self-employed,

informal-income, or underserved borrower segments

- Exposure to both graduation-style cross-sell (converting an existing unsecured base) and open market secured acquisition
- Prior NBFC or HFC experience in Tier 2/3 markets across North or South India, ideally overlapping operating states
- A track record as a strong #2 or regional business head ready to own a P&L; independently for the first time.

What Success Looks Like — First 12 Months, by Quarter

Q1 (Months 1–3)

Secured Lending policy v1 (informal prime segment) signed off with Credit; pilot product gaps scoped and revision plan agreed; org structure and hiring plan approved; core sales layer hired for at least 2 of 4 states; Credit Manager (Secured) co-owner role activated

Q2 (Months 4–6)

Revised pilot product (ticket size, LTV, collateral/title workflow, eligibility) live; graduation channel launched, converting existing unsecured borrowers with strong repayment vintage; open-market sourcing channel launched in at least 2 states for new-to-business customers

Q3 (Months 7–9)

Secured vertical operational across all 4 states, with AOlevel field structure mirrored from the unsecured playbook; RO/AM hiring and certification substantially complete; early portfolio quality benchmarks (X-bucket, OTRR) established and tracked; policy v2 calibration based on pilot learnings

Q4 (Months 10– 12)

Live across all operating geographies (KA, UP, RJ, Haryana); secured AUM run-rate target achieved (to be finalised as part of Yearly Budgeting process); graduation channel contributing a defined share of secured disbursals; monthly business review cadence, scorecards, and credit-sales collaboration forum institutionalised

Designation & Compensation

VP – Secured Lending: 10 years, with a demonstrated track record of building and owning a secured lending

P&L;

AVP – Secured Lending: 8–10 years, strong regional/cluster leadership experience, ready to step up into a vertical-owning role

Compensation: Competitive for a Series A/B NBFC in Bengaluru, plus ESOPs

📌 AVP/VP - Securing Lending (Bengaluru)
🏢 Nexus Point
📍 Bengaluru