Head – Enterprise Business

You can become a part of

… a truly aspirational brand, one of India’s fastest growing fintech companies that offers a range of financial services & products for merchants, kirana store owners and end consumers. Valued at over $2.8 Bn within a short span of 3+ years, we focus on empowering small business owners and retailers with business ranging from QR & PoS payments to easy loans to high-yield investment products which in turn enables them to grow and transform. We understand that business and culture are two sides of the same coin. So, alongside business, we are equally focused on building a culture where employees succeed unconditionally.

We believe we are in an ever-evolving space with immense opportunity to build for Bharat! Our people will enable this journey with their ideas, innovations and capabilities. We value diversity, where we encourage different points of view, ways of thinking, new capabilities to strengthen and improve the lives of our customers. And that is not all, we have a lot of fun while we explore new ideas, solve real problems, collaborate, connect - and we do it all together.

Connect with us over social media, coffee or call. We promise to excite you with an opportunity that will “change the game”!

In this role, you have the opportunity to

Lead high-impact enterprise sales efforts that directly drive revenue growth and large-scale POS device acquisition. This role is central to expanding the enterprise client base, unlocking large-ticket sales opportunities, and building deep relationships across enterprises, aggregators, and institutional buyers.

The expectation is to build, close, and scale enterprise sales across networks, banks, enterprises, and government channels to accelerate POS deployment and transaction-led revenues.

Responsibilities will include

Enterprise Business Strategy

• Define and execute the long-term strategy to establish and scale the organization's Enterprise Business across key industry verticals including Retail, Fuel, Mobility, Hospitality, Healthcare, Education, Logistics, Government, and Financial Institutions.
• Build a sustainable enterprise business model with a clear focus on revenue growth, market leadership, and customer acquisition.
• Develop annual business plans, sales strategies, and expansion roadmaps aligned with organizational objectives.
• Identify emerging market opportunities and create scalable go-to-market models for enterprise growth.

Enterprise Sales & Strategic Account Acquisition

• Lead acquisition of large enterprise customers through direct engagement, strategic partnerships, aggregators, and channel ecosystems.
• Build and manage relationships with CXOs, procurement heads, and key decision-makers across enterprise organizations.
• Drive closure of large, complex, multi-location, and multi-terminal enterprise opportunities.
• Develop strategic account plans to maximize customer lifetime value and long-term partnerships.

Revenue & Commercial Leadership

• Own and deliver enterprise business targets across transaction volumes (TPV), merchant acquisition, POS deployments, MDR revenue, subscription revenue, and value-added services.
• Structure commercially sustainable and scalable enterprise deals while ensuring healthy business margins.
• Drive cross-sell and upsell opportunities across payment acceptance, merchant services, lending, software, and digital solutions.
• Establish robust forecasting, pipeline governance, and sales performance management frameworks.

Banking & Strategic Alliances

• Build strategic partnerships with Private Banks, Public Sector Banks, Small Finance Banks, Cooperative Banks, Regional Rural Banks, and payment ecosystem partners.
• Develop acquiring partnerships, merchant acquisition programs, and co-selling initiatives to accelerate business growth.
• Strengthen relationships with payment networks, OEMs, fintech partners, and technology providers to enhance market reach.

Government & Institutional Business

• Lead business development initiatives across Government departments, Public Sector Undertakings (PSUs), Smart City projects, municipalities, educational institutions, and other public sector organizations.
• Identify and pursue opportunities through tenders, procurement programs, and financial inclusion initiatives.
• Build long-term strategic relationships with government stakeholders to strengthen the organization's public sector presence.

Product Strategy & Innovation

• Own the Enterprise Product Roadmap in partnership with Product and Technology teams.
• Translate enterprise customer requirements into differentiated payment acceptance solutions and value-added offerings.
• Drive bundled solutions integrating POS hardware, payment acceptance, merchant software, analytics, and financial services.
• Continuously monitor market trends, customer feedback, and competitive offerings to drive product innovation.

Leadership & Organizational Development

• Create a culture of accountability, collaboration, customer centricity, and execution excellence.
• Establish sales governance, performance management, and capability-building programs to improve organizational effectiveness.
• Partner with cross-functional teams to ensure alignment between business strategy, product development, and operational execution.

To succeed in the role

Impact

• Drive incremental TPV and MDR revenue through enterprise sales-led POS deployments, contributing meaningfully to overall P&L.
• Enable scalable revenue growth via direct enterprise sales across banking, NBFC, fintech, and enterprise channels—reducing direct acquisition cost and accelerating merchant onboarding.
• Expand enterprise client coverage, especially across cooperative and regional banks, unlocking deeper penetration in Tier 2/3 markets.
• Build a strong enterprise sales-driven merchant funnel, improving active merchant base, device utilization, and retention.
• Establish the company as a preferred POS partner for enterprises by creating standardized, repeatable sales models.

Challenges & Decisions

• Solve for scalability and execution inefficiencies, including account prioritization and go-to-market strategy.
• Manage regulatory, compliance, and risk-sharing frameworks

Qualification & Experience (type & industry)

• 12+ years of experience in fintech, payments, or enterprise sales
• Strong understanding of POS/acquiring ecosystem and payment network
• Experience in scaling POS/payment acceptance infrastructure is highly desirable
• Established relationships with networks, banks, and large merchants preferred
• Strong commercial acumen with expertise in negotiation and deal structuring

Skills & know-how

• Revenue-first mindset with strong growth orientation
• Ability to originate and close large enterprise deals independently
• High ownership with strong execution focus
• Comfortable working closely with leadership in a high-growth fintech environment