Manager / Senior Manager — Strategic Accounts

At Setu, we believe that every company can become a fintech company. Any tech-enabled business which wants to offer or build financial products will consume Setu APIs. The enterprise sales and partnerships function within Setu is the equivalent of becoming a “fintech doctor” for all our customers and partners. It works with clients to deeply understand their business objectives and propose the right financial products and partnerships. Only then do they move to close the deal. We exist to solve our clients’ problems and enable a seamless fintech experience within any application.

Talking to our clients is always an exciting challenge as they can come from any type of company including— 

1. Financial institutions like Banks and NBFCs
   
2. Fintechs who are new-age digital lenders and micro-insurance companies, and 
   
3. Pretty much every other type of tech company ranging from agri-tech companies to apartment aggregators, from ed-tech startups to last-mile logistics.
   

This role is special since it will give you a deep look into the business objectives and technical architecture of multiple companies. The learning potential is immense! 

Requirements

What will you do at Setu?

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In this role, your sole objective will be to forge business partnerships infused with trust and loyalty. You’ll spend your time— 

• Defining and executing plans for target accounts, to exceed in sales goals through stakeholder mapping, prospecting, qualifying, negotiating, and closing opportunities.
  

• Identifying new sales opportunities in industry verticals and driving expansion into them.
  

• Driving operational rigour by monitoring sales activities and tracking results. Drive effective reviews and forecast meetings. 
  

• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
  

• Own and close complex sales cycles, involving several stakeholders and intra-organisational teams and closely working with the Solutions team to deliver large mandates to the customer.
  

• Create and nurture a strong qualified pipeline and accurately forecast and manage your pipeline, sales activity, and revenue attainment. Maintain CRM discipline. 
  

• Plan and orchestrate strategies for account growth, nurture existing customers with customer success managers, and increase revenue per customer. 
  

• Achieve quarterly and annual sales targets.
  

• Networking at industry events.
  

Who is the right fit for this role?

• You will need to have prior industry experience in the fintech domain — having credit product experience and a consultative bent will be a bonus.
  

• You should have experience winning large BFSI new businesses and a great network of contacts within the customer networks.
  

• You have previously worked with large customers with multi-location, multi-business offerings.
  

• You must be comfortable with carrying and achieving targets.
  

• You have to be confident about scoping out your work and holding yourself accountable for the success of your team and the business goals.
  

• Relentlessness: Strategic sales is all about two words. Following through. Partnerships are rarely closed in one conversation. You will need to be friendly, patient, and relentless.
  

• Agility and flexibility: Setu provides many solutions. You might walk into a conversation planning to sell a particular product, but your conversations might reveal a different and more pressing customer need. At that moment, you must have the presence of mind to alter your sales pitch to address that need and have the pitch materials ready to go.
  

Benefits

Why Setu?

We will spare no efforts to ensure that Setu empowers you to do the most important and impactful work of your career—

• Opportunity to work closely with the founding team who built and scaled public infrastructure such as UPI, GST, Aadhaar, etc. 
  

• We care deeply about your growth. So we work hard to provide you with— 
  

• A fully stocked library and unlimited book budget.
  

• Tickets to conferences and industry events.
  

• Learning sessions where we invite both team members and external experts to teach you something new.
  

• Learning and development allowance that gives access to subscriptions, courses, certifications, music classes, and much more. Grow, learn, and improve with Setu! 
  

• Kick-ass benefits including comprehensive health insurance for you and your family, personal accident and term life insurance, access to mental health counsellors, extraordinary coffee, and a beautiful office with lots of solid wood and natural light.
  

• We work hard to make sure our team is diverse and varied. We interview and hire purely on merit, skill, and competence—everything else is irrelevant.
  

Our core DNA

Our culture code—How We Move, defines the behaviours we expect from our people. When you display any of the six culture code elements, you demonstrate ‘Every Day is Game Day’. The six elements of our culture code—

• Take the shot: You decide fast and deliver right.  
  

• Sign your work like an artist:  You master what you do and take pride in it. 
  

• Be the sherpa: You lead your crew on every expedition. 
  

• Be the CEO of what you do: You own it and make things happen.
  

• Care with tough love: You empower others with trust, respect, and openness.
  

• Own tomorrow: You innovate for the customer and beyond.
  

Join us if you want to be part of a company that’s building infrastructure that will directly impact financial inclusion and improve millions of lives. No cashbacks, no growth-hacks, no gimmicks. Just an audacious mission, and an obsession with craftsmanship in code.