Enterprise Sales Lead (Founder’s Office)

Enterprise Sales Lead — GTM & Strategy (Founder's Office)

Location

Mumbai. Mumbai hosts the majority of Finnulate's target BFSI customer base, including banks, NBFCs, and insurers. With the Founder based in Delhi, this role provides dedicated on-ground coverage of the Mumbai ecosystem while the Founder leads engagement across Delhi NCR and North India.

Expect a weekly cadence of founder syncs, in person or virtual, to maintain tight alignment given the founder's-office component of the role.

Experience

3 to 5 years, with a strong bias toward candidates who have carried a pipeline or revenue number, not just supported one.

About Finnulate

Finnulate AI is an AI-native Compliance Operating System for regulated financial institutions. It is not a point solution, and not a conventional GRC tool. It is a governance-layer platform that connects regulatory change, obligation extraction, policy management, controls, evidence, and board-level compliance intelligence into one structured, continuous flow.

The platform is live and in active deployment and pilot engagements with regulated institutions across India and East Africa, with a growing commercial pipeline among some of the most significant BFSI institutions in the country. Finnulate is seed-funded and institutionally backed, building its commercial team to match the momentum of its product and pipeline.

The shift Finnulate enables, from reactive compliance to proactive governance, from fragmented controls to integrated intelligence, and from periodic reporting to real-time posture, is one that every regulated institution in India will need to make. The window to establish Finnulate's position in this market is now.

About the Founder

Dinesh Arora brings over 37 years of experience across Indian public sector and African private sector banking, including a decade as Group CEO of a leading regional banking group in East Africa, and founded Finnulate as a practitioner's response to a structural governance problem he witnessed firsthand across regulated markets.

Role Overview

This role is approximately 70% enterprise sales execution and 30% founder's office and strategic work.

• Own an outbound pipeline and sales motion for a defined segment of BFSI accounts.
• Support the Founder on select strategic initiatives, market research, and partnership evaluation.
• This is not a coordination or scheduling role. Accountability is for pipeline generation and progression, not for keeping the Founder's calendar full.

Key Responsibilities

Enterprise Sales Execution (70%)

• Own outbound GTM execution for a defined BFSI segment: NBFCs, insurers, or mid-market banks.
• Build and prioritise the target account list, informed by the Founder's overall strategy.
• Run structured outbound outreach and own response and meeting-booked rates for your segment.
• Independently run discovery calls and product demonstrations, with the Founder joining for CXO and closing conversations.
• Own deal progression through the sales cycle, including proposals, follow-ups, and objection handling, with full CRM hygiene and pipeline visibility.
• Be accountable for a defined pipeline and meetings-booked target, reviewed weekly.
• Synthesise recurring customer feedback and objections into market insight the Founder and product team can act on.

Founder's Office and Strategic Support (30%)

• Support select strategic initiatives and special projects driven by the Founder, including market and competitive research and adjacent opportunity evaluation.
• Evaluate partnership opportunities and take ownership of opportunistic partner and ecosystem engagement tied to active deals or segment strategy.
• Represent Finnulate at a small number of high-relevance industry events per quarter, with structured pre-event targeting and post-event follow-up focused on converting into pipeline.
• Prepare executive presentations, business updates, and internal dashboards tracking sales and GTM metrics.
• Track action items across founder priorities and ensure timely execution.

What We Are Looking For

Experience

• 3 to 5 years of professional experience, with demonstrated ownership of a sales pipeline, quota, or revenue outcome, not purely a support or coordination role.
• Prior experience in one or more of the following is highly valued:
• Enterprise sales or business development in BFSI or enterprise SaaS
• RegTech, GRC, risk management, internal audit, or compliance technology
• Founder's office or business strategy in a startup context
• Direct experience selling to or working with regulated enterprises (banks, NBFCs, insurers) is a strong advantage.

Skills

• Proven ability to independently run a sales cycle: outbound, discovery, demo, negotiation, and close support.
• Excellent verbal and written communication; comfortable presenting to CXOs and senior enterprise leaders.
• Structured analytical thinking, strong business writing, and executive presentation skills.
• Strong organisational discipline, able to manage a live pipeline and a set of strategic projects in parallel.
• High attention to detail and comfort with ambiguity.

Personal Attributes

• Self-starter with strong ownership instincts, comfortable being measured on outcomes, not activity.
• Resourceful and execution-oriented, requiring minimal supervision once aligned on priorities.
• Equally comfortable carrying a number and thinking strategically, but defaults to sales execution when the two compete for time.
• Mature judgement and professionalism when representing Finnulate externally.
• High learning orientation and genuine curiosity about the BFSI and RegTech domain.

Success in the First Six Months

• Build and independently run a qualified pipeline within your owned BFSI segment, hitting agreed meeting and pipeline targets.
• Run discovery calls and demos independently, with Founder involvement limited to CXO and final-stage conversations.
• Convert at least one or two industry event or partner engagements into qualified pipeline.
• Take visible ownership of one or two founder's-office strategic initiatives without derailing sales execution.
• Establish clean, trusted pipeline reporting the Founder can rely on without chasing updates.

Why Join Finnulate

• Own a real pipeline and sales number at a live, institutionally validated AI-native compliance platform, with founder-level visibility into your results.
• Gain hands-on exposure to enterprise sales, AI and RegTech, and company building at a stage where your contribution is visible and consequential.
• Build direct relationships with senior BFSI leaders across India's banking, NBFC, and insurance ecosystem.
• Meaningful ownership from day one, with a clear path to expanded scope as the company and your track record grow.