Kerner Norland
Website:
kernernorland.com
Job details:
Key Responsibilities
1. Revenue Growth & Market Expansion
- Develop and execute a Mumbai-focused sales strategy targeting regulated financial institutions
- Generate qualified leads through direct outreach, referrals, partnerships, and industry events
- Own the full sales lifecycle: prospecting → demo → proposal → negotiation → closure
- Deliver monthly and quarterly revenue targets
2. Regulatory-Aligned Selling
- Position NorthLark solutions in alignment with:
- Reserve Bank of India (RBI) AML guidelines
- Securities and Exchange Board of India (SEBI) KYC & intermediary regulations
- Financial Intelligence Unit - India (FIU-IND) reporting expectations
- Engage MLROs, Compliance Heads, Risk Officers, CTOs, and Business Heads
- Translate regulatory pain points into product value propositions
3. Relationship Management
- Build and maintain long-term relationships with banks, NBFCs, fintechs, and advisory firms
- Develop partnerships with compliance consultants and audit firms
- Represent NorthLark at fintech and compliance forums in Mumbai
4. Internal Coordination
- Work closely with Product, Compliance, and Delivery teams for tailored proposals
- Provide structured market feedback on pricing, competition, and regulatory shifts
- Support onboarding and handover post-sale to Customer Success teams
Key Requirements
- 7–12 years of B2B sales experience in SaaS, FinTech, RegTech, Risk, or Compliance solutions
- Strong understanding of Indian financial ecosystem (Banks, NBFCs, Payments, Broking, Crypto exchanges)j
- Familiarity with AML/KYC frameworks under RBI & SEBI
- Proven track record of meeting or exceeding sales targets
- Experience managing enterprise sales cycles (3–6+ months)
- Strong presentation, negotiation, and proposal-writing skills
Preferred
- Existing network within Mumbai financial services ecosystem
- Experience selling AML/KYC, fraud detection, onboarding, or regulatory technology platforms
- MBA or postgraduate qualification in Business, Finance, or Marketing
Key Performance Indicators (KPIs)
- Monthly pipeline generation target
- Quarterly revenue achievement
- Number of enterprise demos conducted
- Conversion rate from proposal to closure
- Strategic partnerships established
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