Jocata
Website:
jocata.com
Job details:
About Jocata
Jocata is one of the leading B2B FinTechs serving banks, NBFCs, payments, insurance companies across India, ASEAN, and the Middle East. Our AI-powered platform helps financial institutions modernize lending, strengthen financial crime compliance, and unlock intelligence from data at scale. Trusted by 50+ leading institutions, we help solve some of the industry's most complex challenges from digital lending and credit decisioning to financial crime compliance, AML and fraud prevention.
The Opportunity
We are looking for a Vice President – Growth to lead enterprise sales and revenue growth across our BFSI portfolio. This role owns the complete revenue lifecycle from territory strategy and pipeline creation to enterprise deal closure, account expansion, and long-term customer growth. You will work directly with CXOs and business leaders across financial institutions while internally collaborating with Product, Data Science, Delivery, and Marketing teams to shape our go-to-market strategy. The ideal candidate combines deep BFSI domain expertise, strong executive relationships, commercial acumen, and a proven track record of closing large enterprise technology deals.
What You'll Own
Revenue Growth & Forecasting
• Own annual revenue targets across new business, renewals, and account expansion.
• Build and maintain healthy pipeline coverage with strong forecast accuracy and sales discipline.
• Drive improvements across key metrics including win rates, deal size, sales cycle efficiency, customer retention, and revenue growth.
• Partner with leadership on revenue planning, territory strategy, and incentive structures.
Strategic BFSI Account Development
• Build and execute account strategies for leading banks, NBFCs, payments, and other financial institutions.
• Establish and grow relationships with CXOs and senior decision-makers across business, technology, risk, and operations functions.
• Lead complex enterprise pursuits involving RFPs, POCs, procurement, security reviews, and commercial negotiations.
• Drive cross-sell and expansion opportunities across existing customer relationships.
Commercial Leadership
• Lead pricing strategies across subscription, SaaS, consumption-based, outcome-linked, and hybrid business models.
• Lead negotiations for strategic, high-value deals while balancing customer outcomes, profitability, and long-term growth.
• Build scalable commercial playbooks, governance models, and deal approval frameworks.
Go-to-Market Leadership
• Partner with Marketing to drive demand generation, account-based marketing initiatives, executive roundtables, customer engagement programs, and strategic industry outreach.
• Work closely with Product, Engineering, Data Science, and Delivery teams to align customer needs with product innovation and market opportunities.
• Represent Jocata at industry forums, customer events, and executive discussions.
Operational Excellence
• Establish rigorous sales operating rhythms across CRM governance, pipeline reviews, forecasting, territory planning, and win-loss analysis.
• Provide regular visibility to leadership on revenue performance, pipeline health, competitive dynamics, and market opportunities.
What We're Looking For
Experience
• 12–15+ years of experience in enterprise technology sales, with at least 8 years selling software, platforms, or technology solutions to BFSI customers.
• Proven track record of consistently exceeding enterprise revenue targets in fintech, banking technology, SaaS, or related industries.
• Minimum 5 years of leadership experience managing enterprise sales teams.
• Demonstrated success closing large, complex enterprise deals involving multiple stakeholders and extended sales cycles.
• Strong understanding of the BFSI ecosystem, including banking, lending, compliance, risk, and regulatory technology landscapes.
• Established relationships across banking and financial services leadership, technology teams, and procurement organizations.
• Strong familiarity with one or more of the following: digital lending and credit technology, core banking and digital banking platforms, risk and compliance solutions, financial crime compliance and AML, payments and transaction banking.
• Strong understanding of how AI is transforming lending, financial crime compliance and banking operations
• Strong business and financial acumen with the ability to build compelling ROI-led value propositions.
• Strong communication, negotiation, and relationship-building skills.
• Ability to thrive in a fast-moving, evolving technology environment.
• Bachelor's degree required; MBA from a Tier-1 institution preferred.
Preferred
• Experience working with fintechs, banking technology providers, or consulting firms serving BFSI customers.
• Exposure to international markets including Southeast Asia, Middle East, or Africa.
• Experience selling AI-led technology solutions and articulating business value to enterprise customers.
Click on Apply to know more.