business development & partnerships – commercial lead

CRED; Bengaluru; On-site; INR 2,500,000 - 4,200,000; Full time

Job summary

VA Tech, a CRED company, is scaling its B2B payments infrastructure by leading enterprise sales, partnerships, and a robust commercial engine across banks and fintechs. The role drives pipeline, forecasting, and negotiated partnerships to generate predictable revenue.

You will own the end‑to‑end sales lifecycle, build strategic partner ecosystems, and collaborate with product and marketing to sharpen market positioning. Bengaluru-based, on‑site role with high growth potential.

Qualifications

• 7–12 years in BD, enterprise sales, or partnerships in payments/fintech/banking infrastructure.
• Proven track record of origination through closure and closing partnerships with banks/ networks.

Responsibilities

• Own pipeline generation across banks, fintechs, and enterprise partners.
• Lead end‑to‑end, multi‑stakeholder enterprise sales cycles.
• Structure and negotiate revenue partnerships within mandate.
• Institute commercial playbooks, pricing frameworks, and deal-desk discipline.
• Execute go‑to‑market across defined segments and geographies.
• Track competitive movement and convert insights into product/strategy input.
• Influence cross‑functional teams to unblock commercial outcomes.
• Maintain forecasting cadence and deal-stage discipline.
• Build scalable commercial operations and reporting.
• Develop a high‑performing commercial team.

Skills

Enterprise sales

Strategic partnerships

Pipeline development

Forecasting

Negotiation

Pricing & terms

Executive presence

Job description

VA Tech (a CRED company, formerly Happay) is CRED's B2B payments infrastructure business.

Role Purpose:

Own and scale VA Tech's commercial engine - pipeline, enterprise sales, and partnerships - across banks, fintechs, and enterprise ecosystem partners, converting VA Tech's platform capability into predictable, compounding revenue.

Business Development

• own pipeline generation across banks, fintechs, and enterprise ecosystem partners.
• build and qualify a diversified pipeline aligned to VA Tech's priority segments.
• convert market opportunity into signed, revenue-generating partnerships.

Enterprise Sales

• lead complex, multi-stakeholder enterprise sales cycles end-to-end.
• own commercial proposals, structuring, and negotiation within an agreed mandate.
• drive forecasting accuracy and pipeline governance.

Strategic Partnerships

• build and institutionalize partnerships across banks, fintechs, payment networks, ERP platforms, and technology partners.
• structure partnership models that convert into durable, multi-year commercial relationships.
• own partnership health and expansion for the full portfolio outside top-tier strategic accounts.

Commercial Excellence

• institutionalize commercial playbooks, pricing frameworks, and deal-desk discipline.
• build repeatable processes for proposal generation, negotiation, and closure.
• drive consistency in commercial terms across the partner portfolio.

Go-to-Market

• execute VA Tech's go-to-market strategy across defined segments and geographies.
• translate platform capability into segment-specific commercial narratives.
• partner with Marketing and Product to sharpen market positioning.

Market Intelligence

• track competitive movement, pricing, and partnership models across the payments infrastructure landscape.
• convert field intelligence into structured input for Product and the Business Head.
• Identify early signals of opportunity or risk in the banking and payments ecosystem.

Cross-Functional Leadership

• influence Product, Technology, Operations, Finance, Compliance, and Legal to unblock commercial outcomes.
• represent commercial priorities in cross-functional planning without owning those functions.
• build working relationships that move deals through internal approval cycles quickly.

Sales Governance

• own pipeline reviews, forecasting cadence, and deal-stage discipline.
• build a single source of truth for commercial performance.
• flag risk early - no surprises in forecast-to-close conversion.

Commercial Operations

• own commercial reporting, contract lifecycle coordination, and deal documentation discipline.
• build the operating rhythm - reviews, reporting, escalation paths - that lets the function scale.
• coordinate with Finance and Legal on commercial terms and contract structuring.

Team Development

• build and lead a commercial pod as volume justifies headcount.
• institutionalize onboarding, coaching, and performance management for the team.
• build a bench for future scale - this function should not be a single point of failure.

Qualifications

• have 7-12yrs of experience in Business Development, Enterprise Sales, or Strategic Partnerships within payments, fintech, or banking infrastructure.
• demonstrated ownership of a commercial pipeline - origination through closure - not just relationship management.
• proven track record structuring and closing partnerships with banks, NBFCs, or payment networks.
• strong command of commercial and contractual structuring - pricing, terms, negotiation.
• executive presence - credible in front of CXOs at banks and large enterprises.