Business Unit Head

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

Job summary

Finkraft in Bengaluru is looking for a Business Unit Head to oversee P&L and build senior client relationships. This role encompasses the full ownership of revenue, margin, and retention metrics focused on significant client engagement.

The ideal candidate will have over 10 years’ experience in B2B SaaS, managing senior relationships and a proven history of resolving escalations with client C-suites.

If you thrive in a high-growth environment and are ready for direct ownership without ceilings, this position is for you.

Qualifications

• Experience owning a P&L, business unit, or large delivery organization.
• Managed senior relationships with Fortune 500 accounts.
• Strong commercial acumen and experience with pricing models.

Responsibilities

• Own full P&L and report performance to leadership.
• Engage with top enterprise accounts and assess escalation risks.
• Define and track SLAs for Business Unit performance.

Skills

P&L management

Stakeholder engagement

B2B sales strategies

Commercial acumen

Operational excellence

Education

10+ years experience in B2B SaaS

Job description

Bangalore South, India | Posted on 05/09/2026

Business Unit Head — FINKRAFT.AI
Location: Bangalore, HSR| Full-time | Level: L5 | Reports to: CEO

ABOUT FINKRAFT.AI

Finkraft.ai is a B2B SaaS company that enables enterprises to maximise GST claims on travel and expense data. The platform automates invoice collection, validation, and reconciliation across airlines and hotels — helping finance teams at McKinsey, BCG, Capgemini, Abbott, and 1,250+ enterprises improve compliance, visibility, and cash recovery. We've recovered ₹300Cr+ in GST claims and are scaling from $1.5M to $10M ARR in 18 months.

WHY THIS ROLE

This is one of the highest-ownership roles at Finkraft. You run a full P&L, manage the most senior client relationships in the company, oversee a cross-functional team of Senior BAs and Product Managers, and are the final escalation point when enterprise accounts need a decision-maker in the room.

The variable component of your compensation is tied directly to BU performance — revenue, retention, and expansion. If the BU wins, you win. There is no ceiling on what that looks like.

If you have run a business unit or delivery org in B2B SaaS, have sat across the table from Fortune 500 CFOs during escalations, and want ownership that is real rather than nominal — this is the role.

WHAT YOU WILL OWN IN 90 DAYS

• Full P&L ownership active: revenue, margin, churn, and expansion metrics tracked weekly, reported to leadership with variance explanations — not just numbers.
  
• Senior BA team operating cadence set: weekly 1:1s running, performance baselines established, field findings routing into product inputs without founder involvement.
  
• Top-10 enterprise accounts personally engaged: relationship mapped, escalation risk assessed, QBR schedule locked.
  

KEY RESPONSIBILITIES

P&L and Commercial Ownership

• Own BU revenue, margin, gross retention, and net revenue retention end-to-end
  
• Report BU performance weekly to leadership — actuals vs. target, variance root cause, forward outlook
  
• Own the variable compensation structure for your team: metrics defined, targets set, payouts tracked
  
• Price and structure commercial terms on renewal and expansion deals above a defined threshold; co-sign with Sales on new logos where BU context adds value
  
• Feed qualified expansion and upsell signals to Sales — based on product usage, QBR conversations, and client escalation patterns — with context, not just a name
  
• Manage and develop a team of Senior BAs: structured 1:1s, performance reviews, career development plans, and capability gap identification
  
• Own the quality bar for field output: every observation from a Senior BA that reaches product or tech should be structured, evidenced, and actionable — not raw field notes
  
• Define and maintain escalation routing within the BA layer: what gets resolved at BA level, what comes to you, and what goes above you
  
• Build the team's capacity to run QBRs and client escalations independently over time, reducing BU Head dependency on routine accounts
  

Product Roadmap to Tech Pipeline

• Translate enterprise client signals — from QBRs, escalations, and BA field observations — into prioritized product inputs for the PM team
  
• Participate in roadmap planning as the primary voice of the customer: advocate for features that protect retention and enable expansion, not just net-new capability
  
• Own the feedback loop from tech back to client: when a product change is deployed, you close the loop with the relevant client, not the PM or BA
  
• Identify patterns across accounts that indicate a systemic product gap vs. a one-off client issue; surface systemic gaps for roadmap prioritization, one-offs for ops resolution
  
• Act as the senior-most escalation point for all enterprise accounts in the BU
  
• Operate a tiered escalation framework: define response SLAs at each tier, own resolution at Tier 2 and above personally
  
• Lead executive-level escalation calls with client C-suite; bring resolution plans, not just updates
  
• Run post-escalation RCA with internal teams; close the loop with the client and document the fix in writing
  
• Maintain a live escalation tracker — open items, owners, SLA breach risk, and resolution status — reviewed weekly
  
• Run executive QBRs for the top-25 BU accounts: own the data pack, the narrative, and the action items
  
• Build and maintain C-suite relationships across the BU's enterprise portfolio — your clients should call you directly, not route through CS
  
• Identify early signals of dissatisfaction, competitive evaluation, or churn risk; act before they become formal escalations
  
• Co-own client success metrics with the CS team: NPS, adoption, SLA compliance, and renewal health scores
  

Operational Excellence

• Own BU SLAs: define them, track them, breach them with accountability
  
• Drive automation and process improvement within the BU — reduce manual effort per account each quarter
  
• Maintain a customization pipeline: client-specific requests triaged, prioritized, and routed to tech with clear business justification
  

Requirements

REQUIREMENTS

Must Have

• 10+ years of experience with at least 3–5 years owning a P&L, business unit, or large delivery org in B2B SaaS, fintech, consulting, or enterprise services
  
• Has managed Fortune 500 or large enterprise accounts as the senior relationship owner — not in a support capacity
  
• Has run an escalation with a client C-suite and resolved it: knows what "bringing resolution" means vs. bringing an update
  
• Has directly managed Senior BAs, delivery leads, or client-facing team leads — performance management, career conversations, and difficult calls included
  
• Has sat in roadmap planning as the customer voice and influenced what got built: not just provided feedback, but shaped prioritization
  
• Strong commercial acumen: comfortable with pricing models, renewal structures, variable comp mechanics, and metrics-driven reporting
  
• Has built and presented a P&L or BU performance report to a CEO or board — numbers, variance, and forward outlook
  

Strong Preference

• Background in GST, indirect tax, travel expense management, or fintech compliance
  
• Has scaled a BU from early to mid-stage in a high-growth Indian SaaS company
  
• Experience with ESOP structures and how to use equity as a retention lever within a team
  
• Prior exposure to GCC or UAE enterprise markets