Head - Business Development, RevTech(CPaaS, AI & Telco Solutions)

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

Job summary

Comviva is seeking a Head of Business Development for RevTech to accelerate growth across CPaaS, AI-driven communications, and telco solutions from Bengaluru. You will own revenue targets, build strategic relationships with operators and enterprises, and lead GTM and partnerships to establish market leadership.

Ideal candidates bring 15–20 years in Telecom/CPaaS, strong operator networks, and a track record closing large deals; MBA preferred.

Qualifications

• 15–20 years of experience in Telecom, CPaaS, SaaS, Enterprise Communications, or Digital Platforms.
• Strong network within telecom operators, aggregators, and enterprise ecosystems.
• Demonstrated success in closing large, complex software or platform deals.
• MBA from a premier institute is preferred.

Responsibilities

• Own and deliver annual bookings, pipeline, and revenue targets for the RevTech business.
• Build a robust pipeline across telecom operators, digital enterprises, aggregators, and ecosystem partners.
• Identify whitespace opportunities within existing accounts and drive new logo acquisitions.
• Develop and execute account growth plans for key operator groups and enterprise customers.
• Lead GTM initiatives for CPaaS offerings and AI-powered solutions, including monetization strategies.

Skills

Telecom industry experience

CPaaS / SaaS

Enterprise sales / deal closing

Networking with operators

MBA

Education

MBA from premier institute

Job description

Job Title: Head – Business Development, RevTech (CPaaS, AI & Telco Solutions)

Location: Bengaluru, India

Business Unit: RevTech, Comviva

Reporting To: COO – RevTech

Role Overview

Comviva is seeking a dynamic and entrepreneurial Business Development Head to accelerate growth for its RevTech portfolio, encompassing CPaaS, AI-driven communication solutions, Network APIs, messaging monetization, and digital engagement platforms. The role will be responsible for driving new business acquisition, expanding strategic relationships with telecom operators and enterprises, and establishing Comviva as a leader in AI-powered communication services.

Key Responsibilities

Business Growth & Revenue Ownership

• Own and deliver annual bookings, pipeline, and revenue targets for the RevTech business.
• Build a robust pipeline across telecom operators, digital enterprises, aggregators, and ecosystem partners.
• Identify whitespace opportunities within existing accounts and drive new logo acquisitions.
• Develop and execute account growth plans for key operator groups and enterprise customers.

CPaaS & AI Go-to-Market

• Lead GTM initiatives for Comviva's CPaaS offerings, including Messaging, Voice, WhatsApp, RCS, Email, Authentication, and Customer Engagement solutions.
• Develop monetization strategies around AI-powered offerings, including Conversational AI Agents, Customer Support AI Assistants, Campaign Optimization Engines, Fraud Detection and Trust Services, and Agentic AI solutions.
• Position AI capabilities as a key enabler for telecom B2B growth and enterprise digital transformation.

Telecom Operator Engagement

• Build strong relationships with C-level executives, Digital Business Heads, and Enterprise Business leaders across telecom operators.
• Drive initiatives around CPaaS monetization, Network APIs and Open Gateway, Messaging Security and Fraud Prevention, and Enterprise Communication Services.
• Support operators in developing and scaling their B2B digital services businesses.

Strategic Partnerships

• Establish and manage partnerships with hyperscalers, GSIs, technology vendors, and channel partners.
• Develop co-sell and joint GTM programs.
• Represent Comviva at industry forums.

Deal Pursuit & Commercial Leadership

• Lead strategic opportunities from qualification through closure.
• Drive commercial negotiations, pricing strategies, and contract finalization.
• Collaborate with Product, Engineering, Delivery, Finance, and Legal teams.

Desired Experience

• 15–20 years of experience in Telecom, CPaaS, SaaS, Enterprise Communications, or Digital Platforms.
• Strong network within telecom operators, aggregators, and enterprise ecosystems.
• Demonstrated success in closing large, complex software or platform deals.
• MBA from a premier institute is preferred.

Key Performance Indicators

• Annual bookings and revenue attainment.
• Qualified pipeline generation and conversion.
• New operator and enterprise wins.
• Growth in AI-led and CPaaS revenues.
• Strategic partnership development.
• Customer retention and expansion metrics.