Solution Specialist – BFSI/Payments Industry

Andpayments; Dadri; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

AndPayments is hiring a customer‑oriented Pre‑sales and consultative sales specialist with 5–10 years of experience. You will collaborate with sales to understand business needs, design value‑based solutions, and drive opportunity conversion.

You will engage in requirement workshops, guide customers on products, and manage the pipeline from lead to closure with frequent travel. The role requires quick turnaround, deep domain knowledge in payments, and the ability to translate technical

Qualifications

• 5–10 years of experience in pre‑sales, customer engagement and solution positioning or consultative B2B sales roles.
• Experience with enterprise product‑led solutions, preferably in BFSI and/or payments.
• Prior experience in RFP/RFI responses in BFSI/PSU/Government.
• Proposal writing with solution pitch and ability to articulate business value and ROI.

Responsibilities

• Collaborate with sales to engage with prospects and customers to understand business requirements and use cases.
• Design and propose solution‑led sales pitches aligned to customer needs using AndPayments product offerings.
• Own and deliver to RFP/RFI responses, proposals, and solution documentation.

Skills

Pre-sales experience

Customer engagement

Solution positioning

B2B sales

RFP/RFI responses

Job description

AndPayments is building the next-gen payments stack for Indian businesses, and for businesses globally that need India-grade payments infrastructure. We operate across Payments, RegTech, B2B SaaS and Prepaid Instruments. These are not separate bets. They are a deliberate stack: compliance infrastructure that enables payment products that enable financial instruments, all built together rather than bolted together.

We move fast because we have to. We care deeply about compliance because we build on regulated infrastructure, and because we believe compliance done right is a competitive moat, not just a cost of doing business. We use AI as a primary operating layer, not as a productivity add‑on. If you want to spend the next few years building something that will define how Indian businesses transact, and eventually how businesses transact globally, this is where you should be.

About the role

We're looking for a customer‑oriented Pre‑sales and consultative sales specialist with 5‑10 years of experience. You will, in collaboration with sales, understand business needs and customer use cases for positioning value‑based solutions based on AndPayments product ecosystem. You will understand the client’s current technology landscape and business priorities and design solutions to deliver quantifiable business outcomes. You will be directly accountable for opportunity conversion and, through requirement gathering workshops, consult the client on products that ensure tangible business outcomes for the customer. This role will require quick TAT, high travel to customer locations for meetings and effective tracking of opportunity pipeline from lead to closure stage.

What you’ll do

• Collaborate with sales to engage with prospects and customers to understand business requirements and use cases.
• Design and propose solution‑led sales pitches aligned to customer needs using AndPayments product offerings.
• Solution design, architecture discussions, and technical presentations. Own and deliver to RFP/RFI responses, proposals, and solution documentation.
• Participate in internal commercial discussion by addressing solution feasibility, scope, and delivery considerations.
• Maintain CRM hygiene and track opportunities to logical closures for leadership reporting.
• Conduct training sessions and workshops to educate customers on our products and solutions.
• Translate product and technical capabilities into clear business value propositions.
• Handle technical objections and provide convincing and effective clarifications.
• Support post‑sale handovers to ensure smooth onboarding and customer success.
• Support post‑sales teams to ensure solution alignment and customer satisfaction.
• Partner with account managers to build and manage pipelines and support revenue targets.
• Work closely with Product, Engineering and Operations teams to ensure proposed solutions are feasible and scalable.
• Provide structured feedback from customers and prospects to influence product enhancements and roadmap decisions.
• Understand customer workflows, latest trends in domain and technology, and competitive offerings to strengthen solutioning.
• Identify opportunities for cross‑sell and up‑sell through deeper solution engagement.

What we’re looking for

• 5 to 10 years of experience in pre‑sales, customer engagement and solution positioning or consultative B2B sales roles.
• Experience working with enterprise product‑led solutions, preferably in BFSI and/or payments.
• Prior experience in RFP/RFI responses in BFSI/PSU/Government.
• Proposal writing with solution pitch and ability to articulate business value and ROI.
• Experience working in a target‑based role for conversions and opportunity tracking.
• Understanding of India’s digital payments and BFSI landscape, regulatory frameworks.
• Deep understanding of BFSI/payments technology landscape and market players.
• Strong understanding of customer journeys and core business processes in Payments.
• Strong ability to articulate complex solutions in a simple, customer‑centric manner.
• Exposure to RFPs, proposals, demos, and enterprise sales processes.
• Strong problem‑solving and analytical thinking ability.
• Excellent communication, presentation and stakeholder management skills.
• Ability to learn quickly and understand multi‑product ecosystem.
• Strong collaboration and stakeholder management skills.
• AI native or AI first approach for optimized TAT and high quality deliverables.

AI at AndPayments

AI is the primary operating layer at AndPayments. Humans supervise; AI executes the first pass on research, documentation, analysis and synthesis.

You will be expected to use AI tools, agentic workflows, and whatever replaces them — to move faster on competitive analysis, industry research, data synthesis, and documentation. You will also be expected to exercise judgment about when the output is ready and when it needs significant revision.

We are not looking for people who avoid AI. We are also not looking for people who outsource their thinking to it. We are looking for people who have genuinely changed how they work because of AI and who remain rigorous about the quality of what they produce.