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The Role
Own full sales cycle for FinTech and digital-ecosystem accounts: outbound prospecting, POC, negotiation, commercial sign, and expansion. Drive usage-led growth, model usage-based deals, maintain clean CRM and forecasting, and collaborate with product, marketing, and customer success to reduce churn and accelerate adoption.
Summary Generated by Built In
About Company :Sign3 Labs is an AI-native fraud and customer
intelligence platform purpose-built for Indian Financial Services. We work with
major banks, NBFCs, small finance banks, enterprises and FinTechs across the
country to make risk decisions at onboarding, login and transaction — tackling
mule accounts, synthetic identity, device and behavioural fraud, and a range of
adjacent problems. We are venture-backed, revenue-generating,
and scaling. The FinTech segment is one of our fastest-growing and will be run
primarily by the person in this seat.
Role: Sales-FinTech & Digital Ecosystem
Roles & Responsibilities:
The FinTech pipeline
- A dedicated revenue number for the FinTech and digital-ecosystem segment, with a defined named-account list plus open territory. Deal sizes are smaller than enterprise banking, deal volume is
higher, and you are measured on both new logos and usage-led expansion.
- The full cycle, end to end, at pace —
outbound to first meeting to POC to signed commercial to first invoice. Average
cycles should land in weeks, not quarters. You are the owner; founders and SDRs
support, they do not rescue.
- The right buyer. Your primary
conversations are with Heads of Risk / Fraud / Trust & Safety, Heads of
Product, VPs of Engineering, and founders at FinTechs. You know how to get a
meeting without needing a warm path from a CRO.
Motion and mechanics
- Outbound at scale. Own list-building,
sequencing and ICP refinement. Comfort with Apollo / Lusha / LinkedIn Sales
Navigator is baseline; a point of view on what actually converts in 2026 is
what we are hiring for.
- Self-serve-adjacent selling. A meaningful
share of FinTech buyers want to evaluate before they talk. Work with product
and marketing to keep trial, sandbox, documentation and onboarding paths sharp,
and convert usage into commercial contracts.
- Usage-based pricing conversations. Many
deals are priced on volume (API calls, MAUs, decisions scored). You should be
comfortable modelling deal shape with a customer, proposing tiered commitments,
and defending gross margin.
- Land and expand. First deal is often a
single product or use-case. Track and drive expansion into adjacent use-cases
(onboarding → transaction, fraud → customer intelligence, etc.). A real portion
of your number will come from the installed base.
- Pipeline hygiene. Clean CRM, honest stage
definitions, weekly commit/best-case forecasting. We want forecast accuracy
inside ±10% by the second full quarter.
Cross-functional
- With product, as the primary voice of the FinTech buyer — what is being asked for, what is falling out of POCs, and what
the market will and will not pay for.
- With marketing, on FinTech-segment
positioning, content, events, partner ecosystems, and category conversations on
LinkedIn and elsewhere.
- With customer success and support, on
handoff quality. Deals that churn in month four are not closed deals.
Required Skills
- 3–6 years in B2B sales selling into FinTechs, digital lenders, payment companies, NBFCs, marketplaces, gaming / RMG
platforms or adjacent digital businesses in India.
- A measurable personal track record of
quota attainment over multiple years, with deal counts and deal-size
distributions you are willing to walk through in detail.
- A volume mindset. You are comfortable
running a pipeline of 40–80 live opportunities at a time, without losing the
thread on any of them.
- Category fluency. You have sold at least
one of: fraud / risk tech, KYC / onboarding, identity, lending infrastructure,
data or device intelligence, payments infrastructure, AML / transaction
monitoring, or closely adjacent. You can hold a substantive technical
conversation without bluffing.
- Outbound chops. You have personally built
pipeline from scratch in prior roles — not just worked inbound leads. You can
show work.
- Comfort with technical buyers. You are
not intimidated by a Head of Engineering asking about SDK footprint, rate
limits, data residency, or latency — you know when to answer and when to pull
in product.
- Clean written communication. Fintech
buyers decide in writing. Your follow-up notes, proposals and async replies
need to do as much work as your meetings.
Strong plus
- Experience selling through platform or partner
ecosystems (core-banking, LOS / LMS, onboarding platforms, PSPs) as a channel
for reaching FinTechs.
- Exposure to usage-based / API-first /
developer-led commercial models.
- Experience negotiating data-protection, infosec
and vendor-risk terms at mid-sized FinTechs — the ones who want to move fast
but still have a real compliance checklist.
- A public point of view on fraud, risk or FinTech distribution — a newsletter, talks, a strong LinkedIn presence. Not mandatory,
but it shortens the ramp.
What We Offer:
- Competitive base with a strong variable
component, aligned to new-logo and expansion ARR. OTE and accelerators
discussed openly.
- Meaningful ESOP grant with a clear vesting
schedule.
- Health insurance for you and your family; travel
budget appropriate to a pan-India FinTech sales role.
- A growing segment inside a category-defining
company, with room to grow into a segment-leader role as the team expands.
Skills Required
- 3-6 years B2B sales into FinTechs, digital lenders, payments, NBFCs, marketplaces or adjacent Indian digital businesses
- Measurable personal track record of quota attainment over multiple years with deal counts and size distributions
- Ability to run and manage a pipeline of 40-80 live opportunities concurrently
- Category fluency in fraud/risk tech, KYC/onboarding, identity, lending infrastructure, data/device intelligence, payments infrastructure, or AML/transaction monitoring
- Proven outbound pipeline-building experience (built pipeline from scratch)
- Comfort engaging technical buyers and answering SDK, rate limit, data residency, and latency questions
- Strong written communication for follow-ups, proposals, and async buyer interactions
- Familiarity with outbound tools (Apollo, Lusha, LinkedIn Sales Navigator) and CRM hygiene
- Experience selling through platform or partner ecosystems (core-banking, LOS/LMS, PSPs)
- Exposure to usage-based, API-first, or developer-led commercial models
- Experience negotiating data-protection, infosec, and vendor-risk terms at mid-sized FinTechs
- Public thought leadership on fraud, risk, or FinTech distribution (newsletter, talks, LinkedIn presence)
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The Company
What We Do
Cedar is a global strategy consulting, research, and analytics firm with a 35-year track record and clients across multiple industry sectors. Since 1985, its teams have assisted clients in strategy, process innovation, strategic human capital, and business technology, with a strong focus on the Financial Services sector. As a full-suite management consulting firm, Cedar assists clients from strategy formulation to execution and implementation.
