The Vice President, Sales Leader will drive market expansion and new-logo growth across the APAC region, with primary focus on Australia and New Zealand. This role is a senior, front-end growth mandate—tasked with building EXL’s footprint across Banking industry by winning strategic clients and scaling high-value opportunities. As a new business–focused leader, this role will originate, shape, and close complex enterprise deals, positioning EXL’s Domain Operations, Digital, Data, and AI-led solutions to address critical industry challenges and deliver measurable client outcomes. The candidate will bring a strong understanding of market dynamics, buying behavior, and client priorities to convert opportunity into sustained revenue. The role requires an executive-grade sales leader who can operate as a trusted strategic partner to CXOs, lead sophisticated, multi-stakeholder pursuits, and orchestrate cross-functional teams to secure wins at scale. While primarily focused on acquisition and market growth, the role also supports early-stage account expansion—ensuring durable, profitable relationships post-logo win. This position will be accountable for driving a multi-year growth agenda, typically influencing and managing a new-business and early-stage portfolio ranging from ~USD 20–50M+ in pipeline and revenue potential, depending on market maturity and ramp phase, with clear expectations of continued expansion year-on-year.
ResponsibilitiesNew Logo Acquisition & Market Growth Own and drive new logo acquisition across Banking in Australia, originating, shaping, and closing high-value deals. Position EXL’s Data, Digital, and AI-led solutions to solve complex client challenges and deliver sustainable growth.
2. Sales Strategy & Execution Develop and execute targeted sales strategies aligned to defined market segments and named accounts. Own the end-to-end sales cycle—from prospecting and discovery through solutioning, commercial structuring, and deal closure—ensuring disciplined execution and consistent win momentum.
3. Pipeline Development & Conversion Build and manage a robust, high-quality pipeline through proactive prospecting, ecosystem leverage, and market intelligence. Maintain strong conversion discipline, ensuring healthy coverage, predictable progression, and timely closures against revenue targets.
4. Deal Leadership Act as the single-threaded owner for all new logo pursuits, regardless of origination channel. Lead pursuits by 3 orchestrating internal teams, shaping win strategies, owning client relationships during the hunter window, and driving alignment on solution scope, pricing, commercials, and timelines.
5. Land-and-Expand Growth Following initial logo wins, prioritize account expansion over the first 18–24 months, penetrating additional buying centers and driving larger, multi-capability opportunities with strong commercial and margin discipline.
6. Market Insight & Competitive Intelligence Continuously monitor market trends, emerging opportunities, and competitive dynamics within the Australian banking landscape. Use insights to refine sales plans, sharpen value propositions, and stay ahead of market shifts.
7. Strategic Collaboration (One-EXL) Partner closely with SGU SMEs, solution leaders, and interlocks to bring the best of EXL capabilities into each pursuit. Coordinate structured handoffs with Account Managers / Client Executives post-sale to ensure continuity and long term account success. 8. Governance, Reporting & Sales Hygiene Maintain rigorous governance across Salesforce and sales reporting, ensuring data accuracy, forecasting reliability, and transparency. Adhere to defined sales processes, approval frameworks, and operating rhythms as a baseline expectation.
Skills Required
- Master’s degree in a relevant field
- 16–20 years of relevant experience
What We Do
Choosing a digital partner is about more than capabilities — it’s about collaboration and character. Unrealistic overhauls and off-the-shelf products ignore what matters most — your unique needs, culture, goals, and your legacy data and technology environments. At EXL, our collaboration is built on ongoing listening and learning to adapt our methodologies. We’re your business evolution partner—tailoring solutions that make the most of data to make better business decisions and drive more intelligence into your increasingly digital operations. Whether your goals are scaling the use of AI and digital, redesign operating models, or driving better and faster decisions, we’re here to partner with you to help you gain—and maintain—competitive advantage with efficient, sustainable models at scale. Our expertise in transformation, data science, and change management helps make your business more efficient and effective, improve customer relationships and enhance revenue growth. Instead of focusing on multi-year, resource- and time-intensive platform designs or migrations, we look deeper at your entire value chain to integrate strategies with impact. We use our specialization in analytics, digital interventions, and operations management—alongside deep industry expertise — to deliver solutions that help you outperform the competition. At EXL, it’s all about outcomes—your outcomes—and delivering success on your terms. Share your goals with us and together, we’ll optimize how you leverage data to drive your business forward. For more information, visit www.exlservice.com.
