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.
