Business Unit Head

Business Unit Head — FINKRAFT.AI

Location: Bangalore, HSR | Full-time | Level: L5 | Reports to: CEO

About Finkraft.ai

Finkraft.ai is a B2B SaaS company that enables enterprises to maximise GST claims on travel and expense data. The platform automates invoice collection, validation, and reconciliation across airlines and hotels — helping finance teams at McKinsey, BCG, Capgemini, Abbott, and 1,250+ enterprises improve compliance, visibility, and cash recovery. We've recovered ₹300Cr+ in GST claims and are scaling from $1.5M to $10M ARR in 18 months.

WHY THIS ROLE

This is one of the highest-ownership roles at Finkraft. You run a full P&L, manage the most senior client relationships in the company, oversee a cross-functional team of Senior BAs and Product Managers, and are the final escalation point when enterprise accounts need a decision-maker in the room.

The variable component of your compensation is tied directly to BU performance — revenue, retention, and expansion. If the BU wins, you win. There is no ceiling on what that looks like.

If you have run a business unit or delivery org in B2B SaaS, have sat across the table from Fortune 500 CFOs during escalations, and want ownership that is real rather than nominal — this is the role.

What You Will Own In 90 Days

• Full P&L ownership active: revenue, margin, churn, and expansion metrics tracked weekly, reported to leadership with variance explanations — not just numbers.
• Senior BA team operating cadence set: weekly 1:1s running, performance baselines established, field findings routing into product inputs without founder involvement.
• Top-10 enterprise accounts personally engaged: relationship mapped, escalation risk assessed, QBR schedule locked.
  
  

• Own BU revenue, margin, gross retention, and net revenue retention end-to-end
• Report BU performance weekly to leadership — actuals vs. target, variance root cause, forward outlook
• Own the variable compensation structure for your team: metrics defined, targets set, payouts tracked
• Price and structure commercial terms on renewal and expansion deals above a defined threshold; co-sign with Sales on new logos where BU context adds value
• Feed qualified expansion and upsell signals to Sales — based on product usage, QBR conversations, and client escalation patterns — with context, not just a name
  
  

• Manage and develop a team of Senior BAs: structured 1:1s, performance reviews, career development plans, and capability gap identification
• Own the quality bar for field output: every observation from a Senior BA that reaches product or tech should be structured, evidenced, and actionable — not raw field notes
• Define and maintain escalation routing within the BA layer: what gets resolved at BA level, what comes to you, and what goes above you
• Build the team's capacity to run QBRs and client escalations independently over time, reducing BU Head dependency on routine accounts
  
  

• Translate enterprise client signals — from QBRs, escalations, and BA field observations — into prioritized product inputs for the PM team
• Participate in roadmap planning as the primary voice of the customer: advocate for features that protect retention and enable expansion, not just net-new capability
• Own the feedback loop from tech back to client: when a product change is deployed, you close the loop with the relevant client, not the PM or BA
• Identify patterns across accounts that indicate a systemic product gap vs. a one-off client issue; surface systemic gaps for roadmap prioritization, one-offs for ops resolution
  
  

• Act as the senior-most escalation point for all enterprise accounts in the BU
• Operate a tiered escalation framework: define response SLAs at each tier, own resolution at Tier 2 and above personally
• Lead executive-level escalation calls with client C-suite; bring resolution plans, not just updates
• Run post-escalation RCA with internal teams; close the loop with the client and document the fix in writing
• Maintain a live escalation tracker — open items, owners, SLA breach risk, and resolution status — reviewed weekly
  
  

• Run executive QBRs for the top-25 BU accounts: own the data pack, the narrative, and the action items
• Build and maintain C-suite relationships across the BU's enterprise portfolio — your clients should call you directly, not route through CS
• Identify early signals of dissatisfaction, competitive evaluation, or churn risk; act before they become formal escalations
• Co-own client success metrics with the CS team: NPS, adoption, SLA compliance, and renewal health scores
  
  

• Own BU SLAs: define them, track them, breach them with accountability
• Drive automation and process improvement within the BU — reduce manual effort per account each quarter
• Maintain a customization pipeline: client-specific requests triaged, prioritized, and routed to tech with clear business justification
  
  

• 10+ years of experience with at least 3–5 years owning a P&L, business unit, or large delivery org in B2B SaaS, fintech, consulting, or enterprise services
• Has managed Fortune 500 or large enterprise accounts as the senior relationship owner — not in a support capacity
• Has run an escalation with a client C-suite and resolved it: knows what "bringing resolution" means vs. bringing an update
• Has directly managed Senior BAs, delivery leads, or client-facing team leads — performance management, career conversations, and difficult calls included
• Has sat in roadmap planning as the customer voice and influenced what got built: not just provided feedback, but shaped prioritization
• Strong commercial acumen: comfortable with pricing models, renewal structures, variable comp mechanics, and metrics-driven reporting
• Has built and presented a P&L or BU performance report to a CEO or board — numbers, variance, and forward outlook
  
  

• Background in GST, indirect tax, travel expense management, or fintech compliance
• Has scaled a BU from early to mid-stage in a high-growth Indian SaaS company
• Experience with ESOP structures and how to use equity as a retention lever within a team
• Prior exposure to GCC or UAE enterprise markets