National Head SaaS Product Distribution

Job Title: National Head – SaaS Product Distribution

Job Level: Senior Level

Report to: CBO

Department: Sales Distribution/ Partnerships

Organization: Airpay Money Pvt. Ltd (https://www.airpay.money/)

Location: Mumbai/ Gurgaon

Job Summary

The National Head – SaaS Product Distribution will own the PAN-India P&L and drive the go-to-market strategy for Airpay Money’s SaaS platform focused on acquiring, onboarding, and activating Independent Financial Advisors (IFAs), Financial Consultants, CAs, and Mutual Fund Distributors. The role will build and lead a multi-city sales organization comprising Relationship Managers / ASMs / Zonal leaders to deliver subscription revenue growth, renewals, and sustained product usage and partner stickiness.

Key Responsibilities

• Own PAN-India P&L and revenue targets for the IFA SaaS product including monthly/quarterly/annual subscription goals.
• Build and execute the national go-to-market (GTM) strategy for acquisition and activation of IFAs/FCs/CAs/MF distributors.
• Drive paid subscriptions, renewals, and expansion through structured sales funnels and strong pipeline governance.
• Define distribution strategy, partner segmentation, and city/region roll-out plans to scale onboarding at speed.
• Recruit, build and lead a city-wise sales hierarchy (RMs/ASMs/Zonal leaders) across India.
• Set targets, review performance, and drive accountability through periodic reviews, dashboards, and discipline on metrics.
• Design and run regular training, mentoring, and joint-working plans to uplift productivity and conversion outcomes.
• Build a high-performance sales culture focused on numbers, discipline, customer-first mindset, and ethical practices.
• Develop relationships with large IFA networks, MFD associations, CA communities, and MF distributors to unlock scale.
• Plan and execute engagement programs such as city events, partner meets, and enablement workshops to drive adoption.
• Identify new markets, segments, and partnership opportunities to strengthen distribution reach and revenue outcomes.
• Work closely with Product, Marketing, and Operations teams to influence the SaaS roadmap based on partner feedback and market needs.
• Track subscription health, renewals, and stickiness metrics; define interventions to improve retention and lifetime value.
• Ensure compliance with applicable sales governance, product disclosures, and internal policies while working with financial partners.
  
  

• Bachelor’s degree in Business, Marketing, Finance, or related field (MBA preferred).
• Relevant certifications in financial products/wealth management will be an added advantage.
• 7–10+ years of experience in distribution / sales leadership (sector agnostic) with strong familiarity of financial products such as Mutual Funds, Insurance, Wealth/Lending products.
• Proven track record of building and scaling large multi-city sales teams and delivering revenue targets.
• Hands-on experience in B2B2C / partner distribution models; ability to scale through networks and channel partners.
• Strong leadership, hiring, coaching and performance management capability across geographically distributed teams.
• Excellent communication, presentation, stakeholder management, and negotiation skills.
• Strong commercial acumen with ability to manage P&L, unit economics, and subscription business levers (growth, renewals, usage).
• Comfortable working cross-functionally with Product/Marketing/Operations to drive market fit and execution excellence.