Business Manager - Alliances

Why this role even exists. And why now.

axiTrust has the platform, the partnerships and the product. What we are now building is the territory.

We are opening new cities and geographies, and that means putting a business owner on the ground in each one. Someone who can take the lead engine we have built at the centre - Inside Sales, Partnerships, CA and debt-syndication channels - and convert it into closed deals in a market that has never bought a surety bond before. The Business Manager is not an extension of a function. This is the function in that city.

The person we need is not a relationship manager who waits for leads to land. They are a closer who can work four different lead sources simultaneously, self-activate local channels and feed market intelligence back to the centre. If this hire works, a new geography is producing revenue within 90 days. That is the only number that counts.

What you will own. All four of them.

The closure motion across all four lead sources. You own the full funnel from discovery to signed deal, whether the lead comes from Inside Sales, the Partnerships team, a CA firm you onboarded yourself or a contractor you found through direct prospecting. Four sources, one closer. The conversion rate across every source is yours to move.

By 90 days: First deals closed across at least two of the four lead sources. Zoho CRM reflects a live, accurate pipeline with no orphaned leads.

By 12 months: Monthly territory revenue target being met consistently. Source-wise conversion tracked and improving quarter on quarter.

Local channel activation. You will self-activate CA firms, advisory shops and debt-syndication companies in the territory as live referral channels. You will also warm up the local arms of national Anchors, Partners and Beneficiaries in your catchment and engage their local sales teams for fresh opportunities.

By 90 days: At least five CA firms and debt syndicators live and producing referrals. At least three national anchor or partner branches engaged in the territory.

By 12 months: A functioning referral network that generates a measurable share of territory pipeline independently, without being chased every week.

Self-sourced pipeline. Not every lead will come to you. You will hunt directly in the EPC contractor, system integrator and MSME ecosystem in your catchment, targeting businesses active in tenders and PSU contracts. The pipeline you originate yourself is a separate metric and a real one.

By 90 days: A defined self-sourced pipeline with ₹ Cr value committed to paper and being actively worked.

By 12 months: Self-sourced revenue contributing a meaningful share of total territory closures.

Market intelligence back to the centre. You are the closest person to what the market is actually saying: about pricing, about what competitors are doing, about where the product creates friction and where it does not. That intelligence is not informal corridor feedback. It is a structured input to Product, Partnerships and Marketing every month.

By 90 days: First structured market feedback shared with Product and Marketing. At least one pricing or product signal raised and actioned.

By 12 months: Recognised internally as the clearest voice on what is working in the field and what is not.

What a week actually looks like.

• 35% Discovery, proposals and closures. Working active deals across all four lead sources. Discovery calls, demos, proposals, negotiations and getting to a signature. This is the primary job. Everything else feeds into or follows from it.
  
• 25% Channel activation and relationship management. Meeting CA firms, debt syndicators, local arms of national partners. Onboarding new referral sources. Keeping existing ones warm and producing.
  
• 20% Self-sourced prospecting. Direct outreach to EPC contractors, system integrators and MSMEs in the tender and PSU ecosystem. Building a pipeline from scratch in parts of the territory where no relationship exists yet.
  
• 10% CRM hygiene and forecasting. Every deal updated in Zoho. Lead to opportunity to proposal to won, with notes and next actions. Weekly forecast committed to and defended with the Head of Sales.
  
• 10% Market feedback and cross-functional coordination. Feeding signals back to Product and Marketing. Coordinating with Credit, Legal and Product for fast, compliant contracting on deals in motion.
  

The people you will work with.

You report to the Head - Sales / Business. There are no direct reports in this role at the outset. As the territory scales, the expectation is that you will be the first business leader in that city and will help shape what the team around you looks like.

Your primary working relationships are with the Inside Sales team who hand over qualified leads, the Partnerships team who route in opportunities from national partners and the Credit, Legal and Product teams who need to move quickly when a deal is in motion. Externally, you will build and manage relationships with CA firms, debt syndicators, EPC contractors, PSU procurement contacts and the local branches of national anchor organisations in your catchment.

What good looks like at six months.

• Monthly territory revenue targets are being met or meaningfully tracked toward. The number is not a surprise at the end of the month.
  
• A live referral network of CA firms and debt syndicators producing a consistent share of pipeline without being chased every week.
  
• Zoho CRM is accurate, up to date and used as a real forecasting tool, not a reporting chore.
  
• At least three national anchor or partner branches in the catchment are engaged and generating routed leads.
  
• Product and Marketing are receiving structured market signals from the territory, not just anecdotes.
  
• The Head of Sales trusts your pipeline number. Not because you are optimistic, but because you have earned that trust with consistent, honest reporting.
  

Requirements

What we hope you bring.

Three to five years in a B2B closure or account management role, ideally in fintech, banking or insurance. You have sat across a customer and walked them from first conversation to signed contract. You know what a stalled deal looks like and you know how to un-stall it.

Domain familiarity with bank guarantees, surety bonds, working capital, project finance or B2B SaaS sales will give you a real head start. An existing network of CA firms, debt syndicators, EPC contractors, PSUs or GeM ecosystem players in the territory you are being hired for is a strong plus, though not a requirement. What matters more is whether you know how to build that network quickly and work it systematically.

You are a self-starter in the truest sense: comfortable opening a city, comfortable owning a number and disciplined enough to keep CRM updated even when the week is moving fast. You are consultative on warm leads and a hunter on cold ones. You do not need to be managed. You need to be pointed at the right territory.

You do not need to have sold surety bonds before. You do need to be curious enough to become the most credible person in your city on the subject within six months.

Benefits

What's on the table. Comp and the rest.

• Competitive fixed and variable pay combo calibrated to your experience. The specific range is shared with shortlisted candidates after the first conversation. ESOPs are part of the package, not a footnote.
  
• Health cover for you and immediate family.
  
• Annual learning budget for courses, conferences or that Python bootcamp you have been eyeing.
  
• Field-based role in your assigned territory. Travel to customers, partners, CA firms and industry events is part of the week, not the exception.
  
• A founders' office that talks to Sales constantly, not every quarter.