Job Title - Head – Sales Operations (Payments Fintech)
Location - Noida
Experience - 12–18 years (with 5+ years in senior sales operations leadership)
Industry - Payments / Fintech / Acquiring / Payment Gateway
Job Summary
We are looking for a seasoned Head of Sales Operations to lead and scale all backend and support operations for the sales function in a payments-focused fintech organization. The role is responsible for building robust sales operations that support enterprise merchant onboarding, commercial rate changes, invoice clearances, backend merchant operations while ensuring regulatory compliance, operational efficiency, and scalability.
This role will act as the backbone of the sales organization—enabling faster merchant onboarding, accurate reporting, seamless coordination with risk and compliance, and high sales productivity across payment products.
Key Responsibilities
Sales Operations & Merchant Enablement
- Own end-to-end sales backend operations for merchant acquisition (SME, mid-market, and enterprise)
- Support sales teams across payment gateway, UPI, card acquiring, and value-added services
- Design and manage SOPs for lead flow, merchant onboarding, activation, and go-live processes
- Improve onboarding TATs and merchant activation rates
CRM, MIS & Funnel Management
- Own CRM configuration, governance, and data accuracy for merchant and enterprise sales
- Build and manage sales MIS, pipeline dashboards, and conversion analytics
- Track KPIs including lead-to-activation ratio, onboarding TAT, drop-offs,
- Provide insights to improve funnel efficiency and sales productivity
Compliance, Risk & Regulatory Coordination
- Ensure sales operations adhere to RBI guidelines, KYC/AML norms, PCI-DSS requirements, and internal risk policies
- Act as the key liaison between Sales, Risk, Compliance, and Operations teams
- Oversee documentation quality, merchant risk categorization, exception handling, and audit readiness
- Support internal, bank partner, and regulatory audits related to sales and merchant onboarding
Partner, Channel & Alliance Operations
- Manage backend operations for DSAs, resellers, OEMs, and strategic partners
- Oversee partner onboarding, documentation, commercial setup, and performance tracking
- Coordinate merchant settlements, partner payouts, and dispute resolution with relevant teams
- Monitor SLA adherence and partner compliance standards
Process Automation & Technology Enablement
- Drive automation of merchant onboarding, verification, CRM workflows, and reporting
- Collaborate with Product and Tech teams on tools for eKYC, API integrations, dashboards, and analytics
- Lead UAT, system enhancements, and operational readiness for new payment products
Team Leadership & Governance
- Build and lead a scalable sales operations team across regions and product lines
- Define team KPIs, governance frameworks, and performance reviews
- Ensure strong documentation, controls, and process discipline across sales operations
Key Skills & Competencies
- Deep understanding of payments ecosystem (merchant acquiring, gateways, POS, UPI, cards)
- Strong experience in merchant onboarding, risk checks, and activation workflows
- Expertise in CRM platforms and sales analytics
- Solid knowledge of RBI regulations, KYC/AML, PCI-DSS, and bank partner requirements
- Ability to manage high-volume, transaction-led sales operations
- Excellent stakeholder management and leadership skills
- Process-driven with a strong execution mindset
Qualifications
- Bachelor’s degree in Business, Finance, Engineering, or related field
- MBA preferred
- Prior experience in Payments Fintech / Acquiring Bank / Payment Gateway strongly preferred
What We Offer
- Opportunity to scale sales operations in a high-growth payments fintech
- High visibility role working closely with Sales, Product, Risk, and Leadership
- Competitive compensation with performance-linked incentives
- Fast-paced, ownership-driven work environment
