Territory Sales Manager

Job Title: Territory Sales Manager - SaaS Product Sales

Job Level: Entry Level

Report to: National Head

Department: Distribution - Platform Sales

Organization: Airpay Payment Services Pvt. Ltd (https://www.airpay.co.in/)

Location: Pan India

Job Summary:

The Territory Business Manager (TBM) will be responsible for driving profitable growth of Airpay Money's fintech SaaS platform within the assigned territory through partner acquisition, subscription sales, activation, adoption, and renewals. This is an individual contributor role focused on building a strong local partner ecosystem and achieving business targets through field sales and relationship management.

Key Responsibilities:

• Drive B2B2C partner acquisition and onboarding across the assigned territory.
• Identify, acquire, and onboard CAs, IFAs, Mutual Fund Distributors, Insurance Agents, and other relevant financial distribution partners.
• Sell SaaS subscription plans and achieve onboarding, activation, subscription revenue, and renewal targets.
• Build and manage a healthy sales pipeline through field prospecting, referrals, local market mapping, and existing relationships.
• Conduct product demonstrations, sales presentations, negotiations, and closures.
• Drive lead-to-subscription and demo-to-conversion ratios through effective follow-up.
• Develop and maintain a strong local partner network to generate continuous referrals and business opportunities.
• Ensure partner activation, engagement, and product adoption post onboarding.
• Conduct training and product orientation sessions for partners.
• Manage partner relationships and drive subscription renewals and retention.
• Collaborate with marketing teams on local events, partner meets, and demand-generation initiatives.
• Maintain accurate reporting of activities, pipeline, conversions, revenue, and partner performance through CRM tools.
• Monitor market trends, competition, and customer feedback and share insights with the business team.
• Take complete ownership of territory growth, revenue generation, and partner productivity.

Required Qualifications:

• Bachelor’s degree in Business Administration, Commerce, Marketing, Finance, or a related discipline.
• Minimum 2+ years of relevant experience in Fintech Sales, BFSI, Channel Sales, SME Sales, Telecom Sales, Distribution Sales, or Mutual Fund Distribution Sales.

Skills and Experience:

• Strong field sales and consultative selling skills.
• Experience in partner acquisition and onboarding.
• Excellent presentation, demonstration, negotiation, and closing skills.
• Sound understanding of financial products and services.
• Strong communication and relationship management abilities.
• Proven ability to work in a target-driven environment.
• Capability to independently manage territory planning, prospecting, and business development.
• Knowledge of SaaS/subscription sales and recurring revenue models will be an advantage.
• Existing network across CAs, IFAs, MFDs, Insurance Agents, or financial distributors preferred.
• Good understanding of the local market and territory.