Director sales

Location: Mumbai (BKC) Department: B2B Sales & Distribution Reports To: CEO Experience: 12 years in B2B financial product sales / distribution leadership Compensation: Competitive fixed component plus performance-linked incentives, along with ESOPs. A meaningful portion of total compensation is variable and linked to AUM/revenue delivery. About the Organisation A SEBI-registered quantitative investment advisory and PMS house running a substantial and fast-growing AUM base. The firm combines quantitative models with behavioural finance inputs to build data-driven portfolios across the wealth spectrum. Role Overview Own and scale the institutional and intermediary business across India. This is a leadership mandate, not an individual contributor seat - you will build the B2B distribution franchise for the firm's PMS, AIF and quantitative strategies, carry the AUM number for the channel, and work alongside the CEO on go-to-market strategy. The ideal candidate brings a proven record of building and exceeding large AUM/revenue targets, deep relationships across IFAs, RIAs, family offices and wealth managers, and the credibility to represent a quant-driven house in front of institutional allocators and distribution heads. Key Responsibilities Business Development & Growth Own the institutional and channel AUM target end to end, with full accountability for the distribution P&L Drive AUM growth through partnerships with national distributors, RIAs, IFAs, MFDs, family offices and wealth management firms Identify, onboard and nurture scalable B2B relationships across India Manage the full sales lifecycle from lead generation and pitching through to closure and ongoing engagement Align sales efforts with marketing, research and product teams Leadership & Team Building Build, mentor and scale the institutional and channel sales team as the franchise grows Set coverage models, territory design, productivity benchmarks and incentive structures Act as senior escalation point for key partner and institutional relationships Client Relationship Management Serve as trusted advisor to channel partners and institutional clients Run product presentations, investment discussions and performance reviews to strengthen retention Maintain a deep read on client needs and market trends to position products effectively Strategy & Market Intelligence Partner with the CEO on distribution strategy, pricing and positioning Track pipeline, sales metrics and performance data to drive decisions Gather market intelligence to refine go-to-market Compliance & Brand Representation Ensure all sales and client interactions are fully SEBI-compliant Represent the firm at industry forums, conferences and partner events What We're Looking For 12 years in B2B financial product sales (PMS, AIF, Mutual Funds or Investment Advisory), including time in a leadership or channel-head capacity Demonstrated success building large-scale AUM through institutional and distributor networks Strong existing network across IFA, RIA, family office and wealth management ecosystems Experience owning a distribution number; ideally leading a sales team Excellent communication, presentation and negotiation skills with CXO-level stakeholders Deep understanding of capital markets, portfolio management and investment products; comfort with quantitative strategies a strong plus MBA (Finance/Marketing), CFA, CA, CFP or equivalent preferred NISM certifications mandatory What's On Offer Direct reporting into the CEO in a high-visibility leadership role ESOPs and benefits aligned to franchise growth Ownership of the full distribution charter at a growing quant-driven PMS platform