Position Overview
The Account Director BFSI will be responsible for driving strategic growth across large and mid-market BFSI enterprises in Saudi Arabia. This role focuses on deep account ownership, consultative selling, and long-term relationship building with CXO and senior stakeholders.
The ideal candidate brings strong domain understanding of BFSI, experience managing
complex enterprise accounts, and the ability to position Exotel's solutions as
business-critical platforms aligned to customer priorities such as CX, compliance, scalability, and digital transformation.
Key Responsibilities & KRAs
Industry & Domain Expertise
- Develop a strong understanding of the Saudi BFSI ecosystem, including banks, fintech's, insurers, and regulated financial institutions
- Stay current on market trends, regulatory considerations, digital CX initiatives, and technology adoption in the region
- Understand customer-facing business functions across the lifecycle (acquisition, servicing, collections, retention)
Solutioning & Consultative Selling
- Lead enterprise discovery and problem diagnosis for large BFSI accounts
- Translate business challenges into AI-powered communication and CX solutions
- Demonstrate strong understanding of SaaS platforms, customer technology stacks, integrations, and managed services
- Clearly articulate Exotel's value proposition to both business and technology stakeholders
Account Management & Growth
- Own and grow strategic BFSI accounts, from opportunity identification to closure and expansion
- Map customer organizations across CXOs, business leaders, IT, operations, and compliance teams
- Partner closely with Customer Success teams to drive adoption, value realization, renewals, and upselling
- Navigate enterprise decision-making, procurement cycles, and evaluation frameworks
Business & Commercial Ownership
- Manage revenue, pipeline, and bookings in line with defined annual targets
- Structure complex, high-value enterprise deals, including commercials, contracts, and
negotiations
- Apply value-based selling approaches, balancing short-term revenue with long-term account potential
- Use data-driven insights alongside judgment to manage ambiguity and complexity
Stakeholder Management
- Build strong relationships with CXOs and senior leaders across BFSI enterprises
- Represent Exotel as a trusted, long-term technology partner
- Collaborate effectively with internal teams across Sales Engineering, Product, Legal, Finance, and Customer Success
Key Performance Indicators (KPIs)
Industry Engagement
- Depth and quality of BFSI industry insights demonstrated
- Successful CXO and senior stakeholder engagements
Solution Effectiveness
- Alignment of Exotel solutions with customer business and technology needs
- Successful solution deployments and expansions within BFSI accounts
Account & Revenue Growth
- Number and value of qualified opportunities
- Revenue growth from new and existing accounts
Stakeholder Satisfaction
- Customer satisfaction and relationship strength
- Internal stakeholder feedback on collaboration and execution
Business Outcomes
- Achievement of annual revenue and gross margin targets
- Progress on leading indicators and cross-functional KPIs
Qualifications & Skills
- Bachelor's degree in engineering; MBA or master's degree preferred
- Proven experience in enterprise account management or business development
- within SaaS / technology
- Strong analytical, problem-solving, and strategic thinking skills
- Excellent communication, presentation, and negotiation abilities
- Comfortable operating in high-stakes, CXO-led environments
- Experience working with CRM tools and data-driven sales processes High resilience, ownership mindset, and execution focus
What We Are Looking For
- Large Account Expertise: Proven ability to navigate complex enterprise organizations and decision-making structures
- Domain Depth: Strong BFSI understandingbusiness KPIs, CX priorities, regulatory environment, and tech ecosystem
- Background: Experience with large enterprises or MNCs; comfortable operating in fast-growing, agile environments
- Technology Acumen:
- Ability to link technology to business outcomes
- Understand customer deployments and integrations
- Confidently articulate Exotel's value to technical stakeholders
- Lead or support product demos when required
- Commercial Strength: Experience structuring large, complex enterprise deals
- Executive Presence: Gravitas, maturity, and adaptability to different senior stakeholder personas
