Sales Lead - Global Capability Centers (GCC) Finance Solutions

Role Summary 

We are hiring a high-performing Sales Lead – India GCC to drive commercial growth and client acquisition for the Cogentiq I2C platform across India’s rapidly expanding Global Capability Centers (GCCs), Shared Service Centers, and global finance organizations operating out of India. 

This role is responsible for building a strong pipeline, penetrating GCC finance leadership, and driving end-to-end sales cycles for Cogentiq I2C. 
The ideal candidate has experience selling into GCC environments, understands global finance operations, and brings strong exposure to OTC/I2C processes and enterprise SaaS. 

Key Responsibilities 

1. GCC Market Development & Pipeline Generation 

• Build and execute a focused GTM plan for India GCCs (BFSI, Pharma, CPG, Tech, Retail). 

• Identify and nurture relationships with senior stakeholders (Finance Ops, GPOs, Controllers, Shared Service Heads). 

• Create and manage a strong pipeline leveraging industry events, referrals, partnerships, and outbound motions. 

• Track market trends in I2C/OTC, automation, and GCC transformation initiatives. 

2. Solution Selling & Client Engagement 

• Lead discovery sessions with GCC leaders to uncover challenges in Collections, Cash App, Deductions, Billing, and Credit. 

• Partner with Product and Pre-sales teams to deliver high-impact demos tailored to GCC operations. 

• Build strong business cases showcasing value (DSO impact, automation %, manual effort reduction). 

• Develop proposals, negotiate pricing, and convert opportunities into closed deals. 

3. Regional Commercial Ownership 

• Own regional ARR targets for India GCC and support multi-year, multi-module deal cycles. 

• Work with Product & Finance to refine value-based and consumption-based pricing for GCC needs. 

• Build repeatable commercial frameworks for POC → production → enterprise expansion. 

4. Partnership & Ecosystem Development 

• Build strong connections with regional consulting firms, India SI partners, and GCC transformation advisors. 

• Enable joint GTM activities with hyperscalers (Azure, AWS, GCP) based in India. 

• Leverage ecosystem relationships to penetrate large GCC networks and multi-country operations. 

5. Collaboration with Product, Delivery & Marketing 

• Provide structured market feedback and GCC-specific insights to influence the I2C product roadmap. 

• Collaborate with Delivery teams for smooth handovers and client onboarding. 

• Work with Marketing to tailor India GCC campaigns, events, and thought leadership. 

• Support asset creation: case studies, playbooks, GCC-centric ROI narratives. 

Required Experience & Skills 

Experience 

• 10+ years in Sales, Business Development, or Account Executive roles. 

• Proven experience selling into India GCCs or Shared Services (mandatory). 

• Strong understanding of OTC/I2C processes (Collections, Deductions, Cash App, Billing, Credit). 

• Experience selling SaaS, automation, analytics, or finance transformation solutions. 

• Track record of closing enterprise SaaS deals. 

• Experience in global finance process transformation or AR automation preferred. 

Skills 

• Strong consultative selling and stakeholder management. 

• Ability to articulate business value clearly (financial KPIs, ROI). 

• Excellent communication, presentation, and negotiation skills. 

• High ownership, proactive approach, ability to work independently in offshore environment. 

• Ability to collaborate with global product, sales, and delivery teams. 

Preferred Qualifications 

• MBA or equivalent commercial qualification. 

• Exposure to AI/ML-based enterprise platforms. 

• Existing network within Indian GCC Finance + GPO communities is a major advantage. 

What This Role Offers 

• Ability to own and scale the GTM strategy for a fast-growing AI-driven I2C product. 

• Direct impact on product adoption, ARR, and global pipeline influence. 

• Opportunity to work with global teams across Product, Engineering, AI/ML, and Delivery. 

• High visibility with leadership and exposure to global enterprise client opportunities. 

Work Model 

• India-based, on-site with flexibility, frequent client visits, and periodic travel to major GCC hubs. 

• Collaboration with global sales & product teams required (cross-time-zone coordination).