Account Director -BFSI

About This Role

About Us

Exotel is a leading provider of AI-powered customer engagement and communication solutions for enterprises. We enable businesses to transform how they connect with customers across omnichannel experiences—voice, messaging, agents, and AI-driven bots.

With over 20 billion conversations annually and the trust of 7,000+ customers globally, Exotel serves enterprises across BFSI, Logistics, Consumer Durables, E-commerce, Healthcare, and Education.

As customer expectations rise across the Middle East, enterprises face increasing pressure to drive revenue growth, optimize operational costs, and deliver superior customer experience (CX)—all while navigating regulatory and scale challenges.

Exotel partners with organizations as a strategic AI transformation enabler, helping them achieve all three outcomes through secure, scalable, and enterprise-grade communication platforms.

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, fintechs, 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 upsell
• 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 understanding—business 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