Associate Director, FI Partnerships

Location: Delhi NCR / Mumbai (30-40% travel)

Designation: Associate Director

Reports to: Co-founder & CFO

Function: Financial Institution (FI) Alignment – Capex Financing & Leasing

About Company :
Built by leaders with deep experience across Consulting, FMCG, e-Commerce, and Banking, Company was founded with one clear objective: to accelerate India’s manufacturing growth by unlocking smarter access to capital.
We enable manufacturers and capex buyers to unlock growth through structured financing solutions. Working closely with OEMs, SMEs, large enterprises, and financial institutions, we design fast, pragmatic, and scalable access to capital.
Over the last four years, Company has grown rapidly and built strong market credibility. We are now entering our next phase of expansion — and are looking for exceptional talent who can own banks and NBFCs relationship, build trust, and deliver consistent results.

Role Objective
This function needs dedicated, senior, relationship-driven professionals who can walk into a bank’s credit committee room and know exactly how decisions get made, what documentation accelerates approvals, and which levers to pull when a file is stuck.
This role is about deepening existing FI partnerships, building new FI relationships, cross-functional collaborations, and high ownership.

Key Responsibilities

1. Deepen Existing FI Relationships
   ● Own the day-to-day relationship with assigned FI partners
   ● Drive faster credit turnaround times by understanding each FI’s internal credit process, documentation requirements, and approval bottlenecks
   ● Build relationships with credit heads, branch managers, and regional teams to ensure Company files move through the system with priority
   ● Work with company sales team to package customer proposals in the exact format that each FI’s credit team needs, reducing back-and-forth
   ● Increase wallet share with each FI by growing the volume and value of deals routed through them
2. Onboard New FI Partners
   ● Identify and approach new banks and NBFCs whose credit appetite aligns with company customer profile
   ● Navigate the internal approval process at new FIs to get company empanelled as a lease rental assignment partner
   ● Build a diversified FI base that gives company optionality across deal sizes, tenures, sectors, and geographies
3. Cross-Functional Collaboration
   ● Work closely with the core sales team to ensure FI capacity matches the deal pipeline
   ● Coordinate with the credit and operations team on documentation, compliance, and disbursement workflows
   ● Provide market intelligence back to leadership on FI appetite, pricing trends, and emerging product structures in the lease/asset finance space
4. KPIs
   ● Conversion ratio (Customer Commercial Mandate → FI Sanction)
   ● FI Credit process time improvement
   ● FI diversification
5. Who You Are
   Must-Have
   ● 7+ years of experience in banking, NBFC, leasing/asset finance, or fintech with a strong FI-facing role
   ● Deep, personal relationships with credit teams, branch heads, or regional leadership at Indian banks and/or NBFCs. We are not looking for someone who will “build” relationships from scratch. You should already have a rolodex.
   ● Strong understanding of how credit decisions are made inside banks: what makes a credit committee say yes, what documentation they need, what kills a file, and what moves it faster
   ● Willingness to travel 30-40% of the time to meet FI partners across cities. Relationships in Indian banking are built face to face, not over email.
   Good-to-Have
   ● Prior experience at a leasing company or a fintech that works with FIs
   ● Experience in trade finance, treasury, or corporate banking at a bank/NBFC
   ● Understanding of operating lease structures, Ind AS 116, and how corporates evaluate lease-vs-buy decisions
   ● MBA or CA qualification (from a reputed institution)
6. The Mindset We Are Looking For
   This is a startup. We are a 20-person team building a category. You will sit across the table from a bank’s credit head one day and chase a disbursement file with a branch manager the next. If that excites you, read on.
   ● Ownership over entitlement (own the FI relationship end to end)
   ● Speed matters
   ● Numbers, not narratives
   ● Builder mentality