Sales Manager

About Pice

Pice is a fast-growing fintech backed by Nexus Venture Partners and other leading investors, building financial infrastructure that helps Indian SMEs manage business payments and access working capital seamlessly. This role sits within our 3P/Pice Pay business, which gives SMEs a UPI-like experience for business payments with built-in credit on every transaction.

Role Overview

Pice our digital loan marketplace is entering a phase of rapid scale and we are looking for a Senior Sales Manager to own the sales function behind it. You will carry the monthly loan disbursement target end to end and lead a team of roughly 25 to 50 sales callers and improve conversion at every stage of the lending funnel from lead to application, sanction and disbursement.

This is a high-ownership role in a fast-paced environment. Beyond delivering current targets, you will build the team,

processes, capacity and operating rhythm needed to support the next phase of growth, including the second line of sales leadership that will run it as the business expands.

Key Responsibilities

Target Ownership, Planning and Forecasting

• Take end-to-end ownership of the monthly loan disbursement target for the sales team.
• Break overall business targets into team-level and individual caller targets.
• Track performance daily, weekly and monthly, and take corrective action where required.
• Build predictable sales funnels that consistently achieve and exceed disbursement targets.
• Own weekly, monthly and quarterly sales planning, and forecast expected applications, sanctions and disbursements based on current funnel performance.
• Determine the caller capacity, lead volumes and hiring required to support future targets, and build action plans to close the gap between current and target performance.

Team Leadership, Hiring and Capability Building

• Lead, motivate and manage a team of approximately 25–50 inside-sales callers and loan sales executives.
• Ensure every executive has clear targets, adequate leads and full visibility into their own performance.
• Run regular performance reviews, coaching sessions and sales huddles.
• Spot performance dips early and put structured improvement plans in place.
• Build a culture of accountability focused on productivity, conversion and customer experience.
• Own hiring for the digital loans sales team as it scales — defining hiring benchmarks, interviewing sales executives and team leaders, and partnering with HR to maintain a continuous talent pipeline.
• Build onboarding, training and ramp-up processes that get new callers productive quickly, and develop future team leaders from within.

Sales Efficiency, Call Quality and Process Design

• Continuously improve caller productivity, lead utilisation and overall calling efficiency.
• Define and track metrics including calls per caller, contactability rate, lead-to-application, application-to-sanction and sanction-to-disbursement conversion, disbursement per caller, and lead ageing and follow-up efficiency.
• Identify leakages in the calling funnel and put processes in place to lift conversion.
• Standardise scripts, objection-handling frameworks, follow-up processes and best practices across the team.
• Maintain a high bar for the quality of customer conversations, reviewing calls regularly to find coaching opportunities.
• Ensure callers communicate product features, lender requirements, pricing and loan terms accurately.

CRM, Lead Management and Cross-functional Coordination

• Work with the internal CRM, Product and MIS teams to ensure a seamless flow of leads across the sales organisation.
• Own the lead allocation strategy in the CRM, distributing leads based on productivity, capacity, customer profile and conversion potential so every caller has an actionable pipeline.
• Maintain full visibility of the sales funnel through dashboards and MIS, and identify CRM or process improvements that lift productivity and conversion.
• Partner with the Business, Operations, Product and Lender Partnership teams to resolve cases stuck at any stage of the loan journey, and escalate issues that affect conversion or disbursement.
• Identify recurring lender or process issues and work with internal teams to fix them structurally.
• Keep the sales team current on lender policies, eligibility criteria and process changes.

What We're Looking For

Must-Have

• 6+ years of experience in sales, with significant time spent managing inside-sales or telesales teams.
• Experience managing a 20+ member sales team.
• Direct ownership of loan disbursement or revenue targets.
• A working understanding of digital lending funnels, including lead generation, application, underwriting, sanction and disbursement.
• Hands-on experience running a sales team through daily metrics, dashboards and conversion funnels.
• Extensive experience with CRM systems, managing large volumes of leads.
• Experience hiring, training and ramping up sales teams.
• Strong people leadership, with a track record of motivating large frontline teams.
• Comfort operating in a high-growth, high-ownership environment where targets and team size scale quickly.

Good-to-Have

• Experience at a fintech, NBFC, bank, digital lending platform or loan marketplace.
• Experience working directly with lender partners to unblock conversion and disbursement bottlenecks.
• Experience building a second line of sales leadership by developing team leaders internally.

What Success Looks Like

• Total monthly loan disbursement and monthly target achievement.
• Disbursement per caller and overall caller productivity.
• Lead-to-disbursement conversion, including application-to-sanction and sanction-to-disbursement rates.
• Contactability, lead utilisation, and lead ageing and turnaround time.
• Hiring and ramp-up velocity for the sales team.
• Accuracy of monthly disbursement forecasts.

What You'll Get

• Direct ownership of the sales engine behind a business entering rapid scale, including the processes and systems through which thousands of loan customers are converted.
• The opportunity to build and lead a large digital lending sales organisation, with leadership scope that grows as the disbursement run rate does.
• Close working relationships with the Business, Product, Operations and Lender Partnership teams, and short decision cycles.
• Competitive compensation with performance-linked incentives.

Benefits

• Health insurance coverage.
• Meals and snacks provided in-office throughout the day.
• Confidential counselling support for personal and professional wellbeing.
• Corporate discount on Cult fitness activities.
• A well-stocked in-house library spanning business, self-help and fiction.

Pice is an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building a diverse, inclusive team.