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About the Role
This is a market-facing pre-sales and solutioning leadership role within EXL's Finance AI practice, focused on Accounts Payable, Accounts Receivable, and Record-to-Report sales. The ideal candidate will lead client conversations at the VP, Controller, and CFO level, shaping how EXL's AI capabilities are positioned in the market and staying involved from the first conversation through proof-of-concept.
Responsibilities
- Build and manage a healthy funnel of AP, AR, and R2R opportunities, working closely with account teams and industry leaders.
- Track deal progress, flag risks early, and know when to escalate or pivot.
- Translate AI capability into business value, focusing on cycle time, working capital, exception rates, and straight-through processing.
- Lead client conversations at the VP, Controller, and CFO level and build long-term partnerships.
- Take the lead on scoping and structuring deals, defining solutions, and establishing success metrics.
- Run discovery sessions, build business cases, and architect credible and deliverable proof-of-concepts.
- Present EXL's responses to RFIs and RFPs in the Finance AI space, positioning EXL to win.
- Represent EXL in the market at industry events, in analyst conversations, and through content creation.
- Build and manage a sales pipeline, including forecasting and opportunity management.
Requirements
- Deep, working familiarity with Procure-to-Pay, Order-to-Cash, and Record-to-Report processes.
- Direct exposure to common AP, AR, and R2R pain points.
- Hands-on experience with enterprise ERP environments like SAP S/4HANA, Oracle Fusion, Coupa, or Ariba.
- Ability to speak to Finance KPIs naturally.
- Prior involvement in selling or solutioning AI and Agentic AI-powered Finance products.
- Sufficient technical grounding to discuss AI solution capabilities and limitations.
- Proven ability to sell Agentic AI as a business capability, connecting it to measurable Finance outcomes.
- Familiarity with how AI capabilities are packaged and positioned in the Finance technology market.
- Proven comfort engaging at the CFO, VP Finance, and Controller level.
- Ability to simplify complex AI concepts for a Finance audience without losing accuracy.
- Strong written communication skills for proposals, executive summaries, and content.
- Ability to listen, push back appropriately, and bring in support when needed.
- Experience owning pipeline, with accountability for forecasting, deal progression, and close.
- Experience leading multi-stakeholder sales cycles in Finance technology or BPS.
- Comfort working in a matrixed environment, aligning various teams.
- Track record of converting first engagements into longer-term client relationships.
- 12–15 years of total experience, with 10+ years in the US market leading consulting, solutioning, F&A SaaS, AI, and Agentic AI solution sales for enterprise Finance organizations.
- Demonstrated experience selling to or advising CFO-org stakeholders.
- Strong functional knowledge of AP, AR, and R2R processes; direct experience with P2P, O2C, close, consolidation, reconciliation, or reporting transformation programs is a strong plus.
- Familiarity with AI and Agentic AI solutions in Finance.
- Experience with ERP platforms commonly found in enterprise Finance environments.
- Excellent written and verbal communication; strong proposal and presentation skills.
Skills
- Accounts Payable
- Accounts Receivable
- Record-to-Report
- Finance AI
- Agentic AI
- Pre-sales
- Solutioning
- Sales
- Consulting
- F&A SaaS
- Pipeline Management
- Forecasting
- Deal Shaping
- Business Case Development
- Proof-of-Concept Architecture
- RFP Response
- Thought Leadership
- Market Presence
- Communication
- Executive Presence
- Proposal Writing
- Presentation Skills
Location
- New York Tri-State area
- US
Work Type
- Full-time
- Hybrid
Experience Level
- VP-level
- 12-15 years overall experience
- 10+ years in US market
Education Level
- Bachelor's degree in business, finance, engineering, or a related field
- MBA or CA is an advantage
Salary/Compensations
- $200,000 - $250,000
About the Company
- EXL is a leading data analytics and digital operations company that enables its clients to improve business outcomes.