Company Overview

RS Software builds global, national and enterprise digital payment platforms.  We have presence in four continents.  Our product suite, combined with knowledge systems built over 30 years, delivers mission-critical payment solutions that combine innovation and entrepreneurship to create the new ‘gold’ standard for digital payments.  With approximately 45% of the global real-time payment volumes in 2024 processed on platforms built by RS Software, the vision is to deliver Payments at the Speed of Thought.

RS Software is focused on the global payments modernization market, providing large-scale, high-performance payment systems, serving central payment infrastructures, financial institutions, payment network providers, payment processors and software companies providing products to the payment industry.  The company's product suite offers ISO 20022 ready, open payments architecture using a cloud-based microservices framework - optimizing costs, seamless integrations with commoditized products, and accelerates the pace of adoption.  The company’s solutions today are installed in 12 of the top 20 banks in India, and the four major platforms built by RS Software cumulatively process annually 350+ billion transactions world-wide, giving the company a rare track record in the Payments domain.  RS Software’s product suite is getting recognized in some important markets, which is creating strategic partnerships, the foundation for the company’s long-term growth.

RS Software has bult India’s digital payment infrastructure, the three major payment platforms, which are transforming the lives of a billion+ people:

• Instant digital payment platform (UPI)
• Bill payment platform - Bharat Bill Payment System (BBPS)
• Enterprise Fraud and Risk Management (EFRM)

The worldwide recognition of India’s best-in-class payment infrastructure is a testimony of RS Software’s capabilities and demonstrated success of its products and services.

a. Experience: 20+ years

b. Business Unit: International Sales

c. Reports to: Global Chief Operating Officer

d. Position Summary

RS Software is seeking an experienced and dynamic Sales Director to lead our digital payments product sales efforts across US. This is an individual contributor role, reporting directly into the geography sales leadership, and is central to our mission of expanding product-led growth in one of our most strategic markets.

The ideal candidate brings a deep understanding of US financial services ecosystem — including regulatory frameworks, digital payment trends, and institutional dynamics — combined with a proven track record of selling enterprise-grade fintech products. This role requires a strategic thinker who can drive high-value engagements with banks, fintechs, government entities, and infrastructure players in the payments space in US.

Key Responsibilities

1. Market Expansion & Revenue Growth

• Develop and execute strategic sales plans to expand RS Software’s footprint in the US digital payments market.
• Identify, engage, and convert target accounts to build a high-quality pipeline.
• Define and deliver on monthly, quarterly, and annual revenue targets as agreed with the leadership team.
• Prioritise product-led revenue with clear focus on profitability and recurring business models.

2. Sales Strategy & Business Planning

• Contribute to regional business planning and budgeting cycles.
• Design and implement data-driven sales strategies aligned with industry trends, competitive positioning, and regulatory dynamics.
• Own the execution and achievement of sales outcomes on a sustained basis.

    Core Objectives:

• Establish RS Software as a market leader
• Increase market share, wallet share, and brand mindshare
• Drive both organic growth (within install base) and inorganic growth (new client acquisition)

3. Organic Growth & Account Expansion

• Build and nurture long-term relationships with key stakeholders and decision-makers within client organisations.
• Understand clients’ payment processing needs and deliver tailored, high-value solutions.
• Grow revenue within existing accounts year-over-year by increasing wallet share and customer advocacy.
• Convert clients into reference accounts and brand ambassadors.

4. New Business Acquisition

• Leverage existing relationships with Tier 1 banks, credit unions, fintechs, government-regulated entities etc.
• Identify and engage with public-sector organisations involved in payment system innovation, digital infrastructure, or financial inclusion initiatives.
• Use a consultative and product-led sales approach to generate leads, build opportunities, and drive conversions.
• Develop detailed win strategies, lead proposals, and own the end-to-end RFP process.
• Deliver compelling product presentations and demonstrations to C-level and executive stakeholders.

5. Market Intelligence, Sales Collateral & Commercials

• Lead the creation of sales proposals, contracts, and collateral for specific opportunities.
• Provide strategic inputs on pricing, competition, client insights, and positioning.
• Own all commercial and contractual negotiations through to closure.
• Apply effective discovery to position RS Software’s solutions as strategic enablers.

6. Channel & Strategic Partnerships

• Identify, onboard, and scale relationships with channel and strategic partners to amplify market reach.
• Ensure partner alignment with RS Software’s go-to-market approach.
• Mentor and enable partners where needed to ensure value-based selling and customer success.

7. Product Knowledge & Thought Leadership

• Maintain deep understanding of RS Software’s digital payments portfolio—including product features, value propositions, and integration capabilities.
• Stay abreast of competitor offerings, emerging technologies, and evolving customer needs.
• Provide clients with strategic insights and guidance on industry shifts and solution applicability.

8. Cross-functional Collaboration

• Collaborate closely with internal teams—Marketing, Product, Delivery, Pre-Sales, Research, and Customer Success—to ensure seamless client experience.
• Operate effectively across time zones and cultures, driving internal alignment and client value.
• Share client feedback regularly to inform product enhancements and innovation priorities.

9. Win-Loss Analysis

• Document and present win-loss learnings for all opportunities.
• Ensure feedback is used constructively for continuous improvement in sales approach and organisational learning.

10. Sales Reporting & Forecasting

• Maintain regular cadence of reporting, pipeline reviews, and coaching interactions with sales leadership.
• Use CRM tools and defined processes to track leads, opportunities, forecasts, and performance metrics.

Qualifications

• Proven experience as a Sales Director (or equivalent) in the digital payments or enterprise fintech sector.
• Demonstrated success in product-led sales, ideally in complex B2B environments.
• Strong domain expertise in digital payments—including Real-time Payments, Bill Payments, Overlay Services, Fraud and Risk Management, Merchant Acquiring, Cross-border Payments, and Payment Modernisation.
• Existing relationships and strong network within US Tier 1 banks, credit unions, central infrastructure operators, financial institutions, and fintechs.
• Experience with US government and Banking procurement processes is preferred.
• Excellent presentation, negotiation, and stakeholder management skills.
• Proven ability to exceed sales targets consistently.
• Strong collaborator with a bias toward teamwork and cross-functional success.
• Willingness to travel across US as needed.
• Bachelor’s or higher degree in Business, Marketing, Finance, or a related field.

Performance Metrics

Includes but is not limited to

• Achievement of monthly, quarterly, and annual sales targets
• Year-on-year growth from existing clients
• Increase in wallet share across accounts
• Product-to-services revenue ratio improvement
• Win–loss ratio across opportunities
• Cross-functional teamwork to ensure delivery and adoption
• Pipeline velocity, coverage, and forecast accuracy

Job Category: Sales Director

Job Type: Full-time

Job Location: USA

Experience: 20+ years