VP New Business Consulting Sales - selling into client F&A Departments

EXL is a leading provider of analytics and business process outsourcing services, and they are seeking a VP of New Business Consulting Sales to drive sales within client finance and accounting departments. The role focuses on building relationships with CFOs and Controllers, selling F&A outsourcing and analytics services, and managing the complete sales cycle from prospecting to closing deals.

Responsibilities:

• Build your own pipeline from scratch — through your CFO and Controller network, outbound prospecting, advisor and consultant relationships, and EXL’s marketing and alliances channels
• Target CFOs, Controllers, VP Finance, CPOs, and COOs at mid-to-large enterprises across all in-scope industries in the US
• Maintain a pipeline of 4–6x your annual quota at all times
• Lead consultative, multi-stakeholder sales cycles from first conversation to signed contract
• Build business cases that connect EXL’s F&A transformation capabilities to each prospect’s specific pain — close cycle pressure, working capital challenges, finance headcount constraints, compliance burden, or the need to move finance from a cost centre to a strategic partner
• Position EXL not as a cheaper version of what the client already has, but as an AI-led transformation partner that makes the finance function measurably better
• Navigate complex procurement, legal, and executive stakeholder dynamics across multi-quarter sales cycles
• Lead contract negotiations with support from EXL’s commercial and legal teams
• Own the transition from sale to delivery — setting the right expectations and building the relationship foundation for long-term account health
• Meet or exceed annual new logo quota
• Represent EXL at CFO forums, finance leadership events, and shared services and outsourcing conferences (SSON, APQC, and similar)
• Develop relationships with sourcing advisors and analysts — Hackett Group, Everest Group, ISG, HfS Research — who shape enterprise F&A outsourcing decisions
• Build relationships with the consulting firms whose finance transformation programs create natural F&A outsourcing opportunities downstream

Requirements:

• 10 or more years of enterprise sales experience specifically in F&A outsourcing, finance transformation services, or related BPO — you have sold the running and transformation of finance processes, not the technology that supports them
• Deep F&A domain knowledge — you understand RTR, OTC, and PTP process mechanics well enough to hold a credible conversation with a Controller or VP Finance without a subject matter expert in the room
• A documented track record of closing net-new logos at $3M+ ACV — named wins with deal sizes, buyer profiles, and timelines you can speak to in detail
• Direct CFO, Controller, VP Finance, and CPO buyer relationships — you have sold to the finance suite, not around it
• Deep familiarity with the F&A BPO competitive landscape — you know EXL, Genpact, Accenture, Capgemini, IBM, WNS, and Infosys BPM and how they each position
• A genuine hunter — the clear majority of your career revenue has come from opening new accounts, not managing or growing existing ones
• US-based with willingness to travel regularly for client and prospect engagement
• Experience selling across multiple F&A towers — not just one process area
• Ability to sell both the transactional efficiency story and the analytics and transformation narrative — comfortable moving between operational buyers and strategic finance leadership
• Familiarity with the shared services and GBS landscape — understanding how EXL fits alongside or replaces captive shared services models
• Prior experience at or competing against Genpact, Accenture, Capgemini, IBM BPO, WNS, or Infosys BPM in F&A deals
• Familiarity with the advisor ecosystem — Hackett Group, Everest Group, ISG, HfS Research — that influences F&A outsourcing decisions
• Experience across multiple in-scope industries — Retail, CPG, Manufacturing, Technology, Utilities, Transportation, Media, or other sectors outside the excluded list
• Understanding of AI and automation's role in finance transformation — RPA, intelligent document processing, AI-powered anomaly detection, and analytics