Senior Pre-Sales & AI Solutions | Finance (AP & AR)

Job description

About the Role We're looking for someone who has genuinely been in the room — with CFOs, Controllers, and VP Finance buyers — and knows how to navigate those conversations. This is a pre-Sales leadership role embedded within EXL's Finance AI practice, focused on Accounts Payable and Accounts Receivable. You'll own the pipeline, lead solutioning, and be the person clients want to call when they're thinking through their next Finance transformation. This isn't a role for someone who hands off to technical teams once a deal gets interesting. You'll stay involved from first conversation through proof-of-concept, and you'll be the one shaping how EXL's AI capabilities are positioned in the market. What You'll Own • Pipeline & Revenue You'll carry real pipeline responsibility — not just support it. That means building and managing a healthy funnel of AP and AR opportunities, working closely with account teams and industry leaders to identify where EXL's Finance AI solutions can land and expand. You'll track deal progress, flag risks early, and know when to escalate or pivot. • CFO Org Engagement You've sold into Finance before. You understand that a CFO's priorities aren't the same as an IT buyer, and you know how to translate AI capability into business value — cycle time, working capital, exception rates, straight-through processing. You'll lead client conversations at the VP, Controller, and CFO level and build the kind of relationships that turn a first engagement into a long-term partnership. • Solutioning & Deal Shaping You'll take the lead on scoping and structuring deals — defining what we're solving, how we'd solve it, and what success looks like. This includes running discovery sessions, building business cases, and architecting proof-of-concepts that are credible and deliverable. You don't need to write the code, but you need to understand what's under the hood well enough to have an honest conversation about it. • Proposals & RFPs You'll own the quality of EXL's responses to RFIs and RFPs in the Finance AI space. That means writing clearly, making smart choices about what to emphasize, and ensuring we're not just answering the question but positioning EXL to win. • Thought Leadership & Market Presence You'll represent EXL in the market — at industry events, in analyst conversations (Gartner, Everest, ISG), and through content like point-of-view papers and client workshops. The goal is to make EXL the name that Finance leaders think of when AI-powered P2P or O2C comes up. What You Bring Domain Knowledge — AP & AR • Deep, working familiarity with Procure-to-Pay and Order-to-Cash processes — not surface-level, but enough to lead a discovery session with a Controller without preparation • Direct exposure to common AP/AR pain points: invoice exception volumes, supplier onboarding delays, cash application complexity, and ERP integration challenges • Hands-on experience with enterprise ERP environments — SAP S/4HANA, Oracle Fusion, Coupa, or Ariba — in a client-facing or implementation context • Ability to speak to Finance KPIs naturally: DPO, DSO, STP rates, three-way match accuracy, and working capital impact AI Product Fluency • Prior involvement in selling or solutioning AI-powered Finance products — intelligent document processing, ML-based matching, agentic workflows, or exception management automation • Enough technical grounding to have an honest conversation about what an AI solution can and cannot do — without relying on a solutions architect to field every hard question • Familiarity with how AI capabilities are packaged and positioned in the Finance technology market, including awareness of key vendors and platform players Communication & Executive Presence • Proven comfort engaging at the CFO, VP Finance, and Controller level — building credibility through specificity, not just enthusiasm • Ability to simplify complex AI concepts for a Finance audience without losing accuracy • Strong written communication skills — capable of producing sharp proposals, executive summaries, and point-of-view content independently • Knows when to listen, when to push back, and when to bring in support — reads a room well Pre-Sales Track Record • Has owned pipeline before, not just supported it — with accountability for forecasting, deal progression, and close • Experience leading multi-stakeholder sales cycles in Finance technology or BPS, from qualification through commercial agreement • Comfortable working in a matrixed environment — able to align delivery, product, and account teams toward a shared outcome • Track record of converting first engagements into longer-term client relationships Qualifications • 12–15 years of total experience, with a meaningful portion in Finance technology pre-sales, solutioning, or consulting • Demonstrated experience selling to or advising CFO-org stakeholders (CFO, VP Finance, Controller, Treasurer) • Strong functional knowledge of AP and/or AR processes; direct experience with P2P or O2C transformation programs is a strong plus • Familiarity with AI solutions in Finance — IDP, intelligent matching, exception management, cash application automation • Experience with ERP platforms commonly found in enterprise Finance environments (SAP S/4HANA, Oracle Fusion, Coupa, or similar) • Proven ability to build and manage a sales pipeline, including forecasting and opportunity management • Excellent written and verbal communication; strong proposal and presentation skills • Bachelor's degree in business, finance, engineering, or a related field; MBA or CA is an advantage Why This Role EXL's Finance Agentic practice is growing, and the market is moving fast. There's genuine greenfield opportunity here — clients are actively looking for partners who understand both the Finance domain and what AI/Agentic can realistically deliver. This role puts you at the front of that conversation,