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

Base salary ranges: $205k - $240k

Total compensation includes base salary, sales rewards & commission plan, and RSU's

Location - This is a fully remote role. Applicants must be based in the mainland U.S with travel required up to 40%

To learn more about what we offer please visit us at https://www.exlservice.com/us-careers-and-benefits

Finance & Accounting· BPO & Analytics

Individual Contributor| New Logo Hunter | US Territory| Horizontal — All Industries (excl. Insurance, Healthcare, Life Sciences, Banking & Cap Markets)

***For this specific role, we are NOT seeking Sales people focused on the Healthcare, Banking nor Insurance client industries***

***This is an individual contributor role with high visibility in the organization***

ABOUT EXL

EXL (NASDAQ: EXLS) is a global data analytics and digital operations company. For 25 years, we have helped the world’s leading enterprises turn complex data into intelligent action — combining deep domain expertise, AI, advanced analytics, and business process excellence to deliver measurable, lasting outcomes.

EXL’s Finance & Accounting practice is one of the most established and respected in the BPO and analytics industry. We partner with mid-to-large enterprises across Retail, CPG, Manufacturing, Technology, Utilities, Transportation, Media, and beyond — helping them run, modernise, and transform their finance operations from core transactional processing through to analytics-led FP&A, procurement transformation, tax operations, and treasury management.

We do not just take over processes. We make them smarter.

This is a horizontal role.

The anchor is the finance function , not a specific industry. If a company has a CFO, a Controller, and a finance operation that needs to run better — it is a target.

THE ROLE

Finance leaders are under more pressure than ever. They are expected to close faster, forecast more accurately, manage complex regulatory requirements, and deliver strategic insight — all while keeping transactional operations running cleanly and cost-efficiently. Most CFOs and Controllers do not have the bandwidth, the technology, or the talent to do all of that in-house at scale.

That is where EXL comes in. And that is what you will be selling.

This is a pure new logo hunting role. You will own the full sales cycle — identifying targets, building CFO, Controller, CPO, and VP Finance relationships from scratch, shaping compelling transformation narratives, and closing multi-year F&A outsourcing and analytics engagements. No team to manage. No existing accounts handed to you. Your job is to hunt, and to close.

Average engagement: $3M–$15M+ ACV on multi-year contract structures. Upside is uncapped.

WHAT YOU WILL SELL

You must have sold — and be able to credibly position — one or more of the following service lines. Every one of these involves selling the running, transformation, and analytics of finance and accounting operations. This is not an IT role and it is not a systems implementation role.

Core Transactional F&A

Record-to-Report (RTR): month-end/year-end close, journal entries, reconciliations, intercompany accounting, consolidations. Order-to-Cash (OTC): billing, collections, dispute management, cash application. Procure-to-Pay (PTP): PO management, invoice processing, vendor management, accounts payable.

FP&A & Finance Transformation

Budgeting, planning and forecasting support. Management reporting and financial analysis. Zero-based budgeting and cost optimization. Finance operating model redesign — shared services migration, GBS consolidation, and center of excellence buildout. Sold to CFOs and Finance Directors elevating the strategic contribution of their finance teams.

Procurement & Sourcing BPO

Category management and strategic sourcing support. Supplier onboarding, master data management, and performance management. Contract management and compliance monitoring. Tail spend management and maverick spend analytics. Relevant for CPOs and CFOs at manufacturing, retail, and CPG companies with large supply bases.

Tax & Treasury Operations

Tax compliance, reporting, and provision support. Treasury operations: cash management, bank reconciliations, intercompany netting. Regulatory reporting support across multiple jurisdictions. Relevant for multinationals managing complex cross-border finance operations.

Finance Analytics & Reporting

Finance dashboards and management reporting automation. Working capital analytics — DSO, DPO, cash conversion cycle optimization. Cost analytics, profitability analysis, and variance reporting. AI-powered anomaly detection in financial transactions. Delivered through EXL’s proprietary platforms including EXLerate.AI.

What this is NOT

This role does not involve selling ERP implementation, finance technology licensing, systems integration, or managed IT services. Candidates whose primary experience is selling SAP, Oracle, Workday, or similar platforms as technology implementations — rather than the operational and analytical services wrapped around them — will not be the right fit.

WHAT YOU WILL DO

Hunt

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

Sell

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

Close

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

Build EXL’s presence

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

WHO YOU ARE

**Non-negotiable 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

Strong fit indicators

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

**This role is NOT for you if**

Your primary outsourcing experience is in Insurance, Healthcare / Life Sciences, or Banking and Capital Markets — these sectors are outside EXL’s scope for this role

Your F&A experience is limited to selling ERP platforms, finance technology, or IT systems — EXL sells the operational and analytical services, not the underlying technology

You have spent the majority of your career expanding and managing existing accounts rather than opening new ones

You are seeking a team leadership or player-coach role — this is a pure individual contributor position

Your F&A knowledge is surface-level — this role requires genuine process depth to build credibility with CFO and Controller buyers

COMPENSATION & STRUCTURE

EXL offers a competitive base salary commensurate with experience, paired with an uncapped commission structure tied directly to new logo bookings. Multi-year F&A outsourcing and analytics contracts generate significant TCV — a single enterprise win can represent $10M–$30M+ in contract value. Top performers in EXL’s sales organization earn substantially above base.

Benefits include comprehensive health coverage, 401(k) with employer match, remote-first working arrangement with travel budget for client engagement.

WHY EXL, WHY NOW

The CFO office is being asked to do more than ever

Faster close, better forecasting, AI-ready data, leaner operations, and strategic insight — all at once. The demand for a partner who can run finance intelligently and transform it analytically is at an all-time high.

A genuinely differentiated story

EXL’s F&A practice is not a labour arbitrage play. Deep process expertise, proprietary analytics platforms, and AI-led automation deliver outcomes that go well beyond cost reduction — working capital improvement, close cycle acceleration, and finance function elevation.

An enormous addressable market

Every mid- large enterprise outside the excluded sectors has a finance function with outsourcing and transformation potential.

This is a horizontal role with no artificial ceiling on where you can hunt.

Upside is real and uncapped

Commission structures reward hunters who close at scale. Multi-year contracts with significant TCV mean one strong year of hunting can define your earnings for years to come.

The posted base salary range is the hiring base salary range for this role. Final offers are based on several factors, including: the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position.