VP – Pre-Sales & AI Solutions

We're looking for a VP-level leader based in the New York Tri-State area who has genuinely been in the room — with CFOs, Controllers, VP Finance, and Finance Operations leaders — and knows how to navigate those conversations. This is a market-facing pre-sales and solutioning leadership role embedded within EXL's Finance AI practice, focused on Accounts Payable, Accounts Receivable, and Record-to-Report sales. The ideal candidate will bring 12–15 years of overall experience, including more than 10 years in the US leading consulting, solutioning, F&A SaaS, AI, and Agentic AI solution sales conversations with enterprise Finance organizations. 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. Pipeline & Revenue You'll carry real pipeline responsibility — not just support it. That means building and managing a healthy funnel of AP, AR, and R2R 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 present 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, O2C, and R2R transformation comes up. Domain Knowledge — AP, AR & R2R Deep, working familiarity with Procure-to-Pay, Order-to-Cash, and Record-to-Report processes — not surface-level, but enough to lead a discovery session with a Controller without preparation Direct exposure to common AP, AR, and R2R pain points: invoice exception volumes, supplier onboarding delays, cash application complexity, close cycle delays, reconciliation issues, journal entry controls, 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, close cycle time, reconciliation accuracy, journal entry automation, and working capital impact AI and Agentic AI Product Fluency Prior involvement in selling or solutioning AI and Agentic AI-powered Finance products — intelligent document processing, ML-based matching, autonomous workflow agents, human-in-the-loop exception handling, orchestration layers, and 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 Proven ability to sell Agentic AI as a business capability — connecting autonomous agents, workflow intelligence, copilots, and AI-assisted decisioning to measurable Finance outcomes across AP, AR, and R2R 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 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 New York Tri-State area presence preferred, with ability to engage enterprise clients across the US through in-person and hybrid executive discussions Demonstrated experience selling to or advising CFO-org stakeholders (CFO, VP Finance, Controller, Treasurer) 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 — IDP, intelligent matching, exception management, autonomous workflow agents, cash application automation, reconciliations, close orchestration, journal entry automation, and financial reporting 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 Base Compensation Range: $200,000- $250,000 The posted range is the hiring range for this role — a subset of the broader range available to employees over time — and reflects base salary across our national hiring scale. 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. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.