VP – Pre-Sales & AI Solutions

Job Description: 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.

Responsibilities: 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.

Qualifications: 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 Pres…