Dynamic sales and marketing professional with a proven track record of driving revenue growth and enhancing profitability through strategic market development and channel partnerships. Expertise in the Fintech sector includes effectively pitching innovative solutions to stakeholders and C-level executives across diverse regions, including India, Africa, and the Middle East. Committed to excellence and adept at identifying emerging market trends, capitalizing on revenue opportunities, and fostering strong client relationships to achieve profit targets. Recognized for developing and executing impactful sales strategies while maintaining a collaborative team environment and adapting to ever-changing market conditions.
Hi, I’m
Kunal Grover
Director - Sales
Andheri (E)
Summary
Overview
1
Language
13
years of professional experience
Work History
India Innovation Incorporation Private Limited (Falcon)
Director – Sales
11.2024 - Current
Job overview
- Leading sales strategy and execution across the Indian subcontinent, with a strong focus on banks, FinTechs, and consumer brands, driving market expansion and revenue growth.
- Built and scaled channel and strategic alliances with key ecosystem partners, including NPCI and Mastercard, enhancing go-to-market reach and accelerating deal conversions.
- Drive the end-to-end sales lifecycle—from pipeline creation and opportunity qualification to negotiations and closures—focused on sustainable revenue, new logos, and long-term client retention.
- Manage and grow high-value strategic accounts, enabling deeper engagement, cross-sell/upsell opportunities, and multi-year partnerships.
- Managed and grew high-value strategic accounts, fostering deeper engagement, and identifying cross-sell/upsell opportunities for multi-year partnerships.
- Defined and executed go-to-market strategies and sales targets, aligning teams to consistently achieve quarterly and annual revenue goals.
- Closed a marquee deal within the first 12 months, with a Total Contract Value (TCO) of ₹50 Cr, establishing strong early traction and credibility in the market.
M2P Solutions Pvt. Ltd.
AVP – Business Development
08.2021 - 11.2024
Job overview
- Closed ₹18.5 Cr TCO in the preceding year, achieving 200% of the annual sales target, reinforcing the vertical’s growth trajectory.
- Owned business development and sales strategy for the Payment Processing vertical, driving sustained revenue growth and market expansion.
- Built and nurtured long-term enterprise client relationships, driving customer lifetime value through targeted cross-sell and upsell initiatives.
- Built and nurtured long-term enterprise client relationships, increasing customer lifetime value through structured cross-sell and upsell initiatives.
- Designed and executed go-to-market strategies based on market research, competitor benchmarking, and customer insights to enhance market positioning.
- Partnered with senior leadership to develop pricing, packaging, and commercial models that ensured competitiveness and aligned with client expectations.
- Collaborated with technology partners, OEMs, and vendors to ensure solution scalability, technical alignment, and seamless delivery.
- Supported solution engineering teams with client-specific customizations, ensuring solutions met both business and technical requirements.
One97 Communications Ltd. (Paytm)
Senior Manager – SME Payments Business
01.2021 - 07.2021
Job overview
- Drove merchant acquisition and revenue growth across the SME segment, leading an inside sales team to consistently exceed acquisition and revenue targets.
- Scaled SME online payments by driving merchant enrollment, GTV growth, transaction volumes, reactivation, and structured cross-sell / upsell initiatives.
- Scaled SME online payments through merchant enrollment, GTV growth, transaction volume increases, reactivation, and structured cross-sell/upsell initiatives.
- Ensured a seamless merchant onboarding and payments experience, significantly improving activation rates and merchant satisfaction.
- Identified system bottlenecks and process gaps, proactively driving improvements through collaboration with Product, Tech, Legal, and Operations teams.
- Accelerated merchant activation by resolving onboarding hurdles and consistently improving go-live turnaround time month-over-month.
- Secured preferential placement of Paytm payment instruments (Payment Gateway, Wallet, UPI) on merchant checkout pages, enhancing visibility and driving adoption and transaction share.
- Optimized the inbound lead funnel, improving conversion rates and profitability through structured lead prioritization and handling.
Bank Open – Open Financial technologies Pvt. Ltd.
Sr. Manager – Enterprise & Corporate Sales & alliances
08.2019 - 12.2020
Job overview
- Managing Open Banking Product Services - API – PG Services / Neo Banking / Salt Platform. Open Banking Platform an Indian Industry First enables India's Corporates / SMEs to an integrated platform with Banks Neo Banking platforms for seamless transaction banking with auto reconciliation of Payments.
- Drove business growth by expanding numbers and revenue within the designated territory.
- Consistently achieved month on month revenue of 1+ Lakh rupees from Banking relationships & 5+ Lakhs through channel partnerships and setting a zonal level benchmark.
- Collaborated with 100+ key personnel (regional heads, regional head - sales, solution managers) to initiate activation programs and streamline onboarding processes.
- Managing existing banking alliances and providing necessary solutions to their clients.
- Keeping track of inactive merchants and curing inactivity.
- Oversaw existing banking alliances and delivered targeted solutions to clients.
- Appoint new channel partners across India for product penetration in the market.
- Introduced a series of ice breaking sessions ‘Chai-Pe-Charcha’ to increase product awareness & acceptability in potential partners and customers to accelerate conversion for the business.
ToneTag- A Naffa Innovations Company
Sr. Manager – India, Domestic & International Expansion (Africa)
09.2017 - 08.2019
Job overview
- Ideating and selling technology solutions & licenses on SAAS & PAAS based Model to Banks, Retail Chains, System Integrators & Technology players
- Handled clients across India, MENA, APAC, North America, focusing on business and market development for ToneTag.
- Achieved a milestone sale of 300,000 USD contributing to 40% of Annual team target
- Responsible for marketing the product to leading organized retail players through various channels. Thereby, increasing demand and subsequently, selling the products.
- Promoted the product to major organized retail players using diverse channels.
- Generating leads, identifying and connecting with the decision makers of big organizations through cold calling and different channels.
- Managed team of 15 to close SME merchants in Mumbai market, achieving company sales targets.
Airpay Payment Services
Manager Sales – Merchants
03.2013 - 09.2017
Job overview
- Led complete business operations for North and Western India market in BFSI and hospitality verticals, driving business relationships across sectors such as hospitality, healthcare, retail (jewellery), online marketplace, and high-value corporates.
- Contributed to CEO’s strategic business plan team by gathering inputs from decision-makers and influencers across various industries for launching industry-specific new products.
- Secured high-value business prospects by managing strategic partnerships with resellers in the hospitality sector.
- Onboarded hospitality-based organizations with 10 to 50 properties each.
- In coordination with Oracle, organised and coordinated with company to become the official 5.5 version partners in Pan India for all Oracle based Hospitality partners.
- 26 projects live and accounts / 15 working on boarding after setting up the organisation.
- Achieved a monthly throughput of 200 crores on the payment gateway platform through account management & relationship with key stakeholders.
- Managing close relationship with closed accounts in terms of consulting/proposing new solutions which in turn increases the throughput of the company.
Education
IBS Business SchoolMumbai
Post Graduate Program in Management from Marketing
01-2014
University Overview
GPA: 7 CGPA
ICFAI UniversityDehradun
Master of Business Administration
01-2014
University Overview
GPA: 8 CGPA
Uttar Pradesh Technical UniversityNoida, India
B.Tech. from EE
01-2011
University Overview
GPA: 62.66%
Skills
Strategic account management
B2B sales expertise
Lead generation
Sales forecasting
Marketing strategy
Product promotion
International market strategy
Market analysis
Channel partner development
Interests
Cooking, Listening Music, Reading Books
Timeline
Director – Sales
India Innovation Incorporation Private Limited (Falcon)
11.2024 - Current
AVP – Business Development
M2P Solutions Pvt. Ltd.
08.2021 - 11.2024
Senior Manager – SME Payments Business
One97 Communications Ltd. (Paytm)
01.2021 - 07.2021
Sr. Manager – Enterprise & Corporate Sales & alliances
Bank Open – Open Financial technologies Pvt. Ltd.
08.2019 - 12.2020
Sr. Manager – India, Domestic & International Expansion (Africa)
ToneTag- A Naffa Innovations Company
09.2017 - 08.2019
Manager Sales – Merchants
Airpay Payment Services
03.2013 - 09.2017
ICFAI University
Master of Business Administration
IBS Business School
Post Graduate Program in Management from Marketing
Uttar Pradesh Technical University
B.Tech. from EE