SUGAM KAPOOR
Gurugram
Summary
Business development leader with 10+ years experience in fintech and SaaS, specializing in scaling lending and payments products, new client acquisition, strategic revenue growth , go-to market strategy and P&L ownership
Overview
11
11
years of professional experience
Work History
DVP – Business Development
M2P Fintech
04.2022 - Current
- Core member of the team responsible for revenue growth of the Lending Tech stack (Loan Origination System & Loan Management System), driving strategic Go-To-Market sales initiatives and market expansion.
- Key Contributor in delivering 4X revenue growth in the business over the last 3 years, with direct ownership of 50% new logo acquisitions, including closing the largest deal valued at $2M, demonstrating strong enterprise sales capability.
- Driving the go-to-market efforts for the company’s new AI product offerings, successfully securing a 3-year license deal with a large NBFC (AUM > ₹15,000 Cr)—a first-of-its-kind deal for the organization.
- Engaged with CXOs and senior stakeholders in steering committee meetings to drive client success, resolve escalations, and ensure seamless execution of large-scale implementations.
- Collaborated with product and pre-sales teams to influence product roadmap and enhance solution offerings, leading high-impact client demonstrations aligned with market needs.
- Executed cross-sell and upsell initiatives across prepaid/wallet programs and core banking systems, including identity solutions.
- Demonstrated strong leadership by influencing cross-functional teams, mentoring junior members, and consistently delivering against aggressive revenue targets in a high-growth environment
Executive Manager – Corporate Alliance
Paytm – One97 Communications
11.2020 - 04.2022
- Managing a portfolio of over 1500 Cr. primarily across payout products.
- Managed financial targets and profit and loss statements for the team.
- Led a team responsible for training and focused on delivering digital payment solutions, including payouts, nodal, ebps, and ad sales to corporates.
Manager – Corporate Alliance
Paytm – One97 Communications
10.2019 - 11.2020
- Acquired and managed corporate alliances for employee benefits and perquisite management through digital solutions like Paytm Food, Gift, and Fuel Wallet.
- Acquiring and Managing clients like Max Bupa, PNB Metlife, Home Credit, Winzo, Rapipay, KRBL, Witzeal, Paygate etc.
- Managing Key Accounts with a portfolio of 250 Cr. monthly across Paytm Payout, Nodal Account, Gratification and ensuring increase in volumes month on month.
- Collaborated with various verticals across Paytm on new product launches like nodal account, ad sales, UPI payouts to expand revenue streams.
- Drove business growth in corporate sales channel for north region.
Deputy Manager – Corporate Alliance
Paytm – One97 Communications
12.2018 - 09.2019
- Secured largest deal across Gratification Pan India, significantly increasing market presence.
- Achieved 312% growth in throughput and 120% growth in accounts acquired.
- Managed highest number of corporates pan India with a portfolio of 40 Cr. which includes clients like VMart, Zupee, India Shelter, Tik Tok Skill Games etc.
- Assisted in launching new product Bulk Payouts, creating a new revenue channel.
Junior Manager – Corporate Alliance
Paytm – One97 Communications
08.2017 - 11.2018
- Ventured into Chandigarh market, launching Paytm Food/Gift Wallet to enhance brand presence.
- Onboarded corporate clients across North region, expanding client base.
- Acquired and managed key accounts including Vmart, Canara HSBC, Max Bupa, Fantasy Power 11, strengthening revenue streams.
Territory Sales Manager
Practo Technologies Pvt Ltd
Delhi
10.2016 - 05.2017
- First TSM to sell Multi-year Ad Space slot in Delhi region.
- Launched a new ad space product on practo.com across Noida, Ghaziabad, and East Delhi markets.
Territory Sales Manager
Practo Technologies Pvt Ltd
Ludhiana
06.2015 - 09.2016
- Started Ludhiana market and nearby districts from scratch and increasing it from 5 to 170 customers, out of which 55% were directly my customers.
- Territory Manager with highest revenue in Punjab Q2’16.
- Achieved 226% revenue in Q2 (Sept’16).
- Responsible for selling SAAS based product for clinics and hospitals helping the doctors to manage and run their practice more efficiently.
- Handling the entire process from lead generation to sales closures & after sale service.
- Developing high quality marketing collaterals such as proposal, presentations.
Education
B. Tech - ECE
Guru Nanak Dev University
01-2015
XI -
The Senior Study II
01-2011
X -
The Senior Study
01-2009
Skills
- Enterprise sales
- Go-to-market strategy
- Team leadership
- Revenue growth
- Key Account Management
Languages
Hindi
Proficient (C2)
C2
Punjabi
Proficient (C2)
C2
English
Proficient (C2)
C2
Timeline
DVP – Business Development
M2P Fintech
04.2022 - Current
Executive Manager – Corporate Alliance
Paytm – One97 Communications
11.2020 - 04.2022
Manager – Corporate Alliance
Paytm – One97 Communications
10.2019 - 11.2020
Deputy Manager – Corporate Alliance
Paytm – One97 Communications
12.2018 - 09.2019
Junior Manager – Corporate Alliance
Paytm – One97 Communications
08.2017 - 11.2018
Territory Sales Manager
Practo Technologies Pvt Ltd
10.2016 - 05.2017
Territory Sales Manager
Practo Technologies Pvt Ltd
06.2015 - 09.2016
B. Tech - ECE
Guru Nanak Dev University
XI -
The Senior Study II
X -
The Senior Study