Job Description

ABOUT TIDE

At Tide we help SMEs save time (and money) in the running of their businesses by not only offering business accounts and related banking services, but also a comprehensive set of highly usable and connected administrative solutions from invoicing to accounting.



Tide is transforming the small business banking market with over 1.6 million members globally across the UK, India, Germany and France. Using advanced technology, all solutions are designed with SMEs in mind. With quick onboarding, low fees and innovative features, we thrive on making data-driven decisions to help SMEs save both time and money.

Tide facts:

Tide is available for UK, Indian, German and French SMEs Over 1.6 million members: 800,000 UK and 800,000 in India and growing rapidly Over $200 million raised in funding Over 2500 Tideans globally - we're diversity champions! We have offices in Central London, with a member support and technology centre in Sofia, Bulgaria, technology centres in Serbia, Romania, Lithuania and Hyderabad and offices in Gurugram and New Delhi, India

ABOUT THE ROLE

We are looking for a seasoned

Enterprise / Mid-Market Sales Leader - Expense Management

to drive adoption of Tide's Expense Management Platform across India. This role will play a critical part in shaping both

revenue growth and product evolution

by acting as the voice of the customer within Tide.

Key Responsibilities

Lead business development for

Tide's Expense Management Platform in India

, acquiring and expanding SMB and mid-market customers across industries. Own the

end-to-end sales lifecycle

, including prospecting, discovery, solutioning, commercial negotiations, closure, and handover. Identify, engage, and influence key stakeholders including

Founders, CFOs, Finance Controllers, Operations Heads, and Procurement leaders

. Deeply understand customer expense workflows, compliance requirements (GST, audits, controls), and scale needs to design

customized, ROI-focused solutions

. Deliver high-impact

product demos, proposals, and executive presentations

articulating business value and measurable outcomes.

Work closely with the Product team

to: + Share structured customer feedback, market insights, and feature gaps.
+ Contribute to

product roadmap discussions

based on customer and market needs.
+ Support beta programs, pilots, and early adopters for new features.
+ Help refine product positioning, use cases, and pricing strategies for the Indian market.
Partner with

Implementation, Risk, and Customer Success teams

to ensure smooth onboarding, strong adoption, and long-term customer success. Drive

cross-sell and up-sell

of Tide's broader platform offerings including business accounts, cards, payments, and accounting integrations. Build and maintain a healthy sales pipeline with accurate forecasting and consistent achievement of revenue targets. Monitor competitive landscape and regulatory trends in India to identify opportunities and influence go-to-market initiatives. Build long-term customer relationships, enabling renewals, expansions, and referenceable success stories. Represent Tide at

customer meetings, partner engagements, and industry forums

across India.

WHAT WE ARE LOOKING FOR

Must-Have Skills & Competencies

Strong

strategic and consultative sales approach

. Proven

solutioning mindset

with the ability to influence both customers and internal stakeholders. Demonstrated ability to

collaborate with Product and Engineering teams

in a SaaS environment. Strong capability to identify and engage

decision-makers and influencers

in complex buying journeys. Deeply ingrained

cross-sell and account expansion

skills. Excellent listening, negotiation, and stakeholder management abilities. Strong verbal and written communication skills in

English and relevant Indian local language(s)

. Comfortable operating in a

high-growth, fast-paced startup environment

with high ownership.

Qualifications & Experience

Bachelor's or Master's degree.

10+ years of experience

in B2B SaaS, FinTech, Payments, or Expense Management sales. Proven experience selling to

Indian SMBs, mid-market, or enterprise customers

. Prior exposure to

expense management, cards, payments, accounting platforms, or ERP ecosystems

. Experience working in

startup or growth-stage companies

is strongly preferred. Demonstrated track record of

influencing product direction through customer-led insights

.

WHAT YOU'LL GET IN RETURN

Competitive salary Self & Family Health Insurance Term & Life Insurance OPD Benefits Mental wellbeing through Plumm Learning & Development Budget 15 days of Privilege leaves 12 days of Casual leaves 12 days of Sick leaves 3 paid days off for volunteering or L&D activities Stock Options

TIDE IS A PLACE FOR EVERYONE

At Tide, we believe that we can only succeed if we let our differences enrich our culture. Our Tideans come from a variety of backgrounds and experience levels. We consider everyone irrespective of their ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or differently-abled status. We celebrate diversity in our workforce as a cornerstone of our success. Our commitment to a broad spectrum of ideas and backgrounds is what enables us to build products that resonate with our members' diverse needs and lives.



We are One Team and foster a transparent and inclusive environment, where everyone's voice is heard.




At Tide, we thrive on diversity, embracing various backgrounds and experiences. We welcome all individuals regardless of ethnicity, religion, sexual orientation, gender identity, or disability. Our inclusive culture is key to our success, helping us build products that meet our members' diverse needs. We are One Team, committed to transparency and ensuring everyone's voice is heard.

Disclaimer

It has come to our attention that individuals or agencies are falsely claiming to represent Tide and are reaching out to candidates regarding job opportunities. Please be aware that:
Tide does

not charge any fees at any stage of the recruitment process.*
All official Tide job opportunities are listed exclusively on our

Careers Page and applications should be submitted through this channel.*
Communication from Tide will only come from an official

@tide

.co email address.*
Tide does not work with agencies or recruiters without prior formal engagement, and we do not authorize third parties to make job offers on our behalf.*


If you are contacted by anyone misrepresenting Tide or requesting payment, please treat it as fraudulent and report it to us immediately at talent@tide.co

Your safety and trust are important to us, and we are committed to ensuring a fair and transparent recruitment process.




Tide leverages AI to enhance our hiring experience. You can read more about how we use AI in our recruitment process in our AI Policy.


Your personal data will be processed by Tide for recruitment purposes and in accordance with Tide's Recruitment Privacy Notice.