VP New Business Consulting Sales - Hi-Tech Client Focus
- Base salary ranges: $190k - $225k
- Total compensation includes base salary, sales rewards & commission plan, and RSU's
- Location - This is a fully remote role. Applicants must be based in the mainland U.S with travel required up to 40%
- To learn more about what we offer please visit us at https://www.exlservice.com/us-careers-and-benefits
Vice President, Sales - Hi-Tech Client Focus
Technology & Digital | BPO & Data
Individual Contributor| New Logo Hunter | US Territory| Base + Uncapped Commission |Remote / Travel Required
***This is an individual contributor role with high visibility in the organization - Candidates with an entrepreneurial mindset and experience in Data & Analytics/SI/GSI/BPO, or SaaS/Software & Platforms will be a good fit for this role. ***
ABOUT EXL
EXL (NASDAQ: EXLS) is a global data analytics and digital operations company. For 25 years, we have helped the world's leading enterprises turn complex data into intelligent action — combining deep domain expertise, AI, advanced analytics, and business process excellence to deliver measurable outcomes at scale.
EXL's Technology & Digital practice works with companies across the full technology spectrum — software, SaaS, semiconductor, hardware, internet platforms, cybersecurity, gaming, fintech, edtech, logistics technology, and telecommunications — helping them scale operations, improve unit economics, and embed analytics and AI into the fabric of how they work.
EXL is not an IT company.
We do not sell infrastructure, networking, or managed IT services. We sell operations transformation, data and AI services, and analytics — backed by proprietary technology, offshore delivery excellence, and a 90% AI implementation success rate against an industry average where nearly 70% of enterprise AI initiatives fail.
THE OPPORTUNITY
Technology companies are under pressure. Unit economics are tight. Headcount growth is constrained. Buyers are sophisticated and skeptical. And the window to capture significant outsourcing, analytics, and data transformation deals in this sector is wide open.
This is a pure new logo hunting role. You will own the full sales cycle — targeting, building relationships, shaping solutions, and closing multi-year BPO, data, and analytics engagements across the Technology & Digital sector in the United States. No team to manage. No accounts handed to you. Your job is to hunt, and to close.
Average engagement: $3M–$15M+ ACV on multi-year contract structures. Upside is uncapped.
WHAT YOU WILL SELL
This is the non-negotiable core of the role. You must have sold — and be able to credibly position — one or more of the following service lines.
Every one of these involves selling the running and transformation of business processes, data operations, and analytics capabilities. None of them involve selling IT infrastructure, managed IT services, or technology platforms.
Finance & Accounting Outsourcing
Order-to-Cash, Procure-to-Pay, Record-to-Report, and FP&A support. The operational running of a company's finance function — not ERP implementation or systems integration.
Particularly complex in SaaS with subscription billing, usage-based pricing, and high-volume transactions.
Customer & Trust Operations
Outsourced customer support (Tier 1 & 2), technical support, onboarding operations, trust and safety, content moderation, fraud and abuse operations. Relevant for platform companies, gaming firms, and any technology business with a large end-user base.
Revenue & Sales Operations
Lead qualification, CRM hygiene, pipeline management support, sales ops, campaign and marketing ops outsourcing. Relevant for high-growth SaaS and software companies scaling GTM without scaling headcount proportionally.
Data & AI Operations
Data labeling, annotation, and training dataset creation. AI quality assurance, red-teaming, and RLHF operations. Model performance monitoring and feedback loops. Delivered through EXL's proprietary platforms
Data Management & Engineering
Enterprise data strategy and governance, data quality management, master data management (MDM), data lake and warehouse operations, data pipeline management, and data cataloguing. Helping technology companies build the data foundation that makes AI and analytics possible.
Data & AI Advisory Services
AI strategy and roadmap development, use-case prioritization, model risk and governance frameworks, analytics-led operating model design. Sold to CDOs, CTOs, and VP Data & Analytics buyers who need a partner with both the thinking and the execution capability.
Procurement & Supply Chain Ops
Supplier management, sourcing operations, contract management, supply chain analytics. Relevant for semiconductor, hardware, electronics, and logistics technology companies managing complex global vendor ecosystems.
Telecom Back-Office Operations
Billing operations, subscriber management, provisioning support, and network performance analytics for telecom and network technology companies.
What this is NOT
This role does not involve selling managed IT services, infrastructure outsourcing, cloud migration, IaaS, networking services, systems integration, ERP implementation, or any form of technology-led managed services. Candidates whose primary outsourcing experience sits in these categories will not be considered.
WHAT YOU WILL DO
Hunt
- Build your own pipeline from scratch — through your network, outbound prospecting, advisor relationships, and EXL's marketing and alliances channels
- Target VP Operations, VP Finance, COO, CFO, CDO, and CTO buyers at mid-to-large technology companies across the US
- Maintain a pipeline of 4–6x your annual quota at all times
Sell
- Lead consultative, multi-stakeholder sales cycles from first conversation to signed contract
- Shape compelling business cases that connect EXL's BPO, data, and analytics capabilities to each prospect's specific operational and strategic pain
- Position EXL as an AI-led transformation partner — not a cost arbitrage play
- Navigate procurement, legal, and executive stakeholders across complex, multi-quarter sales cycles
Close
- Lead contract negotiations with support from EXL's commercial and legal teams
- Own the transition from sale to delivery — setting expectations and building the relationship foundation for long-term account health
- Meet or exceed annual new logo quota
Build EXL's presence in the market
- Represent EXL at industry events and forums relevant to Technology & Digital outsourcing and analytics
- Develop relationships with sourcing advisors and analysts — ISG, Everest Group, HfS Research, Avasant — who influence enterprise BPO and analytics decisions in this sector
WHO YOU ARE
**Non-negotiable requirements**
- 10 or more years of enterprise sales experience specifically in BPO, operations outsourcing, data services, or analytics — you have sold the running and transformation of business processes and data operations, not the technology that supports them
- A documented track record of closing net-new logos at $3M+ ACV — named wins you can speak to in detail, with deal sizes, timelines, and buyer profiles
- Active C-suite and VP-level buyer relationships within Technology & Digital companies — software, SaaS, semiconductor, hardware, internet platforms, cybersecurity, gaming, fintech, edtech, logistics tech, or telecom
- Deep knowledge of the BPO, data, and analytics outsourcing competitive landscape — you know EXL, Genpact, WNS, Accenture, IBM, Capgemini, and how they each position and compete
- A genuine hunter — the clear majority of your career revenue has come from opening new accounts, not growing existing ones
- US-based with willingness to travel regularly for client and prospect engagement
Strong fit indicators
- Experience selling F&A outsourcing, customer operations, revenue ops, AI data operations, data management, data & AI advisory, or procurement BPO into technology companies specifically
- Ability to sell both the operational BPO story and the data and AI transformation story — comfortable at the COO, CFO, CDO, and CTO level
- Prior experience at or competing directly against Genpact, WNS, Accenture BPO, IBM Consulting, Kyndryl, Capgemini, or CSC/DXC
- Familiarity with the advisor and analyst ecosystem — ISG, Everest Group, HfS Research, Avasant — that shapes enterprise outsourcing and analytics decisions
- Fintech experience is welcome — pure-play fintech (payments platforms, lending technology, wealthtech) is in scope; traditional banking and capital markets are not
**This role is not for you if**
- Your outsourcing experience is primarily in managed IT services, infrastructure, networking, IaaS, cloud migration, or systems integration
- Your primary sector experience is in Insurance, Healthcare / Life Sciences, or Banking and Capital Markets
- You have spent the majority of your career expanding and managing existing accounts rather than opening new ones
- You are seeking a team leadership or player-coach role — this is a pure individual contributor position
COMPENSATION & STRUCTURE
EXL offers a competitive base salary commensurate with experience, paired with an uncapped commission structure tied directly to new logo bookings. Multi-year BPO, data, and analytics contracts generate significant TCV — a single enterprise win can represent $10M–$30M+ in contract value. Top performers earn substantially above base.
Benefits include comprehensive health coverage, 401(k) with employer match, remote-first working arrangement with travel budget.
WHY EXL, WHY NOW
The market is moving toward EXL
Technology companies need intelligent operations outsourcing and data transformation — not just cheaper headcount. EXL is precisely positioned for this moment.
Genuinely differentiated
EXL is not a staff augmentation company. Proprietary AI platforms, 25 years of domain expertise, and offshore delivery excellence create a proposition competitors cannot easily replicate.
You will have support
When you bring a prospect to the table, domain experts, technology architects, and delivery leaders are behind you. Your job is to open the door and close the deal.
Upside is real and uncapped
Multi-year contracts generate significant TCV. A single enterprise win can represent $10M–$30M+ in contract value. Commission structures reward hunters who close at this scale.
Please note:
- The posted base salary 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
Ceros