Anuj Kapoor
Head of Presales | Solutions Engineer | Onboarding & Implementation | Cross-Border Payments & Treasury | Sales Operations | GTM & Business Development | Forward Deployed Engineer
Bengaluru
10+ years of work experience
Jan 20251 yr 10 mosPresent
Promoted to lead BD, pre-sales, and onboarding as one team that owns the whole thing - which meant building the architecture, not managing the queue.
SOLUTIONS ENGINEERING
The technical person in the room on every strategic deal. What a customer asks for is rarely how they work today, so I map the workflow first, then classify each need as supported, scoped, or bespoke before anyone commits commercially.
Then the design - multi-currency flows, wallet hierarchies, FX routing, maker-checker controls - bounded by what our banking partners can support per corridor. Demos run on the customer's own flows and numbers instead of a generic deck.
Evaluations end in a decision. My last enterprise POC ran 12 weeks across 5 entities, four proof points signed off before kickoff - the board got a documented go/no-go, not a feeling.
Deals stall on one unconvinced person, so every stakeholder gets their own reason to say yes. On a universal bank deal that was seven, across treasury, risk, compliance and the C-suite, with regulatory vetting running parallel to the POC. Six months off the cycle.
Field patterns go back to Product every six weeks: the top five, how many customers asked, the cost of not building it.
REVENUE ARCHITECTURE
Built an in-house outbound engine from scratch - cold calling infrastructure, email deliverability, CRM automation. Replaced a $10K/month outsourced setup.
Ran discovery calls and ICP interviews to find what was resonating. What we thought we were selling and what customers were buying weren't the same thing. That gap changed how we positioned and sold.
Deals spanned local and cross-border payments across APAC, UK, EUR, and US - different regulatory environments, different buyer profiles, different definitions of "fast." Same commercial rigour throughout.
Hired across BD, pre-sales, and onboarding - from just me to a functioning multi-vertical function.
If a deal needs to be sourced, solutioned, structured, and landed, this function owns it.
Nov 20231 yr 3 mosJan 2025
Finmo's pre-sales and onboarding function didn't exist when I joined. Founders and engineers were handling it between product sprints. That was the brief: take it off their plate and build something real.
Joined as a founding team member when the company was under 20 people. The title said enablement. The actual job was: build the commercial function from zero.
API and solutioning background was already solid. The gap was payments - rails, flows, how money actually moves across corridors. Two months in, I was solutioning live deals. Urgency does that.
Built the processes around pre-sales and onboarding from scratch. Handled 120+ merchant onboardings alone in the first year - SMBs to enterprise, local and cross-border, across APAC markets.
Laid the foundation for everything that came after.
May 20236 mosOct 2023
Bengaluru, Karnataka, India
May 20221 yrApr 2023
Bengaluru, Karnataka, India
May 20211 yrApr 2022
Bengaluru, Karnataka, India
Sep 20209 mosMay 2021
Bengaluru, Karnataka, India
Feb 20208 mosSep 2020
Bengaluru, Karnataka, India
Oct 20181 yr 6 mosMar 2020
Bengaluru, Karnataka, India
No playbook. No team. No defined process for the SME segment.
Built it all inside six months.
Joined as the sales hire focused on the Indian SME market for Exotel's cloud communications and CPaaS platform. Started alone, built the team to seven - hiring, structuring compensation, setting annual targets, and running forecast cycles from scratch.
The product required real solutioning. SME buyers weren't buying software - they were automating business processes using Exotel's enterprise communication platform and API integrations. Every deal involved understanding how a business actually ran before proposing how to change it. Worked directly with CXOs, business heads, technology leads, and SI partners to get there.
Built the internal product training documentation that the sales, support, and product teams still use today.
On the automation side - integrated Pipedrive and Exotel APIs using Google App Scripts to eliminate manual steps in the sales process. Nobody asked for it. It just needed to exist.
One quarter: onboarded 100 car dealerships in a single month - registration, account setup, and payment collection handled end to end.
The SME segment went from an afterthought to a structured, running revenue function. That was the job.
Jun 20171 yr 5 mosOct 2018
Bengaluru, Karnataka, India
First job out of college. No sales background. Mechanical Engineering degree.
Didn't matter - within six months I was handling API integrations and custom solutions alongside closing deals.
Joined a lean team where the lines between sales and implementation didn't really exist. You closed the customer, you onboarded them. You solutioned the integration, you saw it through. That early blurring of roles is probably why I ended up building functions that own the full journey later.
On the technical side - consulted on Exotel API integrations with CRMs, handled custom integration requirements, and educated buyers on where cloud communications fit into their actual growth plans. Not just features. Fit.
Won the Exotel Alice Award for best performer in 2018 - overachieved annual targets in my first year, one bad month and all. Small team, high accountability, no room to hide.
Took on hiring, training, and performance tracking before the role officially changed. That part wasn't in the job description either.
Apr 20161 yr 1 moApr 2017
Mumbai Metropolitan Region
Anuj’s AI Stack
Education
MBA-TECH, Mechanical Engineering and MBA in Marketing
SVKM's Narsee Monjee Institute of Management Studies (NMIMS)
20125 yrs2017
D.A.V public school
200110 yrs2011
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