EXL (NASDAQ: EXLS) is a global data and artificial intelligence ("AI") company that offers services and solutions to reinvent client business models, drive better outcomes and unlock growth with speed. EXL harnesses the power of data, AI, and deep industry knowledge to transform businesses, including the world’s leading corporations in industries including insurance, healthcare, banking and financial services, media and retail, among others. EXL was founded in 1999 with the core values of innovation, collaboration, excellence, integrity and respect.
We are headquartered in New York and have more than 60,000 employees spanning six continents. For more information, visit www.exlservice.com.
Role Title: Vice President, Sales & Client Development.
BU/Segment: International Growth Markets. Retail, CPG, Media, Tech, S&E
Location: London, United Kingdom (Flexible hybrid working)
Employment Type: Permanent
Summary of the role:
This role combines new business acquisition with strategic account management, bringing end-to end ownership across the client lifecycle—from initial engagement to long-term growth and retention. The incumbent is responsible for originating, shaping, and closing complex enterprise deals, while also managing and expanding key client relationships. Acting as a trusted advisor to senior stakeholders, the role focuses on aligning client priorities with the organization’s capabilities, delivering measurable outcomes, and maintaining high levels of client satisfaction. It requires strong executive presence, the ability to influence decision-making, and the agility to navigate multistakeholder environments.
In parallel, the role drives sustained revenue growth and profitability across both new and existing clients through renewals, expansions, cross-sell, and upsell. It involves leading large, multi-year opportunities, managing pipeline and commercial outcomes, and partnering closely with sales, delivery, and cross-functional teams to execute effectively.
The position demands a balance between front-end hunting and disciplined account management— ensuring not only successful deal closure but also the development of durable, high-value client partnerships over time.
As part of your duties, you will be responsible for:
- New Logo Acquisition & Market Growth - Own new logo acquisition, originating, shaping, and closing large, complex deals by positioning integrated Data, Digital, and AI solutions
- Strategic Account Growth & Business Development - Own and orchestrate the vision and strategy for growth across key elements of assigned strategic accounts, identifying new business opportunities and expanding relationships across client entities and subsidiaries.
- Drive Data & AI-led growth strategies across strategic accounts, expanding footprint and unlocking new revenue opportunities across subsidiaries
- Develop and execute comprehensive account plans aligned to revenue, growth, and margin targets, ensuring delivery against commitments and consistent value creation for the client.
- Client Relationship Management - Build and sustain strong relationships with senior client stakeholders (CIOs, CDOs, CAOs, and business leaders), ensuring alignment between client objectives and EXL’s service offerings.
- Proactively manage client expectations, foster trusted partnerships, and demonstrate executive presence while engaging with leadership across levels within the client organization.
- Sales Strategy & Execution - Lead end-to-end sales cycle from prospecting to closure, ensuring strong pipeline creation, disciplined execution, and consistent revenue growth
- Sales & Revenue Growth - Deliver account growth through upsell and cross-sell of Data & AI led solutions aligned to evolving client priorities
- Tech Savviness & Data & AI proficiency in managing and growing client relationships - Build trusted CXO relationships and engage CIOs/CTOs with compelling, context-driven articulation of EXL’s Data & AI capabilities within the client’s technology landscape
- Cross-Functional Collaboration & Solutioning - Orchestrate cross-functional teams to design and deliver integrated solutions across Data, Analytics, AI, Digital, and Operations
- Pipeline Development & Conversion - Build and manage a high-quality pipeline with strong conversion discipline and predictable revenue realization
- Financial Management & Oversight - Drive revenue, pipeline, and profitability performance through strong financial tracking and account governance
- Market Insights & Competitive Intelligence - Leverage market intelligence to anticipate demand, shape Data & AI offerings, and strengthen competitive positioning
Skills and Personal attributes we would like to have:
- Thought Leadership in Data & AI - Seen as a credible thought partner to CXOs, with strong understanding of Data, AI, Analytics and tech ecosystems (AWS, Azure, GCP, Databricks, Palantir), enabling articulation of value, limitations, and ROI while influencing strategic decisions and guiding Data & AI-led transformation
- EXL Differentiation - Position EXL as a Data & AI-led outcomes and orchestration partner
- Domain & Industry Expertise - Deep understanding of Retail, CPG, Tech, Media, Sports & Entertainment industries and evolving client priorities
- Data & Digital Solutioning - Translate Data, AI, Cloud, and Domain Ops into client-specific, high-impact solutions
- Complex Deal Leadership - Manage multi-stakeholder, large deal cycles and consistently deliver revenue targets
- Sales Execution & Closure - Strong negotiation and structured deal progression to closure
- CXO Influence & Relationships - Build trusted executive relationships and influence strategic decisions
- Value Translation - Convert EXL capabilities into business-aligned solutions addressing key client pain points
- Communication & Executive Presence - Articulate complex Data & AI concepts with clarity and impact
- Collaboration & Orchestration - Work across teams to deliver integrated, end-to-end solutions
- Curiosity & Market Awareness - Stay ahead on Data, AI, Digital, and enterprise trends
Qualifications and experience we consider to be essential for the role:
- Bachelor’s degree in business, Economics, Engineering, Technology, or a related discipline.
- Preferred (but not mandatory) - Master’s degree (MBA or equivalent) from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management.
- Minimum 15+ years of demonstrated experience in leading delivery teams, business development, sales, pre-sales or related roles, with a strong track record of success.
- Experience of working in or with Retail & CPG industries is preferred.
As part of a leading global Data and AI company, you can look forward to:
- A competitive salary with a generous bonus, private healthcare, critical illness life assurance at 4 x your annual salary, income protection insurance, and a rewarding pension.
- EXL provides everyday financial well-being solutions, such as cash back cards, in which you can earn cashback while enjoying discounts, promotions, and offers from top retailers. We also offer a Cycle Scheme where you can save money on bikes and cycling accessories.
- At EXL, we are committed to providing our employees with the tools and resources they need to succeed and excel in their careers. We offer a wide range of professional and personal development opportunities. We also support a range of learning initiatives that allow our employees to build on their existing skills and knowledge. From online courses to seminars and workshops, our employees have the opportunity to enhance their skills and stay up to date with the latest trends and technologies.
- As an Equal Opportunity Employer, EXL is committed to diversity. Our company does not discriminate based on race, religion, colour, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, age, or disability status.
- EXL employees are eligible to purchase stock as part of our Employee Stock Purchase Plan (ESPP).
- At EXL, we offer a flexible hybrid working model that allows employees to live a balanced, healthy lifestyle while strengthening our culture of collaboration.
To be considered for this role, you must already be eligible to work in the United Kingdom.
