Vice President Sales & Client Development - Hospitality, Shipping & Logistics

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. EMEA. 

                                      Travel, Hospitality and Shipping & Logistics

Location:                        London, United Kingdom (Flexible hybrid working) 

Employment Type:         Permanent 

Summary of the role:

The role is a front-end growth leadership position focused on expanding EXL’s market presence by winning and scaling strategic client engagements across priority sectors. It drives revenue growth through Data, Digital, and AI-led solutions, positioning EXL as a transformation partner that delivers measurable business impact. The individual operates as a trusted advisor to CXOs, leveraging deep understanding of client context and buying behaviour to influence decisions, shape large integrated deals, and convert opportunities into sustained revenue streams. 

The role owns the end-to-end deal lifecycle—from origination to closure and early-stage expansion— managing complex sales cycles and ensuring strong post-win ramp-up. It requires orchestrating cross-functional teams to deliver integrated, outcome-driven solutions aligned to client priorities, while building and scaling a high-value pipeline. Overall, the role is accountable for driving consistent new revenue growth and contributing to long-term portfolio expansion through strategic, high-impact engagement. 

As part of your duties, you will be responsible for:

• Strategic Account Growth & Business Development (Named Accounts) - Drive Data & AI led growth strategies across strategic accounts, expanding footprint and unlocking new revenue opportunities across subsidiaries.
• New Logo Acquisition & Market Growth - Own new logo acquisition, originating, shaping, and closing large, complex deals by positioning integrated Data, Digital, and AI solutions 
• 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
• 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 
• Sales Cycle Management – Experience managing complex sales cycles, working with technical stakeholders, and negotiating strategic deals 
• Stakeholder Communication – Strong presentation and communication skills with ability to build relationships across all customer levels, from ICs to C-level executives 
• Analytical & Creative Thinking – Analytical approach to understanding customer needs combined with creative solutions to drive expansion 
• Execution Mindset – A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality 
• Technology Orientation (Data & AI) – Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly. Translate Data, AI, Cloud, and Domain Ops into client-specific, high-impact solutions 
• Domain & Industry Expertise - Deep understanding of Travel, Hospitality and Shipping & Logistics
• Complex Deal Leadership - Manage multi-stakeholder, large deal cycles and consistently deliver revenue targets 
• 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 Energy, Infrastructure, Utilities, Telecom & TTL sectors 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 can 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.