About this Manager, Banking Alliances role at Razorpay Software Private Limited
Razorpay is one of India’s leading full-stack financial technology companies, powering the way businesses move, manage, and grow money. Founded in 2014 by Harshil Mathur and Shashank Kumar with a simple vision - to simplify payments for Indian businesses - we’ve since grown into a fintech powerhouse driving India’s digital payment revolution.
Razorpay powers millions of businesses with a smarter, scalable stack that goes beyond transactions to help them truly build and grow.
From building AI-native agentic payments, to AI-assisted fraud detection and real-time risk intelligence to automated reconciliation, smart payouts, and predictive financial insights, we are embedding intelligence across our stack to make money movement faster, safer, and more efficient. In close collaboration with ecosystem partners - including banks, networks, regulators - we are pioneering industry-first solutions that are shaping the next era of fintech
Across India, Singapore and Malaysia, our products span everything from seamless checkouts to payroll automation - powering a fintech ecosystem that’s redefining how money moves across Asia.
Today, that ecosystem supports everyone from early-stage startups to some of India’s largest enterprises, enabling them to accept, process, and disburse payments at scale while expanding into new ways of managing money more efficiently.
Our scale speaks volumes: Razorpay processes $180+ billion in annualized transactions, powering leading businesses like Airbnb, Facebook, WhatsApp, Airtel, CRED, BookmyShow, Zomato, Swiggy, Lenskart, Mirae Asset Capital markets, Indian Oil, National Pension Scheme - and over 100 of India’s unicorns. With strong roots in India and growing operations in Southeast Asia, we are shaping the next chapter of financial technology across the region.
We are backed by global investors including GIC, Peak XV Partners (formerly Sequoia Capital India & SEA), Tiger Global, Ribbit Capital, Matrix Partners, MasterCard, and Salesforce Ventures, having raised over $740 million to date. Strategic acquisitions - including Ezetap (POS and offline payments), Curlec (Malaysia expansion), BillMe (digital invoicing), and POP (rewards-first UPI) - along with earlier moves in fraud prevention, payroll, and lending, have further strengthened our platform and widened our footprint across Asia.
But what truly sets Razorpay apart is our culture. At Razorpay, ownership is our oxygen - you own what you build, with no micromanagement or red tape, just the runway to make your ideas fly. Learning is a lifestyle - if you’re curious, you’ll feel at home here. People > Pedigree - we hire for attitude, hustle, and hunger more than degrees. Transparency thrives over titles - this is where interns question CXOs and CXOs say “thank you.” Guided by our values of Customer First, Autonomy & Ownership, Agility with Integrity, Transparency, Challenging the status quo and a strong belief that Razorpay grows with Razors, you’ll be part of a 3000+ strong team building not just products, but the financial infrastructure of the future.
What You'll Do
Hunt & Close (primary focus)
• Identify, prospect, and open conversations with banks, NBFCs, and fintechs to sell Razorpay's loyalty,co-brand card, gift card, and ads/media network (RMN) propositions.
• Build and pitch commercial proposals, BRDs, and CVP decks tailored to a bank's card portfolio, customer segments, and P&L goals.
• Drive the full sales cycle — prospecting, pitching, commercial negotiation, contracting, and closure — for new bank partnerships and program launches.
• Identify upsell and cross-sell opportunities within existing bank relationships (e.g., adding new benefit categories, Audience Intelligence, Ads/Media Network, or new card variants).
• Own target sourcing lists and outreach cadence across banks, fintechs, and loyalty players deal & Relationship Management
• Serve as the senior Razorpay point of contact for assigned bank partners through the deal lifecycle, from first pitch to commercial go-live.
• Negotiate commercial terms, pricing, and contractual scope in coordination with Legal, Finance, and Product.
• Coordinate internally with Product, Engineering, Compliance, and Finance to convert a signed deal into a live, revenue-generating program Farming (light-touch, ~10%)
• Provide senior oversight on select escalations or renewal conversations where a commercial decision is required; day-to-day servicing, MIS, and reconciliation stay with Operations
What We're Looking For
• 5–8 years of experience in BFSI sales, bank/NBFC partnerships, card network alliances, or fintech business development, with a demonstrable track record of hunting and closing new B2B/B2B2C deals with banks or financial institutions
• Strong commercial acumen — comfortable building P&Ls, pricing models, and business cases to pitch to bank stakeholders.
• Prior exposure to loyalty/rewards, co-brand cards, gift cards, payments, or banking ecosystems is strongly preferred.
• Excellent stakeholder management and negotiation skills — able to operate confidently with senior bank decision-makers (VP/AVP and above).
• Comfortable working cross-functionally with Product, Legal, Finance, and Engineering to take a deal from pitch to go-live.
• Self-starter with a bias for outbound hunting activity, not just responding to inbound demand.
Why Join
• Own a high-visibility, revenue-generating mandate at the intersection of banking, payments, and loyalty.
• Work directly with marquee banking partners on flagship programs.
• Clear path to Senior Manager / Associate Director for strong performers.