Razorpay

Manager, Banking Alliances

Posted On

July 16, 2025

Location

Mumbai, Maharashtra

Experience Level

Freshers/Experienced

Job Type

Permanent

Apply By

Aug. 2, 2025

Job Description

<div class="content-intro"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Razorpay was founded by<a href="https://www.linkedin.com/in/kumarshashank/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.linkedin.com/in/kumarshashank/&source=gmail&ust=1660290870959000&usg=AOvVaw1H2eeqfjnUDt3iT_Cg-jfh"> Shashank Kumar</a> and<a href="https://www.linkedin.com/in/harshilmathur/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.linkedin.com/in/harshilmathur/&source=gmail&ust=1660290870959000&usg=AOvVaw3k1sK1wrIz5HKLsZA8-mTC"> Harshil Mathur</a> in 2014. Razorpay is building a new-age digital banking hub (Neobank) for businesses in India with the mission is to enable frictionless banking and payments experiences for businesses of all shapes and sizes. What started as a B2B payments company is processing billions of dollars of payments for lakhs of businesses across India. </span></p> <div class="gmail_default"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">We are a full-stack financial services organisation, committed to helping Indian businesses with comprehensive and innovative payment and business banking solutions built over robust technology to address the entire length and breadth of the payment and banking journey for any business. Over the past year, we've disbursed loans worth millions of dollars in loans to thousands of businesses. In parallel, Razorpay is reimagining how businesses manage money by simplifying business banking (via<a href="https://razorpay.com/x/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://razorpay.com/x/&source=gmail&ust=1660290870959000&usg=AOvVaw0ab_bX0WbaTqedmVsyWBbZ"> Razorpay X</a>) and enabling capital availability for businesses (via<a href="https://razorpay.com/capital/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://razorpay.com/capital/&source=gmail&ust=1660290870959000&usg=AOvVaw2ymFZuuzdG2i4lPyqQYP5I"> Razorpay Capital</a>). </span></div></div><p><strong>Roles and Responsibilities:</strong></p> <ul> <li>Own and drive end-to-end relationships with a portfolio of partner banks, NBFCs, and strategic fintechs for Razorpay’s EMI, Affordability, Loyalty, and Bank Infra solutions.</li> <li>Lead acquisition and activation of bank partners for Razorpay’s issuing and B2B SaaS infrastructure stack – including EMI/Affordability Loyalty & Bank Infra  programs, </li> <li>Develop and drive Go-To-Market strategies for EMI & B2B Infra  in partnership with bank counterparts and internal GTM teams.</li> <li>Work Closely  with Internal Merchant/Sales Teams & Operations Team to ensure seamless flow of Business with Partners</li> <li>Work closely with Partners for formulating growth strategies through Business , Operations, other process optimisation driven unlocks</li> <li>Be the voice of the partner to internal product and engineering teams, helping to shape features and integrations relevant for financial institutions.</li> <li>Be the voice of the partner to internal Compliance & Risk Teams for ad-hoc Regulatory /Risk Related/Compliance  requirements /enhancements as required by Banks/Fintechs from time to time</li> <li>Handle commercial and technical conversations, including RFPs, product pitches, integration roadmap planning, pricing discussions, and onboarding.</li> <li>Build and maintain senior stakeholder relationships across mapped banks — including Product, IT, Cards, Digital Lending, Infra, and Loyalty teams.</li> <li>Collaborate with internal cross-functional teams (Product, Legal, Finance, Solutions) to ensure successful closure and execution of bank alliances.</li> <li>Drive pipeline management, forecasting, and reporting through structured MIS dashboards, CRM tools (e.g., Salesforce), and internal tracking systems.</li> <li>Build Razorpay’s positioning as the preferred B2B SaaS partner for banks seeking modern infra for EMI offerings, loyalty enrichment, and digital transformation.</li> <li>Represent Razorpay in external forums, bank reviews, and strategic partnership discussions.<br><br></li> </ul> <p><strong>Mandatory Qualifications: </strong></p> <ul> <li>6+ years of experience, with at least 4 years in EMI/Affordability. Additional experience of  Cards, Bank Loyalty Platforms, or B2B SaaS Sales in the Banking/Fintech space will be beneficial for the role.</li> <li>Strong understanding of banking processes, EMI constructs (No Cost EMI, Cardless EMI, BNPL, Pay Later), Lending APIs, and B2B fintech infrastructure.</li> <li>Demonstrated success in managing high-stakes B2B partnerships with banks/NBFCs or large enterprise clients.</li> <li>Proven ability to handle commercial negotiations, partnership agreements, and regulatory alignment across bank functions.</li> <li>Solid understanding of product management and ability to work with Product teams to co-create customized banking solutions .</li> <li>Excellent verbal and written communication skills with experience in building executive presentations and business cases.</li> <li>Comfort with CRM platforms (Salesforce preferred), Excel, and data-driven business tracking.</li> <li>Strong business acumen, customer orientation, and project management skills.</li> <li>Experience in consultative/solution selling with a mix of strategy, sales, and stakeholder management.</li> </ul> <p>Willingness to travel extensively for partner engagement and relationship building.</p><div class="content-conclusion"><div class="gmail_default"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span id="m_2989597180337834284gmail-m_4972969247898306296gmail-docs-internal-guid-3a65a3c2-7fff-88ff-9e94-8ab11a050d04">Razorpay believes in and follows an equal employment opportunity policy that doesn't discriminate on gender, religion, sexual orientation, colour, nationality, age, etc. We welcome interests and applications from all groups and communities across the globe. </span><br></span></div> <div class="gmail_default"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"> </span></div> <div class="gmail_default"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span id="m_2989597180337834284gmail-m_4972969247898306296gmail-docs-internal-guid-3d0a9248-7fff-a2fd-6fa3-5026f85768d7">Follow us on <a href="https://www.linkedin.com/company/razorpay/mycompany/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.linkedin.com/company/razorpay/mycompany/&source=gmail&ust=1660290870959000&usg=AOvVaw0f6sCrv8Ce3IHBvN2Sev8Z">LinkedIn</a> & <a href="https://twitter.com/Razorpay" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://twitter.com/Razorpay&source=gmail&ust=1660290870959000&usg=AOvVaw0ViuP9uutFg1qFCm2nHeh1">Twitter</a></span></span></div></div>

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