About the role
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.