Analyst, Banking Alliances

Razorpay; Hyderabad; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Razorpay seeks a driven Sales Manager to accelerate Payment Gateway growth across strategic locations in India. You will own end-to-end PG sales to merchants, enterprises, and institutions, tailoring solutions with deep payments knowledge.

You will build relationships with banks, NBFCs, and government bodies, negotiate commercial terms, and support government initiatives in e-governance and tax use cases. A hunter with strong influence is essential.

Qualifications

• 4–8 years of experience in Payment Gateway, Fintech, or Banking sales.
• Deep understanding of PG infrastructure — acquiring banks, networks, settlement flows.
• Proven track record of commercial negotiation with banks or financial institutions.
• Experience engaging with government bodies or PSUs for payments/fintech.
• Hunter mentality with a consultative sales approach.
• Excellent communication and stakeholder influence skills.

Responsibilities

• Own end-to-end sales of PG solutions to merchants, enterprises, and institutions.
• Identify, prospect, and close high-value merchants across sectors.
• Lead commercial negotiations including MDR and settlement terms.
• Coordinate with bank partners for onboarding and co-selling.
• Develop and manage government and institutional relationships.
• Provide pipeline reports and market insights.

Skills

Payments sales

Fintech / Banking

Govt. liaison

Negotiation

Stakeholder mgmt

Communication skills

Job description

We are looking for a driven and knowledgeable Sales Manager to lead Payment Gateway (PG) business growth across strategic high potential locations. The ideal candidate will have a strong grasp of the payments ecosystem, hands‐on experience working with banks and financial institutions, and the ability to build and leverage government relationships to drive adoption and revenue.

Key Responsibilities

Payment Gateway Sales & Business Development

• Own end-to-end sales of PG solutions to merchants, enterprises, and institutions in the assigned strategic location
• Identify, prospect, and close high-value merchants across sectors such as retail, education, healthcare, and government
• Drive acquisition of new accounts while growing revenue from existing merchant partnerships
• Pitch and position PG products including payment links, UPI, cards, EMI, and BNPL solutions based on merchant needs
• Build and maintain strong relationships with regional and cooperative banks, NBFCs, and nodal banking partners
• Lead commercial negotiations including MDR, settlement cycles, credit limits, and partnership terms
• Coordinate with bank partners for faster onboarding, issue resolution, and co‑selling opportunities
• Stay updated on RBI guidelines, banking circulars, and compliance requirements affecting PG operations

Government & Institutional Relationships

• Develop and manage relationships with state and local government bodies, PSUs, and municipalities for PG adoption in public services
• Identify and pursue opportunities in government collections — utility payments, tax portals, welfare disbursements, and e‑governance projects
• Represent the company in government tenders, RFPs, and empanelment processes
• Liaise with government officials and decision‑makers to position the company as a preferred payments partner

Commercial Negotiation & Deal Structuring

• Lead pricing discussions and commercial structuring for large and strategic deals
• Collaborate with internal product, risk, and finance teams to create customized proposals
• Ensure deal profitability while maintaining competitive positioning in the market
• Track competitor activity, pricing trends, and emerging merchant needs across assigned strategic locations
• Provide regular pipeline reports, forecasts, and market insights to regional leadership
• Represent ground‑level feedback to product teams for localization and feature improvements

What We're Looking For

Must‑Have Skills & Experience

• 4–8 years of experience in Payment Gateway, Fintech, or Banking sales
• Deep understanding of PG infrastructure — acquiring banks, payment networks, settlement flows, risk & compliance
• Proven track record of commercial negotiation with banks or financial institutions
• Experience managing or engaging with government bodies or PSUs for payments/fintech solutions
• Strong hunter mentality with a consultative sales approach
• Excellent communication, relationship management, and stakeholder influence skills

Good to Have

• Prior experience working in or extensively covering the assigned strategic location
• Existing network of merchants, bank officials, or government contacts in Chandigarh, Lucknow, Chennai, Hyderabad, or Kolkata
• Familiarity with RBI payment regulations, PCI‑DSS, and digital payment policies
• Understanding of GST, e‑invoicing, or government payment use cases