Associate Director - Strategic Accounts Management

Razorpay Software Pvt Ltd; Bengaluru; On-site; INR 4,500,000 - 6,500,000; Full time

Job summary

Razorpay Software Pvt Ltd in Bengaluru seeks an experienced Associate Director, Strategic Accounts to lead enterprise sales and manage high-value accounts across large organizations. You will build long-term growth strategies, lead consultative engagements, and drive revenue expansion through strategic partnerships and solution-led selling.

The role requires strong executive presence, cross-functional collaboration, and a proven track record in payments/fintech or SaaS with CXO-level engagement.

Qualifications

• 10+ years of experience in enterprise sales, strategic account management, or business development within payments, fintech, or SaaS industries.
• Proven track record of managing and growing large enterprise accounts with significant revenue ownership.
• Strong experience handling complex, multi-stakeholder enterprise sales cycles.
• Demonstrated expertise in consultative selling and solution-based business development.
• Strong understanding of payment ecosystems, fintech products, APIs, or SaaS-based solutions.
• Exceptional stakeholder management and executive communication skills with experience engaging CXO-level leaders.
• Proven ability to drive strategic initiatives with end-to-end ownership and cross-functional collaboration.

Responsibilities

• Own and drive strategic growth plans for large enterprise accounts by identifying expansion opportunities, strengthening executive relationships, and aligning business objectives with client priorities.
• Understand complex client business models, operational challenges, and digital transformation goals to design customized payment and technology solutions leveraging the organization’s product ecosystem.
• Drive revenue growth, product adoption, retention, and long-term account profitability across strategic enterprise portfolios with clear ownership of business outcomes.
• Lead complex and high-value sales cycles end-to-end including opportunity identification, solutioning, commercial discussions, proposal management, contract negotiations, and deal closure.
• Build and nurture strong relationships with CXOs, business leaders, and decision-makers across client organizations to establish trusted advisor partnerships.
• Collaborate with internal product, solution engineering, operations, legal, finance, marketing, and customer success teams to deliver seamless client experiences and strategic initiatives.
• Develop account strategies, business plans, pipeline forecasts, and growth roadmaps using data-driven insights and market intelligence.
• Stay informed on market trends, emerging technologies, competitor movements, and industry developments to proactively identify opportunities and shape go-to-market strategies.
• Drive alignment across multiple internal and external stakeholders while managing complex programs, escalations, and enterprise-level initiatives.

Skills

Enterprise sales

Strategic accounts

Business development

Fintech payments

CXO engagement

Job description

Associate Director, Strategic Accounts 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.

The Role

We are looking for an experienced and strategic leader to drive enterprise business development and manage high-value strategic accounts across large and complex organizations. The individual will be responsible for building long-term growth strategies, leading consultative sales engagements, and driving revenue expansion through deep client partnerships and solution-led selling. The ideal candidate should come from a strong enterprise sales, strategic account management, or business development background within payments, fintech, or SaaS industries, with proven experience engaging with senior leadership and influencing cross-functional stakeholders. The role requires a strong blend of strategic thinking, executive presence, commercial acumen, stakeholder management, and technical understanding of payment and financial technology solutions.

Key Responsibilities

Strategic Account Leadership: Own and drive strategic growth plans for large enterprise accounts by identifying expansion opportunities, strengthening executive relationships, and aligning business objectives with client priorities.

Consultative Solution Selling: Understand complex client business models, operational challenges, and digital transformation goals to design customized payment and technology solutions leveraging the organization’s product ecosystem.

Revenue Ownership & Growth: Drive revenue growth, product adoption, retention, and long-term account profitability across strategic enterprise portfolios with clear ownership of business outcomes.

Enterprise Sales Cycle Management: Lead complex and high-value sales cycles end-to-end including opportunity identification, solutioning, commercial discussions, proposal management, contract negotiations, and deal closure.

Executive Relationship Management: Build and nurture strong relationships with CXOs, business leaders, and decision-makers across client organizations to establish trusted advisor partnerships.

Cross-Functional Leadership: Collaborate with internal product, solution engineering, operations, legal, finance, marketing, and customer success teams to deliver seamless client experiences and strategic initiatives.

Strategic Planning & Forecasting: Develop account strategies, business plans, pipeline forecasts, and growth roadmaps using data-driven insights and market intelligence.

Market & Industry Intelligence: Stay informed on market trends, emerging technologies, competitor movements, and industry developments to proactively identify opportunities and shape go-to-market strategies.

Stakeholder & Program Management: Drive alignment across multiple internal and external stakeholders while managing complex programs, escalations, and enterprise-level initiatives.

Qualifications

10+ years of experience in enterprise sales, strategic account management, or business development within payments, fintech, or SaaS industries

Proven track record of managing and growing large enterprise accounts with significant revenue ownership

Strong experience handling complex, multi-stakeholder enterprise sales cycles

Demonstrated expertise in consultative selling and solution-based business development

Strong understanding of payment ecosystems, fintech products, APIs, or SaaS-based solutions

Exceptional stakeholder management and executive communication skills with experience engaging CXO-level leaders

Proven ability to drive strategic initiatives with end-to-end ownership and cross-functional collaboration

Strong analytical, forecasting, negotiation, and commercial decision-making skills

Experience mentoring teams or leading strategic account functions is preferred

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.

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Experience Level Mid Level