Associate Manager, Banking Alliances

Razorpay Software Private Limited; Bengaluru; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Razorpay is hiring for a Partnerships/Business Development role focused on merchant acquiring partnerships with banks and networks across the North Region. You will identify partners, negotiate terms, and drive joint GTM strategies to scale money movement for Razorpay’s ecosystem.

Collaborate with Solutions, Product, and Operations to deliver required integrations and ensure onboarding and alignment across departments. Willingness to travel regionally is expected.

Qualifications

• 2-3 years total experience with merchant acquiring.
• Experience with banks, networks or fintech partnerships is a plus.
• Strong communication and negotiation skills.

Responsibilities

• Identify and collaborate with ecosystem players to co-build products for the market (Fintechs, Banks, Partners).
• Map, develop and drive relationships with key influencers in assigned banks and create organograms.
• Deliver against volume, revenue, penetration and growth targets for identified banks.
• Identify partnership opportunities within existing and new relationships.
• Design banking partnerships as a distribution channel for local payments acquiring business.
• Collaborate with cross-functional teams to ensure required customizations are prioritized.

Skills

Merchant acquiring

Bank relationships

Analytical mindset

Strategic thinking

Regional travel

Job description

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.

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.

Key Roles and Responsibilities:

• Ecosystem collaboration: Self-starter to identify and collaborate with ecosystemplayers to discover and co-build products for the market (Fintechs, Banks, Partners,etc)
• Map, develop and drive strong working relationships with key influencers for theassigned banks. It should include mapping the various teams in the assigned banksthoroughly and plot them out to ans organogram of the banks.
• Deliver against volume, revenue, penetration and growth targets for the identifiedand assigned partner banks.
• Identifying partnership opportunities within existing/new banking relationships.
• Design banking partnerships as a distribution channel for local payments acquiringbusiness, with an aim to scale while owning P&L of north headquartered banks.
• Liaising with other cross-functional teams like Solutions, Product etc. to ensure thatwe deliver on required customizations by sizing up the opportunity and getting itprioritized appropriately
• Understand subvention and other applicable models and drive Razorpay’s GTMstrategy via bank-led route.
• Identify and pitch newer use cases such as Omnichannel (offline+online), Crossborder payments, PPI, other solutions - via Bank partnership channel.
• Develop implementation plan across alliance life cycle for the assigned portfolio ofbanks/PSPs
• Define and own metrics for monitoring the performance & the effectiveness ofexisting alliances
• Facilitate seamless onboarding of Razorpay as a Vendor / Customer in the bank’secosystem as well as ensure set-up on system and its complete alignment acrossdepartments
• Collaborate with cross-functional stakeholders including leadership, strategy,marketing, and design teams to ensure seamless execution of business launch andscale-up
• Ecosystem collaboration: Self-starter to identify and collaborate with ecosystemplayers to discover and co-build products for the market (Fintechs, Banks, Partners,etc)
• Ensuring that the engagements are well formalized with the partner banks by way ofagreement(s) and agreed base rates and mark-ups applicable, if any. Also takingcare of internal closure with cross-functional departments like Legal, Finance etc.

Mandatory Qualifications:

• 2-3 years of overall experience of which 4+ years in Merchant acquiring space witheither Payment Gateways, Networks, Banks or Fintech companies.
• Established and existing network with banks (public + private) and networks in theNorth Region.
• High energy team player with willingness to learn and adapt quickly
• Energetic self-starter with the ability to work independently in a fast-pacedenvironment with proven track record of creating and executingpartnerships/alliances that drive measurable business results
• Ability to run technical conversations with the bank to drive problem discovery andprimary-level solutioning
• Analytical capability to deal with the technical, contractual and financial aspects ofthe business.
• Ability to effectively think strategically and influence cross-functional teams, such asSolutions, Product, Operations to drive outsized business outcomes
• Willingness to travel regionally to meet with banks/large merchants acquired throughthe banking partners