Associate Manager - Cross Border Payments

Razorpay Software Pvt Ltd; Bengaluru; On-site; INR 1,500,000 - 2,000,000; Full time

Job summary

Razorpay Software Pvt Ltd is seeking an Associate Manager, Cross Border (KAM) in Bengaluru. This mid-level role focuses on managing international enterprise client relationships, optimizing cross-border payment operations, and enhancing portfolio retention. Responsibilities include executing growth strategies, conducting business reviews, and ensuring compliance with international regulations.

The ideal candidate will have 4-7 years’ experience in Key Account Management within SaaS or Fintech sectors, showcasing strong negotiation and analytical skills.

Qualifications

• 4-7 years of experience in Key Account Management or B2B Relationship Management.
• Experience in SaaS, Fintech, or Cross-Border Payments industry is preferred.
• Demonstrated track record of meeting retention and revenue targets.

Responsibilities

• Execute growth and retention strategy for cross-border accounts.
• Orchestrate business reviews and deliver actionable insights.
• Collaborate with Product, Engineering, Compliance, and Legal teams.
• Serve as escalation authority for critical concerns.
• Use market intelligence and CRM data to refine account management strategies.

Skills

Interpersonal skills

Stakeholder influence

Global commercial negotiation

Analytical mindset

Understanding of B2B payment ecosystems

Multi-currency processing

Cross-border compliance

Relationship management

Job description

Role Overview

The Associate Manager, Cross Border (KAM) exists to govern, sustain, and grow relationships with a dedicated portfolio of Razorpay’s high-value international and export-facing enterprise clients. This role solves the critical business problem of maximizing merchant lifetime value, ensuring seamless cross-border payment operations, and driving global portfolio retention. Positioned as a strategic business partner within the Key Account Management organization, you will own the end-to-end account lifecycle, act as the primary trusted advisor to international clients, and align their complex global payment needs with Razorpay’s evolving financial infrastructure.

Responsibilities

• Execute the overarching growth and retention strategy for a designated portfolio of cross-border enterprise accounts, consistently achieving or exceeding portfolio revenue targets through proactive cross-selling and up-selling of international and domestic payment solutions.
• Orchestrate periodic business reviews with key client decision-makers, synthesizing cross-border transaction data and market trends to deliver actionable insights and foster long-term strategic partnerships.
• Collaborate cross-functionally with Product, Engineering, Compliance, and Legal teams to ensure the seamless delivery of customized financial solutions that adhere to complex international regulatory frameworks (e.g., FEMA and RBI export guidelines).
• Serve as the primary escalation authority for critical portfolio concerns, driving rapid, root-cause resolution and ensuring strict adherence to international Service Level Agreements (SLAs).
• Leverage cross-border market intelligence and CRM data repositories to proactively identify account risks, optimize the overarching merchant lifecycle, and refine individual account management strategies.

Qualifications

• Advanced interpersonal, stakeholder influence, and global commercial negotiation skills.
• Strong analytical and strategic mindset with a solid understanding of international B2B payment ecosystems, multi-currency processing, and cross-border compliance.
• Proven capability to build and manage relationships with enterprise-level decision-makers.
• 4–7 years of proven experience in Key Account Management, Enterprise Sales, or B2B Relationship Management, preferably within the SaaS, Fintech, or Cross-Border Payments industry.
• Demonstrated track record of consistently meeting or exceeding retention and revenue expansion targets within a dedicated portfolio.

Experience Level: Mid Level

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.