Associate Manager, Startup Hunting

Razorpay; Bengaluru; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Razorpay in Bengaluru is seeking an ambitious Account Executive to win new startups with a full financial stack, including payments, RazorpayX accounts, corporate cards and Capital. You’ll target Seed to Series C companies, owning the end-to-end sales process and driving rapid growth in a highly automate outreach environment.

You will navigate high-velocity conversations, forecast accurately, and leverage the ecosystem of VCs, accelerators, and founders to close deals and expand within accounts.

Qualifications

• 4-7 years of B2B new-logo sales experience.
• Experience selling to startups or SMBs.
• Ability to forecast and manage high-volume conversations.
• Proactive ecosystem networking with VCs, accelerators, founder communities.

Responsibilities

• New logos, end to end: identify, engage, and close high-potential startups (Seed to Series C).
• Manage multi-product expectations: payments, RazorpayX accounts, corporate cards and Capital.
• Forecast pipeline weekly and maintain accurate CRM data.
• Understand startup money flows (collections, payouts, vendor spend, working capital) and tailor solutions.
• Outperform competitors (Stripe, Cashfree, PayU) with pricing and objections handling.
• Hand over to farming and spot cross-sell from day one.
• Collaborate with AI outreach agents, marketing and product to improve outreach.

Skills

B2B sales

Startup sales

CRM

Negotiation

AI outreach

Tools

LinkedIn Sales Navigator

CRM software

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.

Why this role

Startups are where Razorpay's next decade of growth comes from. You'll be the first person a fast-growing founder or CFO meets at Razorpay. Your job is to win them over to a full financial stack (payments, RazorpayX current accounts, corporate cards and Capital) and make sure they keep growing with us. It's a hunting role with a real number, on an AI-first go-to-market motion where agents handle research and first touches, so you spend your time on conversations that close.

Role's and Responsibilities

• New logos, end to end: find, qualify and close high-potential startups (Seed to Series C), from first outreach to activation.
• A multi-product number: quarterly targets for new accounts, payments TPV, and corporate card limit setup and spend. A closed deal has to land and get used.
• Pipeline you can defend: forecast accurately every week and know what's real, what's stuck and why.
• Founder- and CFO-grade selling: understand how a startup's money moves (collections, payouts, vendor spend, working capital) and pitch a solution built for that.
• Competitive wins: take accounts from Stripe, Cashfree, PayU and bank incumbents, and handle pricing and objections with confidence.
• Land and expand: hand over cleanly to farming and spot cross-sell (cards, Capital, payroll) from day one.
• Make the machine better: work with the AI outreach agents, marketing and product, and feed back what customers keep asking for.

Who excels here

• A hunter with proof: 4-7 years of B2B new-logo sales, beating quota, ideally selling to startups or SMBs.
• Commercially sharp: can explain a card limit or a working-capital line to a CFO without a deck.
• Speed with rigour: runs a high volume of conversations while keeping CRM data and forecasts tight.
• Ecosystem connected: sources through VCs, accelerators, founder communities and CA firms, not just cold lists.
• AI-native: already uses AI to research accounts, write outreach and prep calls.
• High ownership: treats the territory like their own business, escalates early and follows through.
• Clear communicator: crisp from a founder chat to a CFO pitch to a leadership review.

Good to have: fintech, banking or lending experience (especially cards or credit); being an early sales hire who built a playbook from scratch; a network among Bangalore founders and finance leaders.

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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