Business Head – Merchant partnerships

ShopSe Digital Finance; Mumbai; On-site; INR 4,000,000 - 10,000,000; Full time

Job summary

ShopSe Digital Finance seeks an executive-level Business Leader to acquire and own merchant partnerships for consumer financing at the point of purchase. You will own the P&L, product-market strategy, and enterprise acquisition across relevant categories.

You will lead a team building scalable processing infrastructure to achieve high authorization rates for recurring collections, instant disbursals, and frictionless credit checkout.

Qualifications

• Experience: 10-15+ years of progressive leadership in payment aggregators, gateways or orchestration with merchant acquisition.
• Domain Expertise: Knowledge of the lending lifecycle and checkout financing is a plus.
• Commercial Acumen: Proven track record of managing a high-scale P&L or enterprise sales leadership.
• Technical & API Literacy: Understanding of payment orchestration and checkout interfaces.

Responsibilities

• Strategic Business Leadership & P&L Ownership: Own ARR, disbursement volume and net margins; position as preferred partner; design pricing strategies and manage key merchant relationships.
• Embedded Credit & Checkout Acquisition: Build scale for merchant-side credit checkout integrations to boost checkout conversions; established bridges with lending partners for real-time approvals.
• People: Build and lead a high-quality team to acquire and serve merchants and add value to their business.

Skills

Executive leadership

Merchant acquisition

P&L ownership

Strategic partnerships

APIs literacy

Education

Bachelor’s or Master’s degree in Engineering, Finance, or Business

Job description

We are seeking an executive-level Business Leader to acquire and own merchant partnerships for consumer financing business at point of purchase. For merchants as well as payment aggregators, checkout embedded lending (BNPL, Cardless EMI, Credit on UPI) is a mission-critical offering for categories with high ticket size because it enables a large population in India to go ahead with a purchase, which otherwise would not have been possible. The right affordability offering enables expansion of the industry by expanding the customer base and increasing conversion.

In this role, you will own the P&L, product-market strategy, and enterprise acquisition across relevant categories. You will lead the team that builds and scales processing infrastructure designed to achieve >95% authorization/success rates for recurring collections, instant disbursals, and frictionless credit checkout.

Key Responsibilities

1. Strategic Business Leadership & P&L Ownership

• Own the annual recurring revenue, total disbursement volume and net margin targets
• Position the organization as the preferred payment orchestration and aggregation partner for merchants
• Design commercial pricing strategies for win-win outcomes. Negotiate, expand, and manage relationships with key merchants and partners in the ecosystem.

2. Embedded Credit & Checkout Acquisition

• Build and scale merchant-side credit checkout integrations (e.g., Credit on UPI, Cardless EMI, Brand EMI, Pay Later) to boost checkout conversion rates for commerce merchants.
• Establish technical and commercial bridges between major lending partners (Banks/NBFCs) and digital merchants to deliver real-time approvals at checkout.

3. People

• Display teamwork and work closely with other stakeholders with the end objective of adding value for the merchant partners and creating a fast-growing profitable business in the process.
• Build a high quality team displaying same qualities as above to acquire and serve merchants and add value to their business.

Qualifications & Requirements

• Experience: 10-15+ years of progressive leadership in payment aggregators, payment gateways or payment orchestration with experience of payment acquiring and merchant acquisition.
• Domain Expertise: Knowledge of the lending lifecycle and checkout financing will be an added advantage.
• Commercial Acumen: Proven track record of managing a high-scale P&L or sales leadership responsibility and closing enterprise deals.
• Technical & API Literacy: Understanding of payment orchestration and checkout interfaces.
• Education: Bachelor’s or Master’s degree in Engineering, Finance, or Business (from a top-tier institution preferred).