Key Account Manager Lead

Tech Sales Jobs; Mumbai; On-site; INR 3,200,000 - 5,200,000; Full time

Job summary

Paytm Group in Mumbai, Maharashtra, is seeking an experienced KAM Leader to head and grow the merchant account management function for Online-Enterprise. You will own enterprise relationships, drive revenue through upsell and cross-sell of payments solutions, and lead a team of KAMs to ensure client retention and satisfaction.

You will collaborate with Product, Tech, Operations, Risk & Compliance to deliver tailored solutions, oversee contract negotiations, and report performance to senior

Qualifications

• Engineering graduate with 10+ years in Enterprise Sales.
• Minimum 3+ years in leadership roles managing sales teams.
• Proven track record in Payments, Fintech, B2B Sales.
• Strong leadership and stakeholder management abilities.
• Data-driven mindset with ability to build business cases.

Responsibilities

• Lead and mentor a team of Key Account Managers to manage enterprise accounts.
• Build and nurture relationships with CXOs and decision-makers at large merchants.
• Own the P&L of enterprise accounts, driving revenue growth and expansion.
• Drive upsell and cross-sell of payment solutions (Cards, UPI, Net Banking, BNPL, Wallets, APIs, POS).
• Collaborate with Product, Tech, Operations, Risk & Compliance to deliver tailored solutions.
• Oversee contract negotiations, commercials, and SLAs with high-value accounts.
• Track transaction trends, analyze performance, and identify growth opportunities.
• Resolve escalations and ensure high merchant satisfaction and NPS scores.
• Monitor competition, market developments and regulatory changes to shape client strategy.
• Report business performance and forecasts to senior leadership.

Skills

Enterprise Sales

Key Account Mgmt

Leadership

Negotiation

Payments

Fintech

BFSI

Education

Engineering graduate

Post-graduate

Tools

CRM Software

Job description

KAM Lead - Online-Enterprise 3762

Team: Online Merchants

Location: Mumbai, Maharashtra

Commitment: On- roll

Workplace Type: onsite

About Paytm Group:

Paytm is India’s leading digital payments and financial services company, which is focused on driving consumers and merchants to its platform by offering them a variety of payment use cases. Paytm provides consumers with services like utility payments and money transfers, while empowering them to pay via Paytm Payment Instruments (PPI) like Paytm Wallet, Paytm UPI, Paytm Payments Bank Netbanking, Paytm FASTag, and Paytm Postpaid - Buy Now, Pay Later. To merchants, Paytm offers acquiring devices like Soundbox, EDC, QR, and Payment Gateway, where payment aggregation is done through PPI and also other banks’ financial instruments. To further enhance merchants’ business, Paytm offers merchants commerce services through advertising and the Paytm Mini app store. Operating on this platform leverage, the company then offers credit services such as merchant loans, personal loans, and BNPL is sourced by its financial partners.

About Paytm Payments Services (PPSL):

PPSL enables thousands of online merchants to offer a world-class, frictionless payment experience to their customers. We are present across large enterprises and startups, including well-known unicorns alike. We strive to take payments beyond an enabler and an instrument to drive revenue and user growth for our merchants. Online Payment Gateway is Paytm’s B2B Business regulated by RBI, as it allows only authorized entities to conduct PA PG (Payment Aggregator Payment Gateway) business. This team is responsible for growing the penetration of Paytm’s PA PG business among Indian merchants.

About the role:

We are looking for an experienced Regional Head to head and grow our merchant account management function. The role requires strategic ownership of enterprise client relationships, leading a team of KAMs, and driving revenue through strong account retention, upsell, and cross-sell initiatives in the digital payments ecosystem.

Expectations/Requirements:

• Lead and mentor a team of Key Account Managers to manage enterprise and strategic merchant accounts.
• Build and nurture long-term relationships with CXOs and decision-makers at large merchants.
• Own the P&L of enterprise accounts, ensuring revenue growth, merchant retention, and expansion.
• Drive upsell and cross-sell of payment solutions (Cards, UPI, Net Banking, BNPL, Wallets, APIs, POS).
• Collaborate with Product, Tech, Operations, Risk & Compliance teams to deliver tailored solutions.
• Oversee contract negotiations, commercials, and SLAs with high-value accounts.
• Track transaction trends, analyze performance, and identify strategic opportunities for growth.
• Resolve escalations and ensure high merchant satisfaction and NPS scores.
• Monitor competition, market developments, and regulatory changes to shape client strategy.
• Report business performance and forecasts to senior leadership.

Qualifications & Skills:

• Engineering graduate/post-graduate.
• 10+ years of experience in Enterprise Sales / Key Account Management in Payments, Fintech, or BFSI.
• Minimum 3+ years in a leadership role managing account managers or enterprise sales teams.
• Proven track record in Payments, Fintech, B2B Sales, Solution Selling, Payment Partnerships.
• Proven record of achieving revenue targets and managing large merchant portfolios.
• Strong leadership, team management, and people development skills.
• Excellent communication, negotiation, and stakeholder management abilities.
• Data-driven mindset with the ability to derive insights and build business cases.

Superpowers/ Skills that will help you succeed in this role :

• High level of drive, initiative, and self-motivation
• Ability to take internal and external stakeholders along
• Understanding of Technology and User Experience
• Love for simplifying
• Growth Mindset
• Willingness to experiment and improve continuously.

Why join us:

We give immense opportunities to make a difference and have a great time doing that. You are challenged and encouraged here to do meaningful work for yourself and customers/clients. We are successful, and our successes are rooted in our people's collective energy and unwavering focus on the customer, and that's how it will always be.

Compensation:

If you are the right fit, we believe in creating wealth for you. With enviable 500 mn+ registered users, 21 mn+ merchants, and depth of data in our ecosystem, we are in a unique position to democratize credit for deserving consumers & merchants – and we are committed to it. India’s largest digital lending story is brewing here. It’s your opportunity to be a part of the story!