Lending Partnerships

Scapia; Bengaluru; On-site; INR 2,800,000 - 4,400,000; Full time

Job summary

Scapia is building a differentiated CVP in the Credit Card and Travel space, seeking a leader to own Lending Partnerships from first conversation to live product and beyond.

You will identify, negotiate, implement and scale partnerships with Banks and NBFCs, aligning product roadmap with partner capabilities and revenue goals, while ensuring regulatory compliance and strong post-launch relationship management.

Qualifications

• 5-9 years of experience in lending partnerships, BD or alliances.
• Strong analytical mind with ability to defend lending P&L and unit economics.
• Excellent negotiation and stakeholder-management skills with senior leaders.
• Experience in project managing cross-functional, tech-heavy partner integrations.
• Well versed with retail lending products and RBI digital lending guidelines.

Responsibilities

• Identify and evaluate Bank and NBFC lending partners and build a prioritised pipeline.
• Negotiate commercials and SLAs with partners, coordinating with Legal and Compliance.
• Project manage API integration, policy alignment and journey design with partners.
• Manage post-launch partnerships and drive growth across volumes and revenue.
• Ensure RBI digital lending directions compliance and governance for partnerships.

Skills

Lending partnerships

Business development

Negotiation

Project management

Data analysis

Cross-functional teamwork

Relationship management

Strategic thinking

Education

MBA/PGDM or engineering degree

Tools

CRM systems

API integrations

Job description

A great career opportunity to build the lending business at a unique, differentiated CVP, product + tech first and well capitalised start-up in the Credit Card and Travel space.

Having built a strong co-branded credit card franchise with leading bank partners, we are now extending into lending - credit lines, checkout credit and personal loans for our customers. We are looking for a talented individual to set up and own our Lending Partnerships with Banks and NBFCs, from first conversation to live product and beyond.

The role

You will own the full lending partnership lifecycle: identify and bring on suitable Bank and NBFC lending partners, negotiate the commercials, project manage the implementation and rollout, and thereafter manage the relationship to achieve collective business goals.

You will work closely with Product, Technology, Risk, Credit, Compliance, Legal and Finance to align partner capabilities and revenue goals with our product roadmap and customer needs.

What you will do

Scout and evaluate lending partners

• Map the Bank and NBFC landscape for personal loans, credit lines and other retail lending products.
• Evaluate partners on credit appetite, pricing, underwriting approach, ticket size, tech/API readiness, turnaround time and regulatory standing.
• Build a prioritised partner pipeline aligned to our customer segments and product roadmap.

Business development and deal origination

• Develop relationships with decision makers across business, credit, risk and digital teams at Banks and NBFCs.
• Pitch our customer base, data and distribution strength; build partnership proposals and business cases.

Commercials and negotiation

• Build the lending partnership P&L — revenue share, sourcing/distribution fees, FLDG/DLG structures (where applicable), cost of acquisition and unit economics.
• Negotiate commercial terms, SLAs and contracts with partners, working with Legal, Finance and Compliance.

Implementation and rollout

• Project manage partner onboarding end to end: API/tech integration, credit policy alignment, journey design, compliance sign-offs, testing and go-live.
• Drive pilots, phased rollouts and scale-up against agreed timelines and milestones.

Relationship management and growth

• Own partner relationships post launch; run regular business reviews and track disbursals, approval rates, portfolio quality and revenue.
• Resolve operational and customer escalations, and work with partners to improve approvals, pricing and customer experience.
• Expand the relationship into new products, segments and higher volumes to achieve collective goals.

Regulatory and governance

• Ensure partnerships comply with RBI's Digital Lending Directions and related guidelines, including LSP obligations, disclosures and grievance redressal.

You are

• From a reputed B-school / Engineering institute, with a passion for tech-enabled businesses.
• Highly analytical and data driven, comfortable building and defending a lending P&L and unit economics.
• A strong negotiator with a natural flair for communication, networking and building relationships with senior decision makers.
• 5-9 years of work experience in a challenging environment, with hands-on exposure to lending partnerships, BD or alliances, and a track record of taking partnerships from term sheet to go-live.
• Experienced in project managing cross-functional, tech-heavy partner integrations.
• Well versed with retail lending products and the RBI regulatory framework for digital lending.
• Past experience in a Bank or NBFC managing fintech / co-lending / digital lending partnerships, or in a fintech managing lender relationships, would be a differentiator.
• Keenly interested in the evolving digital lending and fintech landscape in India and globally.