Manager, Banking Alliances, Mumbai (Loyalty)

Razorpay; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Razorpay is seeking an experienced sales professional to drive bank and fintech partnerships across loyalty, co-brand cards, gift cards, and ads/media networks. You will own end-to-end deal cycles from prospecting to go-live, while identifying upsell opportunities within existing relationships.

You will collaborate with Legal, Finance, Product, and Engineering to tailor CVP decks and BRDs, negotiate commercial terms, and ensure successful revenue-generating programs.

Qualifications

• 5-8 years of experience in BFSI sales, bank/NBFC partnerships, card network alliances, or fintech business development.
• Strong commercial acumen with ability to build P&Ls, pricing models, and business cases.
• Exposure to loyalty/rewards, co-brand cards, gift cards, payments, or banking ecosystems is preferred.
• Excellent stakeholder management and negotiation skills with senior bank decision-makers.
• Able to work cross-functionally with product, legal, finance, and engineering to close deals.
• Self-starter with outbound hunting bias.

Responsibilities

• Identify, prospect, and open conversations with banks, NBFCs, and fintechs to sell Razorpay's loyalty, co-brand card, gift card, and ads/media network propositions.
• Build and pitch commercial proposals, BRDs, and CVP decks tailored to a bank's card portfolio, customer segments, and P&L goals.
• Drive the full sales cycle - prospecting, pitching, commercial negotiation, contracting, and closure - for new bank partnerships and program launches.
• Identify upsell and cross-sell opportunities within existing bank relationships.
• Own target sourcing lists and outreach cadence across banks, fintechs, and loyalty players.
• Serve as the senior Razorpay point of contact for assigned bank partners through the deal lifecycle, from first pitch to commercial go-live.
• Negotiate commercial terms, pricing, and contractual scope with cross-functional teams.
• Coordinate internally to convert a signed deal into a live, revenue-generating program.
• Provide senior oversight on select escalations or renewal conversations; MIS and reconciliation stay with Operations.

Skills

BFSI sales

Bank partnerships

Negotiation

P&L modeling

Stakeholder management

Outbound hunting

Job description

• Identify, prospect, and open conversations with banks, NBFCs, and fintechs to sell Razorpay's loyalty, co-brand card, gift card, and ads/media network (RMN) propositions.
• Build and pitch commercial proposals, BRDs, and CVP decks tailored to a bank's card portfolio, customer segments, and P&L goals.
• Drive the full sales cycle - prospecting, pitching, commercial negotiation, contracting, and closure - for new bank partnerships and program launches.
• Identify upsell and cross-sell opportunities within existing bank relationships (e.g., adding new benefit categories, Audience Intelligence, Ads/Media Network, or new card variants).
• Own target sourcing lists and outreach cadence across banks, fintechs, and loyalty players

Deal & Relationship Management

• Serve as the senior Razorpay point of contact for assigned bank partners through the deal lifecycle, from first pitch to commercial go-live.
• Negotiate commercial terms, pricing, and contractual scope in coordination with Legal, Finance, and Product.
• Coordinate internally with Product, Engineering, Compliance, and Finance to convert a signed deal into a live, revenue-generating program.

Farming (light-touch, ~10%)

• Provide senior oversight on select escalations or renewal conversations where a commercial decision is required; day-to-day servicing, MIS, and reconciliation stay with Operations.

What We're Looking For

• 5-8 years of experience in BFSI sales, bank/NBFC partnerships, card network alliances, or fintech business development, with a demonstrable track record of hunting and closing new B2B/B2B2C deals with banks or financial institutions.
• Strong commercial acumen - comfortable building P&Ls, pricing models, and business cases to pitch to bank stakeholders.
• Prior exposure to loyalty/rewards, co-brand cards, gift cards, payments, or banking ecosystems is strongly preferred.
• Excellent stakeholder management and negotiation skills - able to operate confidently with senior bank decision-makers (VP/AVP and above).
• Comfortable working cross-functionally with Product, Legal, Finance, and Engineering to take a deal from pitch to go-live.
• Self-starter with a bias for outbound hunting activity, not just responding to inbound demand.

Why Join

• Own a high-visibility, revenue-generating mandate at the intersection of banking, payments, and loyalty.
• Work directly with marquee banking partners on flagship programs.
• Clear path to Senior Manager / Associate Director for strong performers.