Manager, Cross Border New Bengaluru

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

Job summary

Razorpay seeks a Manager, Cross Border (KAM) to govern and exponentially grow relationships with Razorpay’s top-tier international enterprise clients. You will drive portfolio strategy, maximize merchant lifetime value, and navigate complex international payment requirements.

Collaborate with Product, Engineering, Compliance, and Legal to deliver customized solutions, manage escalations, and ensure SLA adherence while leveraging data-driven insights to optimize cross-border go-to-market

Qualifications

• 4–6 years of experience in Key Account Management, Enterprise Sales, or Strategic Partnerships in B2B, SaaS, Fintech, or Cross-Border Payments.
• Deep understanding of international B2B payment ecosystems, cross-border regulations (e.g., FEMA, RBI export guidelines), multi-currency processing, and global enterprise operating models.
• Proven ability to lead, mentor, and inspire a senior, quota-carrying key account management team.

Responsibilities

• Drive Portfolio Strategy & Revenue: Own growth and retention strategy for Razorpay's top-tier cross-border accounts, exceeding portfolio quotas via cross-selling and up-selling of international and domestic payment solutions.
• Executive Stakeholder Management: Lead CXO-level business reviews and build deep strategic partnerships with key decision-makers at global enterprise clients.
• Cross-Functional Orchestration: Collaborate with Product, Engineering, Compliance, and Legal to deliver customized financial solutions meeting regulatory and operational requirements.
• Escalation & SLA Governance: Act as escalation authority for critical client concerns, ensuring rapid resolution and adherence to international SLAs.
• Data-Driven Account Optimization: Use market intelligence and CRM data to identify risks, optimize lifecycle, and refine international go-to-market strategies.

Skills

Executive presence

Global negotiation

Stakeholder influence

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.

The Role

The Manager, Cross Border (KAM) exists to govern, sustain, and exponentially grow relationships with Razorpay’s highest-revenue international and export-facing enterprise clients. This role solves the critical business problem of maximizing merchant lifetime value, navigating complex international payment requirements, and driving global portfolio retention.

• Drive Portfolio Strategy & Revenue: Own the overarching growth and retention strategy for Razorpay's top-tier cross-border accounts, consistently exceeding portfolio quotas through aggressive cross-selling and up-selling of international and domestic payment solutions.
• Executive Stakeholder Management: Orchestrate CXO-level business reviews and build deep, long-lasting strategic partnerships with key decision-makers at global enterprise clients.
• Cross-Functional Orchestration: Collaborate extensively with Product, Engineering, Compliance, and Legal teams to champion customized financial solutions that meet complex international regulatory (e.g., FEMA) and operational requirements.
• Escalation & SLA Governance: Serve as the ultimate escalation authority for critical global client concerns, driving rapid resolution and ensuring strict adherence to international Service Level Agreements (SLAs).
• Data-Driven Account Optimization: Leverage cross-border market intelligence, FX routing trends, and CRM data repositories to proactively identify risks, optimize the account management lifecycle, and refine overarching international go-to-market strategies.

Qualifications

• Exceptional executive presence with advanced interpersonal, stakeholder influence, and global commercial negotiation skills.
• Deep strategic and analytical mindset with a strong understanding of international B2B payment ecosystems, cross-border regulations (e.g., FEMA, RBI export guidelines), multi-currency processing, and global enterprise operational models.
• Proven ability to lead, mentor, and inspire a senior, quota-carrying key account management team.

Experience

• 4-6 years of relevant experience in Key Account Management, Enterprise Sales, or Strategic Partnerships within the B2B, SaaS, Fintech, or Cross-Border Payments space.

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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