State Head

Paytm; Hyderabad; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

A leading fintech company in Hyderabad is seeking a dynamic State Head / Regional Manager to lead the growth of its Adjacent Offline Payments business. This role requires a proven track record of field sales, team management, and deep understanding of payments. The ideal candidate will drive merchant acquisition and sales strategy across diverse segments. With 10+ years of experience, the professional will empower teams, ensure operational excellence, and foster sustainable growth. Excellent communication and leadership skills are essential.

Qualifications

• 10+ years of field sales experience, preferably in EDC/POS or fintech.
• Proven ability to lead and develop high-performing teams.
• Strong analytical and presentation skills.
• Ability to build and scale field sales teams.
• Strong communication, analytical, presentation, and leadership skills.

Responsibilities

• Lead and manage a high-performing field sales organization.
• Drive revenue growth and profitability through effective regional P&L ownership.
• Implement sales strategies and ensure targets are met.
• Drive large-scale merchant acquisition and network expansion.
• Design demand generation and GTM plans to maximize merchant activations and revenue.
• Oversee merchant onboarding, activation, and lifecycle management.
• Ensure governance with daily reviews, pipeline tracking, and strong merchant engagement.
• Develop deep product and payments expertise to advise merchants.

Skills

Stakeholder management

Team leadership

Payments knowledge

Market intelligence

Merchant acquisition

Demand generation

Team management

Stakeholder management

Payments knowledge

Communication skills

Education

Graduate with 10+ years experience or Postgraduate with 7+ years experience

Job description

About the Team

The Adjacent Offline Payments Business Team plays a critical role in helping merchants grow and manage their businesses using simple, scalable, and data-driven payment solutions.

About the Role

We are looking for a dynamic and experienced State Head / Regional Manager to lead and drive the growth of the Adjacent Offline Payments business across the assigned region. The role will be responsible for sales performance, merchant acquisition, demand generation, EMI business scale‑up, and ensuring successful rollout of Paytm products across B2B, KAM, and large marquee merchant segments. The candidate will play a key role in aligning with regional/state leadership and driving strategic initiatives to achieve business objectives while ensuring operational excellence, profitability, and sustainable growth.

Key Responsibilities

• 1. Leadership & Team Management (The "Coach" & "Motivator")-
  Build, lead, and scale a high‑performing field sales organization. Hire, attract, and develop top sales talent, especially in high‑growth or high‑attrition regions. Inspire, guide, and empower teams to achieve individual and collective targets while fostering a strong performance‑driven culture. Drive accountability through continuous coaching, structured feedback, and capability development to enhance team effectiveness.
• 2. Regional P&L Ownership-
  Own the P&L for the region, driving revenue growth, cost efficiency, and profitability aligned with AOP and business objectives.
• 3. Sales Strategy & Target Delivery-
  Define and execute regional sales strategy to consistently deliver on targets across EDC/POS, Sound Box, Payment Gateway, Merchant Loans, and EMI (Bank/Brand Activations).
• 4. Merchant Acquisition & Network Expansion-
  Drive large‑scale merchant acquisition across SMB, B2B, KAM, and marquee segments through structured field sales and multi‑channel approaches. Identify and develop new business opportunities within the assigned territory, focusing on expanding the merchant base for EDC/POS terminals and other financial payment solutions.
• 5. Demand Generation & GTM Execution-
  Design and execute demand generation initiatives across use cases. Own the Go‑To‑Market (GTM) strategy to maximize reach, conversions, and merchant‑level (MID) profitability. Drive consistent achievement of individual and team sales targets across EDC/POS deployments, daily merchant activations, Brand EMI transaction volumes, and device‑level revenue generation.
• 6. Merchant Onboarding & Engagement-
  Ensure high‑quality onboarding, activation, and lifecycle management of merchants. Drive continuous engagement to improve retention, usage, and transaction growth.
• 7. Sales Execution & Field Governance-
  Drive execution rigor through daily reviews, pipeline tracking, and structured governance across ASMs, TLs, and FSEs to ensure high productivity and conversion. Ensure consistent merchant‑engagement by building strong relationships, understanding evolving needs, and maintaining high levels of customer satisfaction.
• 8. Product & Business Expertise-
  Develop strong expertise across the full suite of EDC/POS terminals, payment gateways, and value‑added services. Function as a field problem‑solver and trusted advisor to merchants.
• 9. Market Intelligence & Strategic Alignment-
  Gather and analyse market feedback, competitor activities, and industry trends to refine sales strategies and enhance product offerings. Ensure timely updates and close coordination with the Growth team and NSM.
• 10. Planning, Reporting & Performance Management-
  Own forecasting, business planning, and performance tracking. Monitor inventory, payouts, FSE productivity, and activations. Drive weekly and monthly reviews.
• 11. Cross‑functional Collaboration-
  Work closely with Sales Excellence, Growth, Sales Operations, and Merchant Support /Ops teams to ensure seamless execution and superior merchant experience.
• 12. Field Leadership & Ownership-
  Lead from the front with a 75% field and 25% office model. Drive on‑ground execution through field visits, daily connects, and structured reviews. Ensure team productivity and full ownership of merchant portfolio growth.

Key Challenges

• Driving consistent execution across multi‑layered field teams (ASMs, TLs, FSEs)
• Scaling demand generation programs across diverse territories
• Balancing growth, profitability, and operational efficiency

Key Competencies

• Strong stakeholder management and influencing skills.
• High ownership and accountability mindset
• Strong understanding of payments, banking, and financial processes
• Ability to thrive in a fast‑paced, high‑growth environment.
• Strong market intelligence and business acumen

What We Are Looking For

• Graduate (10+2+3) with 10+ years of experience or Postgraduate (10+2+3+2) with 7+ years of team handling experience
• Experience in EDC/POS, fintech, banking, telecom, or insurance distribution
• Proven track record in field sales, B2B/KAM, and large‑scale merchant acquisition
• Strong experience in building business from scratch, launching new towns/products/services, and rapidly scaling field sales teams
• Ability to drive structured performance reviews (daily, weekly, and monthly)
• Excellent communication, analytical, presentation, and leadership skills.