Analyst, Banking Alliances

Razorpay; United States; Remote; USD 16,000 - 22,000; Full time

Job summary

Razorpay is seeking a driven Sales Manager to lead Payment Gateway growth across strategic locations from Lucknow. You will own end-to-end PG sales to merchants, enterprises, and institutions, while building strong relationships with banks and government bodies.

A strong negotiator with fintech domain expertise will drive revenue and strategic partnerships. You will coordinate with banks for onboarding, stay abreast of RBI guidelines, and pursue government-facing opportunities to expand adoption

Qualifications

• 4–8 years of experience in Payment Gateway, Fintech, or Banking sales.
• Deep understanding of PG infrastructure — acquiring banks, payment networks, settlement flows, risk & compliance.
• Proven track record of commercial negotiation with banks or financial institutions.
• Experience engaging with government bodies or PSUs for payments/fintech solutions.
• Strong hunter mentality with a consultative sales approach.
• Excellent communication, relationship management, and stakeholder influence skills.

Responsibilities

• Own end-to-end sales of PG solutions to merchants, enterprises, and institutions in the assigned strategic location.
• Identify, prospect, and close high-value merchants across sectors such as retail, education, healthcare, and government.
• Drive acquisition of new accounts while growing revenue from existing merchant partnerships.
• Pitch and position PG products including payment links, UPI, cards, EMI, and BNPL solutions based on merchant needs.
• Build and maintain relationships with regional and cooperative banks, NBFCs, and nodal banking partners.
• Lead commercial negotiations including MDR, settlement cycles, credit limits, and partnership terms.
• Coordinate with bank partners for faster onboarding, issue resolution, and co-selling opportunities.
• Stay updated on RBI guidelines, banking circulars, and compliance requirements affecting PG operations.
• Develop and manage relationships with state and local government bodies, PSUs, and municipalities for PG adoption in public services.
• Identify and pursue opportunities in government collections utility payments, tax portals, welfare disbursements, and e-governance projects.
• Represent the company in government tenders, RFPs, and empanelment processes.
• Liaise with government officials and decision-makers to position the company as a preferred payments partner.
• Lead pricing discussions and commercial structuring for large and strategic deals.
• Collaborate with internal product, risk, and finance teams to create customized proposals.
• Ensure deal profitability while maintaining competitive positioning in the market.
• Track competitor activity, pricing trends, and emerging merchant needs across assigned strategic locations.
• Provide regular pipeline reports, forecasts, and market insights to regional leadership.
• Represent ground-level feedback to product teams for localization and feature improvements.

Skills

Payment Gateway

Fintech

Banking sales

Negotiation

Government liaison

Hunter mentality

Stakeholder management

Communication

Job description

About the Role

We are looking for a driven and knowledgeable Sales Manager to lead Payment Gateway (PG) business growth across strategic high-potential locations. The ideal candidate will have a strong grasp of the payments ecosystem, hands-on experience working with banks and financial institutions, and the ability to build and leverage government relationships to drive adoption and revenue.

Key Responsibilities

Payment Gateway Sales & Business Development

• Own end-to-end sales of PG solutions to merchants, enterprises, and institutions in the assigned strategic location
• Identify, prospect, and close high-value merchants across sectors such as retail, education, healthcare, and government
• Drive acquisition of new accounts while growing revenue from existing merchant partnerships
• Pitch and position PG products including payment links, UPI, cards, EMI, and BNPL solutions based on merchant needs

Bank & Financial Institution Management

• Build and maintain strong relationships with regional and cooperative banks, NBFCs, and nodal banking partners
• Lead commercial negotiations including MDR, settlement cycles, credit limits, and partnership terms
• Coordinate with bank partners for faster onboarding, issue resolution, and co-selling opportunities
• Stay updated on RBI guidelines, banking circulars, and compliance requirements affecting PG operations

Government & Institutional Relationships

• Develop and manage relationships with state and local government bodies, PSUs, and municipalities for PG adoption in public services
• Identify and pursue opportunities in government collections utility payments, tax portals, welfare disbursements, and e-governance projects
• Represent the company in government tenders, RFPs, and empanelment processes
• Liaise with government officials and decision-makers to position the company as a preferred payments partner

Commercial Negotiation & Deal Structuring

• Lead pricing discussions and commercial structuring for large and strategic deals
• Collaborate with internal product, risk, and finance teams to create customized proposals
• Ensure deal profitability while maintaining competitive positioning in the market

Market Intelligence & Reporting

• Track competitor activity, pricing trends, and emerging merchant needs across assigned strategic locations
• Provide regular pipeline reports, forecasts, and market insights to regional leadership
• Represent ground-level feedback to product teams for localization and feature improvements

Skills & Experience

• 4–8 years of experience in Payment Gateway, Fintech, or Banking sales
• Deep understanding of PG infrastructure — acquiring banks, payment networks, settlement flows, risk & compliance
• Proven track record of commercial negotiation with banks or financial institutions
• Experience managing or engaging with government bodies or PSUs for payments/fintech solutions
• Strong hunter mentality with a consultative sales approach
• Excellent communication, relationship management, and stakeholder influence skills

Good to Have

• Prior experience working in or extensively covering the assigned strategic location
• Existing network of merchants, bank officials, or government contacts in Chandigarh, Lucknow, Chennai, Hyderabad, or Kolkata
• Familiarity with RBI payment regulations, PCI-DSS, and digital payment policies
• Understanding of GST, e-invoicing, or government payment use cases

Location: Lucknow