Senior Director - Banking Alliances

Razorpay was founded by Shashank Kumar and Harshil Mathur in 2014. Razorpay is building a new-age digital banking hub (Neobank) for businesses in India with the mission is to enable frictionless banking and payments experiences for businesses of all shapes and sizes. What started as a B2B payments company is processing billions of dollars of payments for lakhs of businesses across India. 

The Role:-

We are seeking a highly strategic and results-driven Vice President or Senior Director of Banking Alliances & Commercials to lead Razorpay’s engagement with large enterprise merchants and banking partners. This role is critical in structuring high-value commercial deals, optimizing supply-side rates, and driving strategic banking partnerships that align with key stakeholders' business priorities.

The ideal candidate will have deep expertise in the banking and payments ecosystem, including MDR interchange, escrow management, transaction structuring, and current account frameworks. You will drive the adoption of Razorpay’s offerings—including Engage, RazorpayX, and other solutions—by working closely with senior banking executives and enterprise partners to deliver value-driven, scalable, and sustainable financial solutions.

Roles & Responsibilities:-

Deal Structuring and Pricing

• Deal structuring and getting the best pricing, overall value across different relationships
• Define team scope, priorities, and execution strategy to maximize deal closures and revenue growth.
• Engage senior leadership across target banks and financial institutions to develop high-impact, long-term partnerships.

Bank & Payment Network Portfolio Management

• Oversee and expand bank partnerships focused on transaction-backed solutions, including escrow management, current account setups, and customized financial products.
• Ensure best-in-class supply-side rates for acquiring, payment processing, and banking solutions.
• Drive adoption of Razorpay’s Engage loyalty suite to enhance customer retention, contextual marketing campaigns, and bank-led rewards programs.

Deal Structuring & Commercial Strategy

• Lead complex deal structuring for multi-product transactions
• Optimize MDR interchange, pricing models, and commercial frameworks for maximum efficiency and profitability.
• Support large-scale financial transactions, including escrow-based payment solutions, revenue-sharing models, and enterprise agreements.
• Ensure seamless execution of current account-backed transaction strategies to enable smooth financial operations for enterprise merchants.

Cross-Functional Collaboration

• Work closely with Alliance, BU biz team and Finance teams to Structure deals 
• Enable regional teams by implementing scalable, field-ready strategies that cater to evolving fintech and banking needs.

• Stay ahead of emerging fintech, banking, and payment trends to shape Razorpay’s product and partnership strategies.
• Serve as a trusted advisor to banks, educating them on MDR interchange strategies, loyalty program constructs, and payment-side optimizations.

Relationship Building & Influence

• Establish and maintain C-level relationships with top banks, payment networks, and financial institutions.
• Navigate complex organizational structures to align Razorpay’s solutions with the strategic and operational goals of banking partners.

Mandatory Qualifications:-

• 15+ years of experience in deal structuring, pricing strategy, financial consulting, or banking negotiations, preferably in fintech, payments, or banking alliances.
• 8+ years of experience managing and developing teams, including key account managers and cross-functional groups.
• Proven track record in enterprise loyalty, transaction-backed solutions, and large-scale payment partnerships.
• Strong business acumen with expertise in contract structuring, complex financial modeling, and strategic negotiations.
• Extensive network with private and public sector banks, with a strong grasp of financial services and supply-side pricing dynamics.
• Excellent communication and negotiation skills to articulate Razorpay’s value proposition to senior stakeholders.
• Ability to thrive in a fast-paced, high-growth environment, with strong ownership and execution focus.
• Willingness to travel frequently for strategic engagements and industry events.