Manager, 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. 

Roles and Responsibilities:

• Own and drive end-to-end relationships with a portfolio of partner banks, NBFCs, and strategic fintechs for Razorpay’s EMI, Affordability, Loyalty, and Bank Infra solutions.
• Lead acquisition and activation of bank partners for Razorpay’s issuing and B2B SaaS infrastructure stack – including EMI/Affordability Loyalty & Bank Infra  programs, 
• Develop and drive Go-To-Market strategies for EMI & B2B Infra  in partnership with bank counterparts and internal GTM teams.
• Work Closely  with Internal Merchant/Sales Teams & Operations Team to ensure seamless flow of Business with Partners
• Work closely with Partners for formulating growth strategies through Business , Operations, other process optimisation driven unlocks
• Be the voice of the partner to internal product and engineering teams, helping to shape features and integrations relevant for financial institutions.
• Be the voice of the partner to internal Compliance & Risk Teams for ad-hoc Regulatory /Risk Related/Compliance  requirements /enhancements as required by Banks/Fintechs from time to time
• Handle commercial and technical conversations, including RFPs, product pitches, integration roadmap planning, pricing discussions, and onboarding.
• Build and maintain senior stakeholder relationships across mapped banks — including Product, IT, Cards, Digital Lending, Infra, and Loyalty teams.
• Collaborate with internal cross-functional teams (Product, Legal, Finance, Solutions) to ensure successful closure and execution of bank alliances.
• Drive pipeline management, forecasting, and reporting through structured MIS dashboards, CRM tools (e.g., Salesforce), and internal tracking systems.
• Build Razorpay’s positioning as the preferred B2B SaaS partner for banks seeking modern infra for EMI offerings, loyalty enrichment, and digital transformation.
• Represent Razorpay in external forums, bank reviews, and strategic partnership discussions.
  
  

Mandatory Qualifications: 

• 6+ years of experience, with at least 4 years in EMI/Affordability. Additional experience of  Cards, Bank Loyalty Platforms, or B2B SaaS Sales in the Banking/Fintech space will be beneficial for the role.
• Strong understanding of banking processes, EMI constructs (No Cost EMI, Cardless EMI, BNPL, Pay Later), Lending APIs, and B2B fintech infrastructure.
• Demonstrated success in managing high-stakes B2B partnerships with banks/NBFCs or large enterprise clients.
• Proven ability to handle commercial negotiations, partnership agreements, and regulatory alignment across bank functions.
• Solid understanding of product management and ability to work with Product teams to co-create customized banking solutions .
• Excellent verbal and written communication skills with experience in building executive presentations and business cases.
• Comfort with CRM platforms (Salesforce preferred), Excel, and data-driven business tracking.
• Strong business acumen, customer orientation, and project management skills.
• Experience in consultative/solution selling with a mix of strategy, sales, and stakeholder management.

Willingness to travel extensively for partner engagement and relationship building.