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. 

The Role
We’re looking for a Senior Manager to join our Strategic Partnerships team in Mumbai. This role requires managing one of our key banking partnerships, identifying and closing new opportunities in the BFSI ecosystem, and contributing to Razorpay’s cross-border growth initiatives.

Key Responsibilities

Bank Relationship Management

• Act as the single point of contact for one of Razorpay’s most critical partner banks
  
  
• Own the end-to-end relationship — including revenue growth, compliance, operational hygiene, and strategic alignment
  
  
• Conduct regular reviews and engage with senior stakeholders at the bank to ensure mutual success
  
  
• Collaborate with internal teams (product, operations, legal, compliance, finance) to solve issues and launch joint initiatives
  
  
• Ensure seamless execution of Razorpay’s products across UPI, payouts, card rails, and other banking infrastructure
  
  
• Build long-term trust with the bank and act as Razorpay’s representative in all formal interactions
  
  

New Business Development (Hunting)

• Identify and prospect new partnerships with banks and NBFCs aligned to Razorpay’s strategic goals
  
  
• Pitch Razorpay’s product and platform capabilities to potential partners
  
  
• Lead end-to-end partner acquisition — from outreach and discussions to onboarding and internal alignment
  
  
• Create strong business cases for new partnerships and work cross-functionally to take them live
  
  
• Contribute to Razorpay’s expansion into areas like card issuing, embedded finance, and digital lending through new partnerships
  
  

Cross-Border & Strategic Deal Support

• Support leadership on select cross-border initiatives (e.g., global acquiring, card issuance, FX flow partnerships)
  
  
• Evaluate deal structures, commercials, and partner propositions in collaboration with internal stakeholders
  
  
• Coordinate with legal, tax, compliance, and product teams for deal execution and governance
  
  
• Track industry trends, regulatory changes, and partnership opportunities relevant to cross-border flows and international expansion
  
  

What You’ll Bring

• 7–9 years of experience in banking, payments, fintech, or strategic partnerships
  
  
• Strong experience in managing bank-facing relationships, ideally with private banks or large NBFCs
  
  
• Proven ability to drive commercial outcomes and strategic alignment in complex partnerships
  
  
• Prior exposure to business development, hunting new accounts, or institutional deal-making
  
  
• Understanding of card issuance, cross-border payments, FX corridors, or embedded finance is a plus
  
  
• Excellent communication, stakeholder management, and executive engagement skills
  
  
• High ownership mindset with the ability to operate independently and drive outcomes in a fast-paced environment