Director, Banking Alliances

Razorpay is one of India’s leading full-stack financial technology companies, powering the way businesses move, manage, and grow money. Founded in 2014 by Harshil Mathur and Shashank Kumar with a simple vision — to simplify payments for Indian businesses — we’ve since grown into a fintech powerhouse driving India’s digital payment revolution.

Razorpay powers millions of businesses with a smarter, scalable stack that goes beyond transactions to help them truly build and grow.

From seamless checkouts to payroll automation, across India, Singapore, and Malaysia, we’ve been engineering a fintech ecosystem that’s redefining how money moves across Asia — and we’re just getting started.

Today, that ecosystem supports everyone from early-stage startups to some of India’s largest enterprises, enabling them to accept, process, and disburse payments at scale while expanding into new ways of managing money more efficiently.

Our scale speaks volumes: Razorpay processes $180+ billion in annualized transactions, powering leading businesses like Airbnb, Facebook, WhatsApp, Airtel, CRED, BookmyShow, Zomato, Swiggy, Lenskart, Mirae Asset Capital markets, Indian Oil, National Pension Scheme — and over 100 of India’s unicorns. With strong roots in India and growing operations in Southeast Asia, we are shaping the next chapter of financial technology across the region.

We are backed by global investors including GIC, Peak XV Partners (formerly Sequoia Capital India & SEA), Tiger Global, Ribbit Capital, Matrix Partners, MasterCard, and Salesforce Ventures, having raised over $740 million to date. Strategic acquisitions — including Ezetap (POS and offline payments), Curlec (Malaysia expansion), BillMe (digital invoicing), and POP (rewards-first UPI) — along with earlier moves in fraud prevention, payroll, and lending, have further strengthened our platform and widened our footprint across Asia.

But what truly sets Razorpay apart is our culture. At Razorpay, ownership is our oxygen — you own what you build, with no micromanagement or red tape, just the runway to make your ideas fly. Learning is a lifestyle — if you’re curious, you’ll feel at home here. People > Pedigree — we hire for attitude, hustle, and hunger more than degrees. Transparency thrives over titles — this is where interns question CXOs and CXOs say “thank you.” Guided by our values of Customer First, Autonomy & Ownership, Agility with Integrity, Transparency, Challenging the status quo and a strong belief that Razorpay grows with Razors,  you’ll be part of a 3000+ strong team building not just products, but the financial infrastructure of the future.

The Role: 

As the Director of Government Alliances, you will spearhead Razorpay’s strategic partnerships with central and state government entities, public sector undertakings (PSUs), Top PSU Banks and key enterprise bodies/associations/consultancies. This role exists to unlock large-scale public sector opportunities and embed Razorpay's payment and banking solutions into critical government infrastructure. Partnering closely with internal product, legal, and compliance teams, you will navigate complex regulatory and procurement landscapes to drive exponential revenue growth and establish Razorpay as the preferred financial technology partner for the government ecosystem. The role exists at the intersection of payments innovation, reimagining AI and One Razorpay ( Billme, POS, Loyalty, Payouts, PG) products and solutions for a Consultative solutions first enabled hunting profile.

Role mandates extensive travelling, deep engagement across PSU Bank leadership, Technology partners, Solutions/PRD led merchant solutioning, partnerships across associations, special banks, consulting partners, Govt and state/central ministries to drive RFP wins, joint pitches with agency banks, New Vertical solutions and work closely across the various regulators of the country as they more often than not are the light houses for new solutions.

Role involves managing a team pan India as well as working closely with the various departments across product, engg, solutions, legal, marketing and CXO for driving Razorpay’s agenda on this high focused segment of merchants and their customers.

Key Roles and Responsibilities:

1. Drive the end-to-end government go-to-market strategy, capturing high-value mandates across central ministries, state departments, and public sector enterprises.
2. Own the relationship across PSU agency banks for driving joint pitches, preference and innovative solutions which best supports the Central/State Govt Merchants
3. Build and sustain deep, strategic relationships with key government decision-makers, nodal agencies, and regulatory bodies to position Razorpay as the digital payments partner of choice.
4. Orchestrate complex, multi-stakeholder procurement and tender processes (RFP/RFI), ensuring comprehensive alignment with government compliance and technical requirements.
5. Collaborate cross-functionally with Product, Legal, Compliance, and Engineering leaders to build custom, scalable public sector solutions that address unique government banking and digitization needs.
6. Own the P&L and revenue growth targets for the Government Alliances portfolio, tracking market trends and policy shifts to continuously capture emerging public sector opportunities.
7. Lead and scale a high-performing government sales and alliance team, setting stringent performance metrics and execution standards.

Mandatory Qualifications

• Experience:
• Minimum of 10-12 years of core B2B enterprise sales or alliance management experience, with a significant track record of closing large-scale government or public sector deals.
• Proven history of managing end-to-end government tender processes (RFP/RFI) and navigating complex public sector procurement cycles.
• Skills:
• Deep understanding of the Indian fintech regulatory landscape, public sector banking, and government digitization initiatives.
• Exceptional executive communication, negotiation, and stakeholder management skills, capable of influencing high-ranking government officials and enterprise CXOs.
• Strong business acumen with the ability to own and drive multimillion-dollar revenue targets and complex P&L frameworks.
• Tools:
• Proficiency in enterprise CRM platforms (e.g., Salesforce) and pipeline management systems.
• AI & Digital Competency:
• Demonstrated ability to evaluate, adopt, and leverage AI-driven market intelligence tools and data analytics platforms to identify procurement trends, optimize tender responses, and accelerate the deal-closure cycle.
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