Razorpay - Manager - Banking Alliances - Loyalty

The Role:
Hunt & Close (primary focus):
- Identify, prospect, and open conversations with banks, NBFCs, and fintechs to sell Razorpay's loyalty, co-brand card, gift card, and ads/media network (RMN) propositions.
- Build and pitch commercial proposals, BRDs, and CVP decks tailored to a bank's card portfolio, customer segments, and P&L goals.
- Drive the full sales cycle prospecting, pitching, commercial negotiation, contracting, and closure for new bank partnerships and program launches.
- Identify upsell and cross-sell opportunities within existing bank relationships (e.g., adding new benefit categories, Audience Intelligence, Ads/Media Network, or new card variants).
- Own target sourcing lists and outreach cadence across banks, fintechs, and loyalty players.

Deal & Relationship Management:
- Serve as the senior Razorpay point of contact for assigned bank partners through the deal lifecycle, from first pitch to commercial go-live.
- Negotiate commercial terms, pricing, and contractual scope in coordination with Legal, Finance, and Product.
- Coordinate internally with Product, Engineering, Compliance, and Finance to convert a signed deal into a live, revenue-generating program.
Farming (light-touch, ~10%):
- Provide senior oversight on select escalations or renewal conversations where a commercial decision is required; day-to-day servicing, MIS, and reconciliation stay with Operations.
What We're Looking For:
- 5-8 years of experience in BFSI sales, bank/NBFC partnerships, card network alliances, or fintech business development, with a demonstrable track record of hunting and closing new B2B/B2B2C deals with banks or financial institutions.
- Strong commercial acumen comfortable building P&Ls, pricing models, and business cases to pitch to bank stakeholders.
- Prior exposure to loyalty/rewards, co-brand cards, gift cards, payments, or banking ecosystems is strongly preferred.
- Excellent stakeholder management and negotiation skills able to operate confidently with senior bank decision-makers (VP/AVP and above).
- Comfortable working cross-functionally with Product, Legal, Finance, and Engineering to take a deal from pitch to go-live.
- Self-starter with a bias for outbound hunting activity, not just responding to inbound demand.
Why Join:
- Own a high-visibility, revenue-generating mandate at the intersection of banking, payments, and loyalty.
- Work directly with marquee banking partners on flagship programs.
- Clear path to Senior Manager / Associate Director for strong performers.