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Group Manager, Sales Enablement
RazorpayBengaluru
Apply 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 building AI-native agentic payments, to AI-assisted fraud detection and real-time risk intelligence to automated reconciliation, smart payouts, and predictive financial insights, we are embedding intelligence across our stack to make money movement faster, safer, and more efficient. In close collaboration with ecosystem partners - including banks, networks, regulators - we are pioneering industry-first solutions that are shaping the next era of fintech
Across India, Singapore and Malaysia, our products span everything from seamless checkouts to payroll automation - powering a fintech ecosystem that’s redefining how money moves across Asia.
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.
Role Summary
Lead the Partnerships function for Razorpay POS by building and scaling the System Integrator (SI), Referral, and Strategic Partner ecosystem to drive merchant acquisition, payment volumes, and value-added services. Own partner strategy, commercial governance, GTM execution, and cross-functional program management while acting as the primary interface between business, product, engineering, finance, legal, banking partners, and external stakeholders.
Key Responsibilities
Partnership Strategy & Growth
- Define and execute the partner strategy for System Integrators, Referral Partners, OEMs, Banks, and Enterprise ecosystem partners.
- Build scalable partnership programs that drive merchant acquisition, POS deployments, and revenue growth.
- Identify and onboard strategic partners aligned with Razorpay's long-term business objectives.
Commercials & Partner Governance
- Lead commercial negotiations, pricing frameworks, revenue-sharing models, and partnership agreements.
- Establish governance mechanisms to ensure commercial viability, financial controls, and scalable partner operations.
- Drive commercial approvals in collaboration with Finance and Leadership while maintaining standardized contracting processes.
Go-to-Market (GTM) & Business Enablement
- Design and execute joint GTM initiatives with partners to accelerate enterprise and mid-market merchant acquisition.
- Collaborate with Sales, Enterprise, and Banking teams to create scalable partner-led acquisition channels.
- Enable partner-led cross-selling of payment solutions and value-added services.
Program Management & Cross-functional Leadership
- Drive end-to-end execution of strategic partnership initiatives by collaborating with Product, Engineering, Operations, Finance, Legal, Risk, and Banking teams.
- Own partner escalations, program governance, and executive stakeholder communication.
- Ensure timely delivery of strategic initiatives while balancing business priorities and operational efficiency.
Partner Success & Ecosystem Development
- Build long-term strategic relationships with key partner leadership teams.
- Drive partner enablement through onboarding, training, solution adoption, and business reviews.
- Monitor partner performance through defined KPIs and implement growth plans to maximize business outcomes.
Business Planning & Executive Reporting
- Track and report partnership performance across merchant acquisition, integrated TIDs, revenue contribution, and strategic initiatives.
- Present business updates, growth opportunities, risks, and recommendations to senior leadership.
- Develop scalable operating frameworks to improve partner productivity and organizational efficiency.
Key Outcomes
- Scale the SI and Referral Partner ecosystem
- Enable Referral and Integrator-led deployments
- Establish partnerships as a strategic acquisition channel for enterprise merchants and POS growth.
- Built governance frameworks for partner onboarding, commercial approvals, and standardized agreements.
- Lead strategic negotiations with software partners, banks, and enterprise ecosystem players to unlock new revenue opportunities while mitigating commercial and operational risk.
Core Competencies
- Strategic Partnerships
- Partner Ecosystem Development
- GTM Strategy & Execution
- Enterprise Business Development
- Commercial Negotiations
- Program & Portfolio Management
- Cross-functional Leadership
- Banking & Fintech Partnerships
- Revenue Growth & Business Strategy
- Executive Communication
- Process Design & Governance
- Payment Integration Understanding