Analyst, 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 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.
About The Role
We are looking for a driven and knowledgeable Sales Manager to lead Payment Gateway (PG) business growth across strategic high potential locations. The ideal candidate will have a strong grasp of the payments ecosystem, hands-on experience working with banks and financial institutions, and the ability to build and leverage government relationships to drive adoption and revenue.
Key Responsibilities
Payment Gateway Sales & Business Development
Own end-to-end sales of PG solutions to merchants, enterprises, and institutions in the assigned strategic location
Identify, prospect, and close high-value merchants across sectors such as retail, education, healthcare, and government
Drive acquisition of new accounts while growing revenue from existing merchant partnerships
Pitch and position PG products including payment links, UPI, cards, EMI, and BNPL solutions based on merchant needs
Bank & Financial Institution Management
Build and maintain strong relationships with regional and cooperative banks, NBFCs, and nodal banking partners
Lead commercial negotiations including MDR, settlement cycles, credit limits, and partnership terms
Coordinate with bank partners for faster onboarding, issue resolution, and co-selling opportunities
Stay updated on RBI guidelines, banking circulars, and compliance requirements affecting PG operations
Government & Institutional Relationships
Develop and manage relationships with state and local government bodies, PSUs, and municipalities for PG adoption in public services
Identify and pursue opportunities in government collections — utility payments, tax portals, welfare disbursements, and e-governance projects
Represent the company in government tenders, RFPs, and empanelment processes
Liaise with government officials and decision-makers to position the company as a preferred payments partner
Commercial Negotiation & Deal Structuring
Lead pricing discussions and commercial structuring for large and strategic deals
Collaborate with internal product, risk, and finance teams to create customized proposals
Ensure deal profitability while maintaining competitive positioning in the market
Market Intelligence & Reporting
Track competitor activity, pricing trends, and emerging merchant needs across assigned strategic locations
Provide regular pipeline reports, forecasts, and market insights to regional leadership
Represent ground-level feedback to product teams for localization and feature improvements
What We're Looking For
Must-Have Skills & Experience
4–8 years of experience in Payment Gateway, Fintech, or Banking sales
Deep understanding of PG infrastructure — acquiring banks, payment networks, settlement flows, risk & compliance
Proven track record of commercial negotiation with banks or financial institutions
Experience managing or engaging with government bodies or PSUs for payments/fintech solutions
Strong hunter mentality with a consultative sales approach
Excellent communication, relationship management, and stakeholder influence skills
Good to Have
Prior experience working in or extensively covering the assigned strategic location
Existing network of merchants, bank officials, or government contacts in Chandigarh, Lucknow, Chennai, Hyderabad, or Kolkata
Familiarity with RBI payment regulations, PCI-DSS, and digital payment policies
Understanding of GST, e-invoicing, or government payment use cases
Razorpay believes in and follows an equal employment opportunity policy that doesn't discriminate on gender, religion, sexual orientation, colour, nationality, age, etc. We welcome interests and applications from all groups and communities across the globe.
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Work arrangement
No