Analyst, Banking Alliances
Razorpay · Posted Oct 16
Online payment gateway, business banking, payroll, and financial services platform
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About the role
Razorpay is a payments and banking platform offering payment gateway, UPI, cards, EMI and BNPL solutions to merchants, enterprises and institutions. This role drives Payment Gateway business growth across strategic high-potential locations, owning end-to-end sales to merchants and government bodies. It combines bank and financial institution relationship management, government and PSU engagement, commercial deal structuring, and market intelligence reporting.
What you will do
- 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
- 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
- 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
- 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
- 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
Skills used in this role
What the employer is looking for
- 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
Preferred qualifications
- 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
Benefits and support
- Compensation and benefits are detailed in the job posting
About Razorpay
Razorpay is India's leading omnichannel payments and full-stack financial solutions company, providing an extensive suite of products to accept, process, and disburse digital payments. Beyond payment gateways, the company offers neo-banking solutions via RazorpayX, business loans, payroll management, and corporate credit cards. It serves millions of businesses ranging from startups and SMEs to large enterprises globally.
- Industry
- Fintech
- Company size
- 3000+ employees
- Founded
- 2013
- Location
- Bengaluru, India
- Funding stage
- Public Company
Funding
Public Company · $742M raised
- 2021-12-19Series F$375M
- 2021-04-19Series E$160M
- 2020-10-12Series D$100M
- 2018-07-05Series C$75M
- 2016-07-12Series B$20M
Leadership
CEO and Co-founder
MD and Co-founder
Chief Operating Officer
Chief Financial Officer
Recent coverage
Razorpay Blog
Razorpay Merchants Can Now Accept Apple Pay Online and In-Store, With No Card Entry or OTPs2025-09-30
Razorpay Blog
At Global Fintech Fest, Razorpay Presents AI Payments Model, Vulcan to PM Narendra Modi2025-09-10
PL Capital
Razorpay Posts 65% Revenue Jump in FY25 as IPO Preparations Advance2026-04-20
The Paypers
Razorpay plans confidential IPO filing in India targeting USD 600 mln raise2026-04-20