Associate Director, Strategic Accounts

Razorpay is one of Indias 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 - weve since grown into a fintech powerhouse driving Indias 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 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 thats redefining how money moves across Asia.

Today that ecosystem supports everyone from early-stage startups to some of Indias 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 Indias 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 youre curious youll 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 youll be part of a 3000 strong team building not just products but the financial infrastructure of the future.

The Role

We are looking for an experienced and strategic leader to drive enterprise business development and manage high-value strategic accounts across large and complex organizations. The individual will be responsible for building long-term growth strategies leading consultative sales engagements and driving revenue expansion through deep client partnerships and solution-led selling.

The ideal candidate should come from a strong enterprise sales strategic account management or business development background within payments fintech or SaaS industries with proven experience engaging with senior leadership and influencing cross-functional stakeholders. The role requires a strong blend of strategic thinking executive presence commercial acumen stakeholder management and technical understanding of payment and financial technology solutions.

Key Responsibilities

• Strategic Account Leadership:Own and drive strategic growth plans for large enterprise accounts by identifying expansion opportunities strengthening executive relationships and aligning business objectives with client priorities.
• Consultative Solution Selling:Understand complex client business models operational challenges and digital transformation goals to design customized payment and technology solutions leveraging the organizations product ecosystem.
• Revenue Ownership & Growth:Drive revenue growth product adoption retention and long-term account profitability across strategic enterprise portfolios with clear ownership of business outcomes.
• Enterprise Sales Cycle Management:Lead complex and high-value sales cycles end-to-end including opportunity identification solutioning commercial discussions proposal management contract negotiations and deal closure.
• Executive Relationship Management:Build and nurture strong relationships with CXOs business leaders and decision-makers across client organizations to establish trusted advisor partnerships.
• Cross-Functional Leadership:Collaborate with internal product solution engineering operations legal finance marketing and customer success teams to deliver seamless client experiences and strategic initiatives.
• Strategic Planning & Forecasting:Develop account strategies business plans pipeline forecasts and growth roadmaps using data-driven insights and market intelligence.
• Market & Industry Intelligence:Stay informed on market trends emerging technologies competitor movements and industry developments to proactively identify opportunities and shape go-to-market strategies.
• Stakeholder & Program Management:Drive alignment across multiple internal and external stakeholders while managing complex programs escalations and enterprise-level initiatives.

Qualifications

• 10 years of experience in enterprise sales strategic account management or business development within payments fintech or SaaS industries
• Proven track record of managing and growing large enterprise accounts with significant revenue ownership
• Strong experience handling complex multi-stakeholder enterprise sales cycles
• Demonstrated expertise in consultative selling and solution-based business development
• Strong understanding of payment ecosystems fintech products APIs or SaaS-based solutions
• Exceptional stakeholder management and executive communication skills with experience engaging CXO-level leaders
• Proven ability to drive strategic initiatives with end-to-end ownership and cross-functional collaboration
• Strong analytical forecasting negotiation and commercial decision-making skills
• Experience mentoring teams or leading strategic account functions is preferred

Razorpay believes in and follows an equal employment opportunity policy that doesnt 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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Required Experience:

Director

Employment Type : Full Time
Experience: years
Vacancy: 1