Analyst, Banking Alliances

Skills this role screens for

About the role

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.

The work

About the Role

We are looking for a driven and knowledgeable Individual 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.

The work

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

Also

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

Also

Government & Institutional Relationships

Commercial Negotiation & Deal Structuring

• 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

Also

Market Intelligence & Reporting

What We're Looking For Must-

• 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

Who they want

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

Nice to have

Good to Have

Location - Chennai

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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• 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