Director of Revenue

Revenue Lead, Pine Labs

About the Role

As Revenue Lead, you own the entire customer-facing organisation at Pine Labs — sales, onboarding, support, customer success, and revenue operations. You carry the number and own the merchant relationship from first conversation through to expansion.

The payments and commerce enablement ecosystem is highly competitive and rapidly evolving. Winning here is not just about aggressive distribution (which is a given), but also about identifying segments where Pine Labs is structurally differentiated, accelerating merchant activation, and growing share of merchant payment volumes, commerce GMV, and value-added product adoption year after year.

Roles and Responsibilities:

Own the revenue number

Own new business, expansion, and retention end-to-end. Build the forecast, run the operating cadence, and be accountable for payment volumes and revenues flowing through Pine Labs. Own pricing execution and deal construction in partnership with product and business teams.

Win against entrenched competition

Build a repeatable sales motion aimed at the segments where Pine Labs is structurally the better answer and be equally clear about where you will not compete. Sell to founders, CXOs, and growth leaders on business outcomes such as conversion, checkout success rates, approval rates, customer acquisition efficiency, customer retention, and revenue growth, rather than feature lists.

Make onboarding a competitive weapon

Treat time-to-first-live-transaction as a revenue metric, not a support metric. Own solutions and implementation functions, drive integration speed across merchant platforms and custom stacks, and ensure merchants start routing meaningful payment volumes quickly. Deals are often won and lost here.

Grow share of merchant volumes and wallet

Move every merchant up the curve, from a small share of payment volumes to becoming a strategic payments partner. Drive adoption of the broader Pine Labs portfolio, including payment gateway, checkout solutions, subscriptions, cards, rewards, financing, and other value-added services. Own attach rate, NRR, and gross churn. Build the account planning discipline that makes expansion deliberate rather than accidental.

Own the merchant relationship and the voice of the merchant

Own support and success and hold them to a standard that makes Pine Labs a partner merchants actively advocate for internally. Run a disciplined win/loss and churn loop, jointly reviewed with product and marketing, and ensure the roadmap reflects what the market truly values.

Build the revenue operations function

Own revenue operations and business analytics: pipeline hygiene, forecasting accuracy, territory and quota design, incentive plans, and performance reporting. The numbers produced by this team should be the single source of truth.

You are right for this role if...

• You have 12+ years in commercial roles, with 5+ years leading multi-function customer-facing organisations including sales, onboarding, support, customer success, and revenue operations.
• You have carried a revenue number while competing against larger incumbents in payments, fintech, SaaS, commerce, or digital platforms.
• You have experience selling B2B solutions to founders, CXOs, growth leaders, and digital businesses.
• You are fluent in the Indian payments, commerce, fintech, D2C, SaaS, martech, or digital ecosystem.
• You can hold a meaningful conversation with founders, CFOs, and growth leaders about payment economics, conversion, unit economics, customer acquisition, retention, and business growth.
• You have demonstrated success building, scaling, and leading high-performance revenue organisations.