Manager, Enterprise Partnerships

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 Role:

We are looking for a dynamic and strategic partnerships professional to drive global large enterprise merchant partnerships for our international banking loyalty programs. This role will be responsible for identifying and onboarding high-value merchants across India, APAC, and CEMEA markets, crafting impactful program constructs, leading commercial negotiations, and ensuring seamless merchant integration and management.

 

Key Responsibilities:

Merchant Acquisition & Program Design

Identify and onboard top-tier global and regional merchants across retail, travel, hospitality, dining, and lifestyle sectors.

Develop and structure customized loyalty program constructs that align with banking partners' goals and consumer behavior.

Assess market trends and customer insights to optimize merchant offers and benefits within the loyalty program.

Commercial Negotiation & Onboarding

Lead end-to-end commercial discussions, negotiations, and contract closures with merchants.

Define revenue models, incentive structures, and merchant discount frameworks to ensure program profitability.

Oversee merchant onboarding and integration, working closely with internal product and tech teams for seamless execution.

Merchant Relationship Management

Serve as the key account manager for onboarded merchants, ensuring long-term engagement and value realization.

Track program performance, analyze merchant contribution, and optimize offerings to enhance customer engagement.

Resolve operational challenges, ensure compliance with banking/fintech regulations, and drive continued innovation in loyalty offerings.

Cross-functional Collaboration

Work closely with internal teams, including banking partnerships, product, marketing, and operations, to ensure smooth execution of programs.

Collaborate with global stakeholders to scale successful merchant programs across different geographies.

Provide insights on regional consumer spending trends and competitive benchmarking to refine program strategies.

What We’re Looking For:

5+ years of experience in merchant partnerships, business development, or strategic alliances in banking, fintech, or loyalty program domains.

Strong understanding of banking loyalty programs, card-linked offers, and merchant-funded benefits.

Expertise in commercial negotiations and structuring high-impact partnerships with large enterprises.

Experience working across India, APAC, and CEMEA markets, with deep knowledge of regional merchant ecosystems.

Ability to work in a fast-paced, cross-functional environment with a strategic and execution-focused mindset.

Strong analytical skills with the ability to derive data-driven insights and optimize partnership performance.

Excellent communication, stakeholder management, and problem-solving skills.

Location: Bangalore 

  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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