Associate Manager, Banking Alliances

Описание вакансии

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 seamless checkouts to payroll automation, across India, Singapore, and Malaysia, we’ve been engineering a fintech ecosystem that’s redefining how money moves across Asia — and we’re just getting started.

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 -

This role plays a critical function in building and maintaining positive relationships with government officials, special banks, policymakers, and regulatory bodies to support sales initiatives and market expansion. This position focuses on understanding and navigating complex regulatory landscapes to facilitate business development opportunities and ensure compliance with applicable laws and regulations. Sitting within the Banking and Alliances function, this role demands a proactive professional who can champion Razorpay's solutions, drive policy advocacy, and unlock new digitization opportunities within government ecosystems.

Key Responsibilities:

● Collaborate with sales leadership to develop strategic plans for market expansion, customer acquisition, and revenue generation, taking into account regulatory risks and opportunities in target markets

● Cultivate and maintain strategic relationships with government officials, trade associations, and regulatory agencies at the state and central ministry level to facilitate partnerships and market entry.

● Represent Razorpay in meetings and industry forums to communicate sales-related priorities, coordinate responses to inquiries from government agencies, and participate in regulatory consultations.

● Drive the execution of government-focused go-to-market initiatives by supporting the development of sales proposals, commercial pitches, and complex RFP/RFI responses with deep insights into regulatory environments.

● Serve as a subject matter expert in Government Sales, preparing briefing materials and conducting workshops to educate internal stakeholders, external partners, and customers on fintech regulatory matters and product offerings.

● Monitor legislative developments and analyze proposed policies to assess their potential impact on sales strategies, collaborating internally to advocate for policies that promote market access and facilitate growth.

Mandatory Qualifications :

● Experience: 5–7 years of proven experience in government sales/consulting, relationship management, or regulatory compliance within the Fintech industry, financial services, or related technology sectors.

● Skills: Deep understanding of B2G sales processes, strategic planning, complex stakeholder negotiation, and policy analysis. Strong knowledge of regulatory frameworks impacting sales activities (e.g., consumer protection, data privacy, financial regulations).

● Tools: Proficiency in CRM platforms, project management/pipeline tracking software, and commercial proposal workflows.

AI & Digital CompetencyApplied AI Knowledge: Practical experience leveraging Large Language Models (LLMs like ChatGPT or Claude) to automate policy summarization, draft regulatory correspondence, and synthesize

complex government RFPs and legislative updates.

Process Automation: Demonstrated judgment and ability in identifying manual bottlenecks in public sector bidding workflows and adopting AI/automation tools to drive operational scale and improve go-to-market speed.

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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