Associate Manager, Enterprise Partnerships

Job description

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 :** The role focuses on enabling Indian businesses to adopt RazorpayX’s payout solutions — including **business banking, payroll, vendor payments**, and more — while playing a strategic role in **reimagining money movement needs** for companies across the country. This role carries both individual revenue quota along with team management. You will work cross-functionally with Product, Marketing, and other teams to drive partner success, while continuously improving engagement and conversion strategies. This is an opportunity to build scalable initiatives in a fast-evolving fintech ecosystem. ### **Key Responsibilities:** - Drive overall revenue for RazorpayX BU while maintaining & building Enterprise partnerships charter. - Identify and onboard high-potential enterprise channel partners across the country (involves both hunting & farming side). - Build and nurture strong relationships with Enterprise Partners, consultants, aggregators, ERP Partners and overall HR & Fintech Ecosystem to drive RazorpayX adoption. - Drive partner engagement initiatives to increase mindshare, product understanding, and transaction volumes. - Develop and implement scalable partnership programs that directly impact business growth. - Track partner performance metrics and proactively identify opportunities for growth, retention, and upsell. - Collaborate with internal teams (Sales, Marketing, Product, and Operations) to tailor value propositions, campaigns, and co-marketing efforts. - Represent Razorpay at relevant industry events, conferences, and partner forums to increase visibility and build networks. - Stay updated on industry trends, competitor landscape, and new business models that can influence our partner strategy. - Travel domestically up to 50% to meet partners and attend strategic events. ### **Mandatory Qualifications:** - Minimum 4 years of experience in **enterprise partnerships**, B2B sales, or strategic alliances, preferably in payments, fintech, SaaS, or banking tech. - Strong understanding of the partner ecosystem, consultants, resellers and aggregators. - Demonstrated success in building and scaling strategic partnerships with a clear ROI. - Strong communication, negotiation, and stakeholder management skills. - Ability to work independently in a fast-paced, evolving environment. - Strong analytical mindset and structured problem-solving approach. - Willingness to travel extensively across India for partner meetings and events. 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. Follow us on [LinkedIn](https://www.linkedin.com/company/razorpay/mycompany/) & [Twitter](https://twitter.com/Razorpay)