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Razorpay, India's leading full-stack fintech company, is seeking an Analyst for Banking Alliances to drive Payment Gateway (PG) business growth across strategic high-potential locations, with primary focus on Chennai. The role combines sales, business development, and relationship management across merchants, banks, and government institutions.
You will own end-to-end sales of PG solutions to merchants, enterprises, and institutions in your assigned location, identifying and closing high-value deals across retail, education, healthcare, and government sectors. You'll drive both new account acquisition and revenue growth from existing partnerships, pitching tailored PG products including payment links, UPI, cards, EMI, and BNPL solutions based on merchant needs.
A critical part of the role involves building and maintaining strong relationships with regional and cooperative banks, NBFCs, and nodal banking partners. You will lead commercial negotiations on MDR, settlement cycles, credit limits, and partnership terms, coordinate with bank partners for faster onboarding and issue resolution, and stay current on RBI guidelines and compliance requirements affecting PG operations.
You will also develop relationships with state and local government bodies, PSUs, and municipalities to drive PG adoption in public services. This includes identifying opportunities in government collections—utility payments, tax portals, welfare disbursements, and e-governance projects—and representing the company in government tenders, RFPs, and empanelment processes.
Additionally, you will lead pricing discussions and commercial structuring for large strategic deals, collaborate with internal product, risk, and finance teams to create customized proposals, and track competitor activity and market trends. Regular pipeline reporting, forecasting, and market insights to regional leadership are expected, along with representing ground-level feedback to product teams for localization and improvements.
Razorpay processes $180+ billion in annualized transactions and powers leading businesses including Airbnb, Facebook, WhatsApp, Airtel, CRED, BookmyShow, Zomato, Swiggy, and over 100 Indian unicorns. The company is backed by global investors including GIC, Peak XV Partners, Tiger Global, Ribbit Capital, and Salesforce Ventures, having raised over $740 million.
**Requirements:**
- 4–8 years of experience in Payment Gateway, Fintech, or Banking sales
- Deep understanding of PG infrastructure: acquiring banks, payment networks, settlement flows, risk, and 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 consultative sales approach
- Excellent communication, relationship management, and stakeholder influence skills
**Good to Have:**
- Prior experience working in or extensively covering assigned strategic locations (Chandigarh, Lucknow, Chennai, Hyderabad, or Kolkata)
- Existing network of merchants, bank officials, or government contacts in these regions
- Familiarity with RBI payment regulations, PCI-DSS, and digital payment policies
- Understanding of GST, e-invoicing, or government payment use cases
