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Razorpay Ads is building a commerce media and audience intelligence business powered by Razorpay's transaction ecosystem. This Manager, Enterprise Partnership role is responsible for building and scaling relationships with leading media agencies, digital agencies, agency trading teams, and their advertiser portfolios.
You will own agency relationships, develop advertiser pipelines within agency portfolios, unlock briefs and budgets, and build a repeatable agency-led revenue engine for Razorpay Ads. This is a high-ownership role at the intersection of advertising, data, commerce, and fintech.
Key responsibilities include:
**Agency Relationship & Business Development:** Build and own strategic relationships across leading agency networks, independent agencies and digital/performance agencies. Develop strong relationships with senior stakeholders across agency leadership, investment, planning, strategy, digital, performance and account management teams. Establish Razorpay Ads as a preferred partner for data-led, commerce-media and performance advertising solutions. Create agency-level account plans covering priority agencies, key stakeholders, advertiser portfolios, opportunities and revenue potential. Drive regular agency engagements, capability sessions, workshops and joint client conversations.
**Advertiser & Revenue Development:** Identify high-potential advertisers within agency portfolios and build a structured pipeline of briefs and opportunities. Work with agency teams to understand advertiser objectives, media plans, campaign challenges and investment priorities. Convert agency relationships into active advertisers, repeat advertisers and scalable revenue opportunities. Own the sales cycle from prospecting and solutioning through proposal, commercial negotiation, campaign closure and renewal. Drive penetration across priority categories including BFSI, fintech, D2C, e-commerce, travel, consumer internet, auto and other digitally intensive categories. Build quarterly and annual agency revenue plans and maintain strong visibility on pipeline, closures and forecasts.
**Consultative & Solution Selling:** Translate advertiser and agency briefs into solutions using Razorpay Ads' media, audience and data capabilities. Position Razorpay's transaction-led audience intelligence as a differentiated alternative or complement to conventional digital targeting signals. Develop solutions spanning audience intelligence, transaction-led targeting, onsite/offsite media, performance campaigns, brand campaigns and measurement. Build compelling narratives and proposals that connect Razorpay's capabilities to measurable advertiser outcomes. Partner with agencies to create customized solutions rather than relying on standardized inventory-led selling.
**Agency GTM:** Build a structured GTM strategy for priority agency groups and their advertiser portfolios. Map agency stakeholders, key accounts, upcoming pitches, annual planning cycles and seasonal/festive opportunities. Identify opportunities for agency-level partnerships, preferred partner programs, joint pitches and advertiser workshops. Develop repeatable playbooks for converting agency relationships into briefs, campaigns and recurring advertiser investments. Represent Razorpay Ads at relevant agency forums, industry conversations and advertiser engagements.
**Campaign Success & Account Growth:** Partner closely with Campaign Management, Product and Operations teams to ensure campaigns deliver against advertiser objectives. Stay engaged beyond campaign closure to ensure strong advertiser and agency experience. Use campaign results and insights to drive renewals, upsells and larger annual commitments. Identify opportunities to expand successful campaigns across brands, categories and agency teams. Build case studies and proof points that can accelerate adoption across the wider agency ecosystem.
**Market Intelligence & Product Feedback:** Maintain a strong understanding of the Indian digital advertising ecosystem, agency structures, advertiser budgets and emerging media trends. Track competitive offerings across ad networks, commerce media, retail media, audience platforms and large digital publishers. Bring structured agency and advertiser feedback to Product, Strategy and Campaign teams. Help shape Razorpay Ads' positioning, packaging, pricing and product roadmap based on market demand.
Success will be measured through agency penetration, number of active advertisers, quality of advertisers acquired, advertiser retention, pipeline creation, revenue achievement, and ability to convert transactional relationships into long-term strategic partnerships.
**Requirements:**
- 5–8 years of experience in agency sales, digital advertising, media sales, adtech, commerce media, publisher sales or related businesses
- Strong existing relationships across media agencies, digital agencies and/or performance agencies in India
- Demonstrated experience selling digital advertising solutions through agencies and influencing advertiser budgets
- Strong understanding of the digital advertising ecosystem including Meta, Google, programmatic, publisher media, performance marketing and brand advertising
- Ability to engage comfortably with stakeholders ranging from agency planners and account leads to Business Heads, Managing Partners and CXOs
- Strong consultative selling and solutioning capabilities — able to start with a client problem rather than an inventory proposition
- Strong commercial orientation with experience owning pipelines, negotiations and revenue targets
- Good understanding of advertising metrics including CPM, CPC, CTR, CPL, CPA, ROAS, reach, frequency and brand/measurement metrics
- Ability to interpret campaign performance and convert results into a compelling growth narrative
- Strong presentation, communication and negotiation skills
- High ownership, bias for action and comfort operating in an early-stage business where GTM playbooks are still being built
**Strong Plus:**
- Experience working at an ad network, large digital publisher, commerce/retail media network, DSP, adtech platform or agency partnership function
- Existing relationships across leading agency networks and independent digital agencies
- Experience selling to BFSI, fintech, D2C, e-commerce or consumer internet advertisers
- Experience selling both performance and branding solutions
- Exposure to first-party data, audience intelligence, CDPs, clean rooms, retail/commerce media or transaction-led advertising
- Experience building a new agency channel or GTM motion from an early stage
