Manager- US GTM

Razorpay is one of Indias 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 weve since grown into a fintech powerhouse driving Indias 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 weve been engineering a fintech ecosystem thats redefining how money moves across Asia and were just getting started.

Today that ecosystem supports everyone from early-stage startups to some of Indias 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 Indias 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 youre curious youll 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 youll be part of a 3000 strong team building not just products but the financial infrastructure of the future.

About The Role:

Were looking for a strong operator to join as GTM & BizOps Manager for Razorpays US business

• This is a foundational 0-to-1 role critical to executing our US expansion strategy.
• The position demands an entrepreneurial operator comfortable navigating ambiguity and fast-paced environments to deliver significant impact.
• The position acts as the central hub for the US Business responsible for quickly building internal and external support to convert ambitious goals into measurable results rapidly.

Roles and Responsibilities:

• GTM Strategy & Execution: Executing the US GTM strategy finding high-potential segments and defining disruptive sales strategies to scale the business quickly.
• Experimentation & Optimization: Designing and executing high-velocity experiments to optimize the B2B GTM funnel (Inbound Outbound Partnerships Marketing).
• Problem Solving: Acting as an internal consultant to diagnose and solve critical GTM bottlenecks through cross-functional initiatives.
• Sales Focus: Driving the sales process for high-value accounts (e.g. Indian enterprises with a US presence).
• Churn Mitigation: Conducting deep-dive analysis on churn and collaborating with Product to implement strategic intervention measures to plug revenue leakage.
• Building Scalable Playbooks: Defining standardizing and scaling GTM operational playbooks for sales marketing and partnerships tailored for the US market.
• Collaboration: Driving cross-functional and cross-geographical momentum collaborating with global teams (including India) for new business launches.
• Reporting & Business Health: Owning key business health metrics developing strategic dashboards and reporting on GTM performance and churn mitigation.
• New Segments: Partnering with Operations and Product to execute GTM strategies for new high-value segments.

The role involves working with four key groups to ensure the growth of Razorpays US business:

1. Merchants (Customers): Keeping US customers front and centre to all growth plans
2. Dedicated US team members: Acting as the link/mediator between US teams (Sales Partnerships Product Engineering) US customers and the India-based Product Operations teams
3. Multiple Razorpay teams: Gaining support and momentum from teams across the organization as the US business is in its early 0-1 phase.
4. Razorpay leadership: Building and securing the necessary organizational mindshare and support from the broader leadership team to succeed in the US.

Mandatory Qualification:

• Extreme Agency & High Energy: Highly self-motivated proactive and energetic.
• High Ownership: Takes full responsibility for projects end-to-end wearing multiple hats in a lean fast-moving team.
• Execution-First Bias: Thrives on momentum values speed over perfection and is driven to get things done and achieve measurable outcomes.
• Ruthless Prioritization & Organization: Exceptional ability to prioritize and maintain organization.
• Detail-Focused: Committed to rigor in all execution.
• Ambitious: Aiming for high-ownership and outsized growth opportunities.
• Experience: 3-7 years of experience is required demonstrating a balanced background with time spent in management consulting or investment banking and in an operating role at a high-growth startup
• Communication: Sharp to-the-point and effective communication style.
• Initiative & Problem-Solving: Proactively identifies growth opportunities proposes bold ideas and helps design scalable operational systems without waiting for instruction.
• (Bonus) Tool Familiarity: Familiarity with new-age workflow automation and GTM tools or a willingness to master them quickly.

Reporting and Location:

• Reports directly to the GTM & Strategy Lead (US-based)
• This is an in-office position with working hours aligned with EST hours
• The role is based in Bangalore with an expectation of some international travel