Manager, Banking Alliances

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 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 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 thats redefining how money moves across Asia.

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.

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 Razorpays 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: 57 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 Competency

Applied 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.