Senior Manager, Strategic Accounts

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.

1. About Razorpay

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 Razorpay has grown into a fintech powerhouse driving Indias digital payment 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 Razorpay has been engineering a fintech ecosystem that is redefining how money moves across processes $180 billion in annualized transactions and powers leading businesses such as Airbnb Facebook WhatsApp Airtel CRED BookMyShow Zomato Swiggy Lenskart Mirae Asset Capital Markets Indian Oil the National Pension Scheme and over 100 of Indias unicorns.

2. The Role

The Associate Director Strategic Accounts exists to govern sustain and exponentially grow relationships with Razorpays highest-revenue enterprise clients. This role solves the critical business problem of maximizing lifetime value and retention among top-tier accounts while scaling the strategic account management function. Positioned as a senior business leader and people manager you will own the overarching portfolio strategy mentor a team of high-performing Key Account Managers and act as an executive sponsor to align complex client needs with Razorpays evolving financial infrastructure.

3. Roles & Responsibilities

• Drive Portfolio Strategy & Revenue: Own the overarching growth strategy for Razorpays top-tier strategic accounts consistently exceeding portfolio quotas through aggressive cross-selling and up-selling of the full product suite.
• Team Leadership & Mentorship: Lead coach and scale a high-performing team of strategic account managers fostering a culture of ownership high performance and customer-centricity.
• Executive Stakeholder Management: Act as the executive sponsor for key clients orchestrating CXO-level business reviews and building deep long-lasting strategic partnerships.
• Cross-Functional Orchestration: Collaborate extensively with senior leadership across Product Engineering and Operations to champion custom financial solutions and ensure seamless delivery of complex client integrations.
• Escalation & SLA Governance: Serve as the ultimate escalation authority for critical client concerns driving rapid resolution ensuring strict adherence to Service Level Agreements (SLAs) and maintaining world-class client satisfaction scores.
• Data-Driven Account Optimization: Leverage market intelligence CRM data repositories and team performance metrics to proactively identify risks optimize the account management lifecycle and refine go-to-market strategies.

4. Mandatory Qualifications

Skills

• Exceptional executive presence with advanced interpersonal stakeholder influence and complex commercial negotiation skills.
• Deep strategic and analytical mindset with a strong understanding of B2B payment ecosystems API integrations and enterprise operational models.
• Proven ability to lead mentor and inspire a senior quota-carrying sales or account management team.

Experience

• 1014 years of relevant experience in Key Account Management Enterprise Sales or Strategic Partnerships within the B2B SaaS or Fintech space.
• 3 years of proven people leadership experience managing teams that handle high-value enterprise-scale portfolios.

Tools

• Advanced proficiency in CRM platforms (e.g. Salesforce) for pipeline forecasting team performance tracking and maintaining data repositories.
• Strong command of data analytics and presentation software for executive reporting.

AI & Digital Competency

• Demonstrated strategic ability to drive the adoption of AI-driven sales intelligence and relationship management tools across the team to optimize pipeline forecasting personalize enterprise outreach and significantly enhance overarching operational efficiency.

(Note: In accordance with the AI Assistants authorized role-scaling guidelines this JD was scaled up to the Associate Director level based on the core charter of the provided Senior Manager - Strategic Accounts source document.)