Manager, Banking Alliances (Loyalty)

Job description

The Role: Hunt & Close (primary focus) • Identify, prospect, and open conversations with banks, NBFCs, and fintechs to sell Razorpay's loyalty, co-brand card, gift card, and ads/media network (RMN) propositions. • Build and pitch commercial proposals, BRDs, and CVP decks tailored to a bank's card portfolio, customer segments, and P&L goals. • Drive the full sales cycle — prospecting, pitching, commercial negotiation, contracting, and closure — for new bank partnerships and program launches. • Identify upsell and cross-sell opportunities within existing bank relationships (e.g., adding new benefit categories, Audience Intelligence, Ads/Media Network, or new card variants). • Own target sourcing lists and outreach cadence across banks, fintechs, and loyalty players Deal & Relationship Management • Serve as the senior Razorpay point of contact for assigned bank partners through the deal lifecycle, from first pitch to commercial go-live. • Negotiate commercial terms, pricing, and contractual scope in coordination with Legal, Finance, and Product. • Coordinate internally with Product, Engineering, Compliance, and Finance to convert a signed deal into a live, revenue-generating program. Farming (light-touch, ~10%) • Provide senior oversight on select escalations or renewal conversations where a commercial decision is required; day-to-day servicing, MIS, and reconciliation stay with Operations. What We're Looking For • 5–8 years of experience in BFSI sales, bank/NBFC partnerships, card network alliances, or fintech business development, with a demonstrable track record of hunting and closing new B2B/B2B2C deals with banks or financial institutions. • Strong commercial acumen — comfortable building P&Ls, pricing models, and business cases to pitch to bank stakeholders. • Prior exposure to loyalty/rewards, co-brand cards, gift cards, payments, or banking ecosystems is strongly preferred. • Excellent stakeholder management and negotiation skills — able to operate confidently with senior bank decision-makers (VP/AVP and above). • Comfortable working cross-functionally with Product, Legal, Finance, and Engineering to take a deal from pitch to go-live. • Self-starter with a bias for outbound hunting activity, not just responding to inbound demand. Why Join • Own a high-visibility, revenue-generating mandate at the intersection of banking, payments, and loyalty. • Work directly with marquee banking partners on flagship programs. • Clear path to Senior Manager / Associate Director for strong performers.