Senior Manager, Strategic Accounts at Razorpay… · Bengaluru

Razorpay is one of India’s 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 - we’ve since grown into a fintech powerhouse driving India’s 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 efficient. In 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 that’s redefining how money moves across Asia. Today, that ecosystem supports everyone from early-stage startups to some of India’s 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 India’s 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 you’re curious, you’ll 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,  you’ll 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 India’s 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 India’s 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, Razorpay has been engineering a fintech ecosystem that is redefining how money moves across Asia.Razorpay 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 India’s unicorns. 2. The Role The Associate Director, Strategic Accounts exists to govern, sustain, and exponentially grow relationships with Razorpay’s 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 Razorpay’s evolving financial infrastructure. 3. Roles & Responsibilities Drive Portfolio Strategy & Revenue: Own the overarching growth strategy for Razorpay's 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 10–14 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 Assistant's 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.) Razorpay believes in and follows an equal employment opportunity policy that doesn't discriminate on gender, religion, sexual orientation, colour, nationality, age, etc. We welcome interests and applications from all groups and communities across the globe. Follow us on LinkedIn & Twitter