Associate Manager, NIT Sales
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 — 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 seamless checkouts to payroll automation, across India, Singapore, and Malaysia, we’ve been engineering a fintech ecosystem that’s redefining how money moves across Asia — and we’re just getting started.
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.
The Role
We are looking for a motivated, articulate, and result-oriented Manager to join our Enterprise
Sales team. The role involves owning the end-to-end sales cycle for Payment Gateway,
Payouts, and Cross-border solutions, working closely with customers to understand their
business needs and ensure a smooth and successful sales process.
Key Roles and Responsibilities
● Own the end-to-end enterprise sales cycle, from prospecting and qualification to negotiationand closure.
● Understand client requirements and propose suitable solutions using Razorpay’s Payment Gateway, Payouts, and Cross-border products and services.
● Drive new logo acquisition and actively identify new revenue opportunities across enterprise accounts.
● B uild, maintain, and forecast a healthy sales pipeline to consistently achieve quarterly and annual business targets.
● Develop a deep understanding of the payments and fintech ecosystem, including market trends, customer demands, and competitive landscape.
● Understand client business use cases, industry context, transaction volumes, and technical requirements to position the right offering.
● Lead product demos, workshops, and solutioning sessions in collaboration with Product, Engineering, and Finance teams.
● Ensure strong conversion rates through effective consultative selling, negotiation, and objection handling, especially against competitors.
● Identify and execute cross-sell and up-sell opportunities as customer needs evolve.
● Use CRM and sales tools effectively to drive efficiency, reporting, and visibility.
● Develop and execute account plans across multiple stakeholders and business units within complex enterprise organizations.
● Present insights, pipeline updates, and forecasts to senior management when required.
● Align closely with team and organizational objectives at all times.
Mandatory Qualifications
● 4–5+ years of experience in B2B / SaaS / technology sales, preferably in payments or fintech.
● Proven experience in quota-carrying field sales with a strong track record of consistent performance.
● Experience selling technical or API-driven products and the ability to understand complex requirements and craft multi-product solutions.
● Strong communication skills—both written and verbal—with excellent presentation capabilities.
● Ability to engage and influence multiple stakeholders, including senior leadership.
● Prior experience in a high-growth startup environment is a plus.
● Highly self-motivated, result-oriented, and resilient in a competitive sales environment.
● Strong interpersonal skills with the ability to build long-term customer relationships.
● Hands-on experience using CRM and sales productivity tools.