Razorpay—Manager, Enterprise Partnership

Job description

Description: 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. About the Role Razorpay Ads is building a commerce media and audience intelligence business powered by Razorpay’s transaction ecosystem. We are looking for a Manager, Enterprise Partnership to build and scale our relationships with leading media agencies, digital agencies, agency trading teams, and their advertiser portfolios. This is a high-ownership role at the intersection of advertising, data, commerce, and fintech. You will be responsible for making Razorpay Ads a strategic partner for agencies — helping them leverage Razorpay’s audience intelligence and media capabilities to solve advertiser objectives across performance, customer acquisition, brand building, audience targeting and measurement. The role goes beyond selling individual campaigns. You will own agency relationships, develop advertiser pipelines within agency portfolios, unlock briefs and budgets, and build a repeatable agency-led revenue engine for Razorpay Ads. What You’ll Own Agency Relationship & Business Development - Build and own strategic relationships across leading agency networks, independent agencies and digital/performance agencies. - Develop strong relationships with senior stakeholders across agency leadership, investment, planning, strategy, digital, performance and account management teams. - Establish Razorpay Ads as a preferred partner for data-led, commerce-media and performance advertising solutions. - Create agency-level account plans covering priority agencies, key stakeholders, advertiser portfolios, opportunities and revenue potential. - Drive regular agency engagements, capability sessions, workshops and joint client conversations. Advertiser & Revenue Development - Identify high-potential advertisers within agency portfolios and build a structured pipeline of briefs and opportunities. - Work with agency teams to understand advertiser objectives, media plans, campaign challenges and investment priorities. - Convert agency relationships into active advertisers, repeat advertisers and scalable revenue opportunities. - Own the sales cycle from prospecting and solutioning through proposal, commercial negotiation, campaign closure and renewal. - Drive penetration across priority categories including BFSI, fintech, D2C, e-commerce, travel, consumer internet, auto and other digitally intensive categories. - Build quarterly and annual agency revenue plans and maintain strong visibility on pipeline, closures and forecasts. Consultative & Solution Selling - Translate advertiser and agency briefs into solutions using Razorpay Ads’ media, audience and data capabilities. - Position Razorpay’s transaction-led audience intelligence as a differentiated alternative or complement to conventional digital targeting signals. - Develop solutions spanning audience intelligence, transaction-led targeting, onsite/offsite media, performance campaigns, brand campaigns and measurement. - Build compelling narratives and proposals that connect Razorpay’s capabilities to measurable advertiser outcomes. - Partner with agencies to create customized solutions rather than relying on standardized inventory-led selling. Agency GTM - Build a structured GTM strategy for priority agency groups and their advertiser portfolios. - Map agency stakeholders, key accounts, upcoming pitches, annual planning cycles and seasonal/festive opportunities. - Identify opportunities for agency-level partnerships, preferred partner programs, joint pitches and advertiser workshops. - Develop repeatable playbooks for converting agency relationships into briefs, campaigns and recurring advertiser investments. - Represent Razorpay Ads at relevant agency forums, industry conversations and advertiser engagements. Campaign Success & Account Growth - Partner closely with Campaign Management, Product and Operations teams to ensure campaigns deliver against advertiser objectives. - Stay engaged beyond campaign closure to ensure strong advertiser and agency experience. - Use campaign results and insights to drive renewals, upsells and larger annual commitments. - Identify opportunities to expand successful campaigns across brands, categories and agency teams. - Build case studies and proof points that can accelerate adoption across the wider agency ecosystem. Market Intelligence & Product Feedback - Maintain a strong understanding of the Indian digital advertising ecosystem, agency structures, advertiser budgets and emerging media trends. - Track competitive offerings across ad networks, commerce media, retail media, audience platforms and large digital publishers. - Bring structured agency and advertiser feedback to Product, Strategy and Campaign teams. - Help shape Razorpay Ads’ positioning, packaging, pricing and product roadmap based on market demand. What Success Looks Like Success in this role will be measured primarily through: Agency penetration: Depth and quality of relationships across priority agencies and senior agency stakeholders. Active advertisers: Number of advertisers activated through the agency ecosystem. Quality advertisers: Ability to acquire strategic advertisers with meaningful and scalable budget potential. Advertiser retention: Repeat campaigns and continued investment from activated advertisers. Pipeline creation: Strength and quality of advertiser briefs and qualified opportunities generated through agencies. Revenue: Achievement of quarterly and annual revenue objectives. Strategic relationships: Ability to convert transactional agency relationships into long-term partnerships. What We’re Looking For - 5–8 years of experience in agency sales, digital advertising, media sales, adtech, commerce media, publisher sales or related businesses. - Strong existing relationships across media agencies, digital agencies and/or performance agencies in India. - Demonstrated experience selling digital advertising solutions through agencies and influencing advertiser budgets. - Strong understanding of the digital advertising ecosystem including Meta, Google, programmatic, publisher media, performance marketing and brand advertising. - Ability to engage comfortably with stakeholders ranging from agency planners and account leads to Business Heads, Managing Partners and CXOs. - Strong consultative selling and solutioning capabilities — able to start with a client problem rather than an inventory proposition. - Strong commercial orientation with experience owning pipelines, negotiations and revenue targets. - Good understanding of advertising metrics including CPM, CPC, CTR, CPL, CPA, ROAS, reach, frequency and brand/measurement metrics. - Ability to interpret campaign performance and convert results into a compelling growth narrative. - Strong presentation, communication and negotiation skills. - High ownership, bias for action and comfort operating in an early-stage business where GTM playbooks are still being built. Strong Plus - Experience working at an ad network, large digital publisher, commerce/retail media network, DSP, adtech platform or agency partnership function. - Existing relationships across leading agency networks and independent digital agencies. - Experience selling to BFSI, fintech, D2C, e-commerce or consumer internet advertisers. - Experience selling both performance and branding solutions. - Exposure to first-party data, audience intelligence, CDPs, clean rooms, retail/commerce media or transaction-led advertising. - Experience building a new agency channel or GTM motion from an early stage. The Person We’d Like to Hire We are looking for someone who is well-networked but not dependent on their network; commercially aggressive but consultative in approach; comfortable selling what exists today while helping shape what needs to be built tomorrow. The ideal candidate understands how agencies operate, knows how budgets and briefs move through the ecosystem, can open senior-level conversations, and has the persistence and strategic thinking required to turn those relationships into a sustainable revenue engine for Razorpay Ads. 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