Territory Manager, Bank Retail & Direct Enterprise Sales
Razorpay Software Private Limited
Kolkata
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.
Role Summary
The Territory Sales Manager (TSM) / Senior Territory Sales Manager (Sr. TSM) will be responsible for driving merchant acquisition and revenue growth across the assigned territory. The role involves managing relationships with Retail merchants, Enterprise customers, Aggregators, and Banking partners while ensuring seamless onboarding, deployment, and portfolio management of Razorpay's Offline Payment Solutions.
The incumbent will focus on new business acquisition (Hunting) and relationship management & portfolio growth (Farming), while collaborating closely with internal cross-functional teams to deliver an exceptional merchant experience.
Key Responsibilities
Business Development
- Drive sales of Razorpay Offline Payment Solutions across the assigned territory.
- Achieve monthly, quarterly, and annual sales and deployment targets.
- Identify and acquire new merchants across Retail, SME, Mid-Market, and Enterprise segments.
- Build a strong pipeline through field sales, referrals, banking channels, and partner networks.Generate consistent business opportunities through market mapping and prospecting.
Merchant Acquisition & Onboarding
- Acquire new merchants for Razorpay POS, Soundbox (SB), and Payment Gateway (PG), wherever applicable.
- Manage the complete sales cycle from lead generation to onboarding and activation.
- Ensure timely documentation, KYC completion, installation, and merchant activation.
- Coordinate internally to ensure smooth merchant onboarding and faster turnaround times.
Relationship & Portfolio Management
- Manage the assigned merchant portfolio and ensure high merchant engagement.
- Build strong long-term relationships with existing merchants.
- Drive cross-sell and upsell opportunities across Razorpay's payment solutions.
- Improve merchant retention and transaction growth within the portfolio.
- Conduct periodic merchant visits and business reviews.
Banking Relationship Management
- Develop and maintain strong working relationships with partner bank branches and sales teams.
- Generate quality merchant referrals through banking partnerships.
- Conduct joint customer meetings and business development initiatives with bank stakeholders.
- Ensure effective engagement with banking partners to maximize business opportunities.
Aggregator & Enterprise Business
- Build relationships with aggregators, franchise networks, and enterprise customers.
- Identify opportunities to onboard key enterprise accounts within the territory.
- Coordinate with internal enterprise and solution teams to ensure successful implementation.
Cross-Functional Coordination
- Work closely with Operations, Product, Risk, Finance, Customer Success, and Installation teams.
- Ensure timely merchant onboarding, deployment, and issue resolution.
- Escalate and resolve merchant concerns to maintain a superior customer experience.
- Provide market feedback to internal teams for continuous product improvement.
Market Development
- Track competitor activities, pricing, and market trends.
- Identify new business opportunities and emerging market segments.
- Execute local sales campaigns and merchant engagement activities.
- Increase Razorpay's visibility and market share within the assigned territory.
Desired Candidate Profile
- 3-5 years of experience in Merchant Acquiring, FinTech, Banking, Payment Solutions, POS Sales, or Financial Services.
- Proven experience in field sales and merchant acquisition.
- Strong exposure to Retail, SME, Enterprise, Aggregator, and Banking channels.
- Good understanding of POS acquiring, Soundbox, QR, and Payment Gateway solutions.
- Excellent relationship management, negotiation, and communication skills.
- Strong ownership mindset with the ability to work independently in a target-driven environment.
- Willingness to travel extensively within the assigned territory.
Preferred Industry Experience
- Merchant Acquiring
- FinTech
- Banking
- Digital Payments
- POS Sales
- Payment Gateway
- Retail Sales
- Enterprise Sales
Key Performance Indicators (KPIs)
- Merchant Acquisitions
- POS Deployments
- Soundbox Deployments
- Banking-Sourced Business
- Enterprise & Aggregator Acquisitions
- Active Merchant Base
- Portfolio Growth
- Merchant Retention
- Cross-sell & Upsell Revenue
- Sales Target Achievement
- Customer Satisfaction & Service Levels
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