Manager, Channel Partnership

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. The Role The Partnerships Manager exists to accelerate Razorpay's partner-driven growth, specifically focusing on XPayroll and Corporate Cards. This role solves the critical business problem of scaling top-of-funnel reach and maximizing partner-attributed revenue through direct ecosystem engagement. Operating at a strategic leadership level as a player-coach, you will own the channel revenue, build a high-performing partnerships team, and align cross-functionally to ensure Razorpay remains the definitive recommendation among CA networks, HR practitioners, and tech integrators. Roles & Responsibilities Partner Acquisition & Growth: Own outreach, onboarding, and activation of new partners (CAs, HR consultants, tech partners) while developing engagement frameworks and co-sell plays to deepen relationships and consistently exceed quarterly acquisition targets. Community & Implementation Programs: Build market credibility by designing community programs (webinars, certifications) for CA/HR networks, and onboard ERP/HRMS integrators by defining partnership tiers, SLAs, and co-delivery models. Partner Enablement & GTM: Build playbooks, pitch decks, and battle cards for XPayroll and Corporate Cards, running regular enablement sessions on product updates, compliance changes, and sales positioning. Team Management: Lead and mentor the partnerships team by setting clear KPIs, running structured reviews, and building a high-accountability culture, operating hands-on in key deals to develop team capability. Cross-functional Collaboration: Partner closely with Product, Sales, Finance, and CS to feed partner insights into the product roadmap, resolve escalations, and align on joint revenue goals. Revenue Ownership: Driving partner-attributed ARR, activation rates, and churn management, presenting regular metric reviews to leadership with clear insights and action plans. Competitive Benchmarking: Monitor competitive player structures in the partner ecosystem, continuously evolving incentive frameworks and program designs to stay ahead of the market. Mandatory Qualifications Experience: 6-12 years of proven experience in Partnerships, Channel Sales, or Alliances, preferably within the B2B SaaS, FinTech, or HRTech sectors. Demonstrated track record of owning channel revenue, consistently exceeding revenue/acquisition targets, and scaling partner networks from the ground up. Prior experience in team management, acting as a player-coach, and driving high-accountability cultures. Skills: Deep expertise in crafting joint GTM motions, co-sell plays, and scalable referral incentive frameworks. Exceptional cross-functional collaboration and stakeholder influence abilities. Strategic capability in competitive benchmarking, tiering models, and SLA definitions for software integrators. AI & Digital Competency: Practical application and judgment in leveraging AI tools for partner enablement, market intelligence, forecasting, and automating partnership lifecycle outreach. Tools: Advanced proficiency in CRM platforms (e.g., Salesforce) and Partner Relationship Management (PRM) systems. Experience utilizing data visualization and analytics tools for tracking complex P&L and channel metrics. 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