Manager Enterprise Business

About the Role

As Manager – Enterprise Farming (Emerging Business), you will spearhead initiatives to grow and retain existing enterprise and large-merchant accounts within the Emerging Business vertical. Your focus will be on deepening relationships with current customers rather than new acquisition (“farming” vs. “hunting”). You will identify upsell and cross-sell opportunities, design account growth plans, drive expansion, and ensure customer satisfaction.

This role requires a strong understanding of enterprise payments, customer lifecycle management, and collaboration with cross-functional teams—including Product, Operations, Partnerships, and Marketing—to deliver exceptional value and achieve revenue targets.

Key Responsibilities

• Manage and grow relationships with existing enterprise and emerging business customers in the payments ecosystem.
• Own account plans for key customers, including segmentation, usage analytics, growth potential, and revenue forecasting.
• Identify and execute upsell/cross-sell opportunities (e.g., new product modules, premium offerings, new geographies, or verticals).
• Build and maintain a robust expansion pipeline: track opportunities, forecast accurately, and collaborate with internal stakeholders.
• Ensure customer satisfaction and retention by acting as the primary point of contact for strategic accounts.
• Partner with clients to uncover new payment use-cases, understand their evolving business needs, and tailor Cashfree’s solutions accordingly.
• Standardize and implement best practices in account management, retention, and customer engagement.
• Monitor industry and competitor trends to inform and refine farming strategies.
• Coordinate closely with cross-functional teams (Product, Operations, Finance, Legal) to ensure seamless onboarding and product adoption.
• Drive revenue growth targets across your account portfolio — including YoY growth, ARPA (Average Revenue Per Account) uplift, and churn reduction.
• Conduct and present regular business reviews (quarterly/annual) with key customers and internal leadership.
• Mentor and guide junior team members on account management practices (if applicable).

Required Skills & Experience

• Experience: 5–9 years of relevant experience in account management, relationship management, or customer success within Fintech, Payments.
• Proven experience managing enterprise or large merchant accounts, demonstrating measurable revenue growth and retention.
• Strong understanding of the payments industry — including payment gateways, merchant acquiring, payouts, and enterprise payment solutions.
• Ability to understand and communicate effectively with merchants, platforms, and fintech ecosystem partners.
• Excellent interpersonal and stakeholder management skills — adept at building relationships with senior decision-makers.
• Strong product and business acumen — capable of positioning payment solutions to meet client needs strategically.
• Analytical mindset with the ability to interpret data, forecast revenue, and identify insights for account expansion.
• Excellent communication and presentation skills (both written and verbal).
• Highly organized and self-driven, with the ability to manage multiple accounts and priorities simultaneously.
• Comfortable working in a fast-paced, growth-oriented fintech environment.

Good to have:

• Prior experience in payment gateway sales or enterprise merchant management.
• Experience in a fintech startup or scale-up environment.
• Exposure to new business verticals or regional expansion initiatives.
• Experience with cross-selling payment value-added services (e.g., fraud prevention, analytics, banking integrations).
• Understanding of India’s payment regulatory landscape.
• MBA or equivalent business qualification.