Manager Enterprise Business

About the RoleAs 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.