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Sales Lead, Enterprise Business, Payment Gateway

2 months ago

bangalore, India PhonePe Full time

Payments in the Online Merchants Business

The PhonePe payment solution for merchants & consumers is historically known to be a multi-instrument payments container and enables key merchants across various industry segments in the ecosystem to accept payments digitally from their consumers.

Our vision is to scale the merchants payments business by being the most reliable and easiest to implement payments solutions platform for merchants. The PG ecosystem has significantly evolved over the last few years from a plain vanilla heavy implementation to a UI driven, simple integration of a suite of products that allow merchants to not just accept payments but handle almost all of their money movement needs. The endeavor is to provide the best-in-class PG and merchant experience in the context of digital payments and develop deep partnerships with the merchants in driving various business priorities.


About The Role

A person in this role would be responsible for expanding PhonePe’s PG payments footprint in the Online Merchants ecosystem. This is a senior leadership role and one would have to own end-to-end accountability for building PhonePe B2B PG i.e., Payment Gateway’s acceptance and growth network across a set of key enterprise merchant categories operating in the country.

The PhonePe B2B payments suite facilitates payments processing for all modes of payments across all use cases in the online space and there is a big merchant acceptance network. With fast growing business categories in the online space, it is imperative to drive sustainable growth and differentiation and this role would be responsible for accomplishment of this objective. This role would be responsible for acquiring key merchants to grow PhonePe's Online payments, and driving E2E P&L ownership & delivery responsibilities.


Key Responsibilities

  • Identification of key stakeholders on the merchant’s side for the identified set of enterprises.
  • Develop an understanding of the prospective merchant’s business environment and prepare merchant specific contextual/ relevant pitches. This would need one to be good with data/ understanding of businesses in the Indian context and basis this one should be able to outline the value which PhonePe can add to this business.
  • Pitch PhonePe solutions along with the overall business proposition to the key stakeholders. This would need one to be comfortable with having multiple discussions with CXO’s/ Senior Management on the merchant’s side.
  • Be accountable for all business metrics of the category along with all key inputs which would drive the business.
  • Be responsible for growth and development initiatives across all merchant segments and for drawing out the consumer and merchant adoption plan and work with various stakeholders to operationalize the plans.
  • Have to understand the category's dynamics and build out a solutions roadmap for the category basis the same.
  • Have a strong product/ solutioning orientation and ability to work with internal product and engineering teams to accomplish this objective.
  • Work out the commercial terms of the partnership with the merchant. This would need one to be good with numbers and negotiating capabilities.
  • Work with the PhonePe and Merchant legal teams to finalize the partnership agreements. This would need one to understand PhonePe and the Merchant’s business end-to-end and identify all relevant elements to be covered under the partnership agreement.
  • Work with the Bizfin team and different functional teams on the merchant’s side to finalize the longer-term business plans and model of engagement between the PhonePe teams and the Merchant’s teams.
  • Develop a holistic understanding of the overall digital payments landscape in the country/developments/opportunities and help adapt PhonePe’s go-to-market plans in the enterprise business segment accordingly.
  • Lead a team to drive business goals and objectives effectively.
  • P&L Ownership:
  • Responsible for account's top-line and revenues
  • Annual & Monthly BD pipeline & go-lives planning


If you:

  • Have a passion for Business development and Sales
  • Have a relevant experience in payments and the PG space
  • Have a relevant experience in the merchant industry
  • Have team leadership & management experience
  • Experience in handling/ generating/ growing revenue & profits for the organization
  • Want to create an impact in one of the most dynamic business environments
  • Find meeting new people and forging lasting relationships exciting
  • Are comfortable working with multiple functions and stakeholders-CXO’s/Senior Management/Legal Teams/Commercial Teams/Tech Teams on both the Merchant’s side as well as on PhonePe’s side
  • Solutioning mindset. Should be able to work with Product & Tech teams seamlessly
  • The candidate should be comfortable with all aspects of planning, budgeting, tracking and optimization of costs

This is the role for you


Ideal Candidate

  • Minimum 8 years of overall experience, 3-4 years of relevant payments and industry experience (PG & Cards).
  • A significant part of this experience should be across E-Commerce/ F&B/ Digital Payments/ Gaming/ Edtech/ BFSI Sectors in the Sales/Business Development Domains.
  • Prior experience in the payment & the cards/ PG space and team management experience is highly preferred.
  • Strong & affluent verbal and written communication, influencing and negotiation skills. Should have the ability to close tough enterprise negotiations.
  • Strong understanding of online merchants/ industries. The candidate must be able to translate this understanding into strategies and plans for driving merchant adoption and to drive business growth on a sustained basis.
  • Relationship management needs to be a strength area. The role would involve dealing with CXO's of strategic partners and merchants in the category.
  • Solutioning mindset. Should be able to work with Product and Engineering teams seamlessly (internal and external facing both).
  • Strong multi-tasking skills to prioritize in a fast-paced and dynamic work environment.
  • Expertise in managing all aspects of a P&L. The candidate should be comfortable with all aspects of planning, budgeting, tracking and optimization of costs.
  • Strong analytical skills and data driven decision making capabilities.
  • MBA from Tier-1 Institutes would be preferred: ISB/IIMs/XLRI/SP Jain/MDI/FMS or Equivalent.