Associate Manager, Government Alliances

About the Company:

Razorpay was founded by Harshil Mathur and Shashank Kumar in 2015. Razorpay is building a new-age digital banking hub (Neobank) for businesses in India. Our mission is to enable frictionless banking and payments experiences for businesses of all shapes and sizes. We started out as a B2B payments company and today, we process billions of dollars of payments for lakhs of businesses across India. We are the leading payments provider in the country and have been the first to bring to market the most major innovations in the past 6 years. Razorpay enables businesses to accept, process, and disburse payments at scale. Razorpay currently processes multi-billion USD payments on an annualized basis, touching 200Mn+ end customers through top clients like Airtel, Goibibo, Yatra, Ola, Swiggy, Zomato, Cred etc. We architect systems for the scale of not just one segment leader but 1000s put together. With more than a lakh clients, you would have definitely made a payment through Razorpay if you live in India. With the launch of RazorpayX, the company aims to become a leading provider of banking and payout products to businesses covering the gamut of current account, payroll, vendor payouts and many others. Over the past year, the company has disbursed loans worth millions of dollars in loans to thousands of businesses. The company has raised USD $700M+ in funding till date from marquee investors like GIC, Sequoia Capital, Tiger Global, Ribbit Capital, Matrix Partners and many stellar angels.

Our products:

• Payment Gateway:
  Razorpay is a full-sized payment solution that allows businesses to accept, process, and disburse payments within its product suite. The platform provides your business with access to payments via many modes such as credit card, debit card, Netbanking, UPI, and popular wallets. Companies are also able to monitor real-time data performance and insights to make informed business decisions. Read more at these places:
• RazorpayX:
  Razorpay is reimagining how businesses manage money by simplifying business banking with RazorpayX. It operates as a separate business unit with a laser-sharp focus on innovating in the Neo-Business Banking space and is currently in 0 to 1 stage. Read more at these places: , and
• Razorpay Capital:
  Razorpay Capital is a lending platform that allows MSME's to meet their cash flow challenges. Using Razorpay Capital, companies can manage financial challenges of their business through quick settlements and collateral-free

The Role:

This role will play a critical role in building and maintaining positive relationships with government officials, special banks, policymakers, and regulatory bodies to support sales initiatives and market expansion. This position focuses on understanding and navigating regulatory landscapes to facilitate business development opportunities and ensure compliance with applicable laws and regulations.

Key Roles and Responsibilities:

Strategic Planning and Business Development:

• Collaborate with sales leadership to develop strategic plans for market expansion and customer acquisition,revenue generation, taking into account regulatory considerations.
• Identify opportunities for partnerships and collaborations with government entities and regulatory bodies to facilitate sales opportunities and market entry.
• Assess regulatory risks and opportunities in target markets to inform sales strategies and investment decisions.
• Support the development of sales proposals and pitches by providing insights into regulatory environments and compliance requirements.

Government Relations:

• Cultivate and maintain relationships with government officials,trade associations, and regulatory agencies at the state and central ministry level.
• Represent the organization in meetings,industry forums to communicate sales-related priorities and address regulatory concerns.
• Coordinate responses to inquiries from government agencies and participate in regulatory consultations to ensure compliance with applicable laws and regulations.
• Experience with RFP, RFI and writing commercial proposals

Communication and Education:

• Serve as a subject matter expert in Government Sales and relative activities within the Fintech industry.
• Prepare briefing materials, updates, and other communications to educate internal stakeholders, external partners, and customers on relevant regulatory matters.
• Conduct training sessions and workshops for customers to enhance their understanding of Razorpay product offerings.
• Collaborate with marketing and communications teams to develop messaging and materials that highlight the organization's commitment to regulatory compliance and responsible sales practices.

Policy Analysis and Advocacy:

• Monitor legislative and regulatory developments relevant to sales activities within the Fintech industry.
• Analyze proposed policies and regulations to assess their potential impact on sales strategies and business operations.
• Collaborate with internal stakeholders to advocate for policies that promote market access and facilitate sales growth.

Mandatory Qualifications

• Proven experience in government sales/consulting, relationship management, regulatory compliance within the Fintech industry or related sectors.
• Deep understanding of sales processes and strategies, preferably in the financial services or technology sector.
• Knowledge of regulatory frameworks impacting sales activities, including but not limited to consumer protection, data privacy, and financial regulations.
• Excellent communication and interpersonal skills, with the ability to build relationships and influence decision-makers at all levels.
• Strategic thinking and problem-solving abilities, with a focus on driving sales growth while ensuring compliance with regulatory requirements.
• Ability to work independently, prioritize tasks, and manage multiple projects simultaneously in a fast-paced environment.