Senior Manager - Strategic Accounts

Associate Director, Strategic Accounts

1. About Razorpay

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 — Razorpay has 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 seamless checkouts to payroll automation, across India, Singapore, and Malaysia, Razorpay has been engineering a fintech ecosystem that is redefining how money moves across Asia.Razorpay processes $180+ billion in annualized transactions and powers leading businesses such as Airbnb, Facebook, WhatsApp, Airtel, CRED, BookMyShow, Zomato, Swiggy, Lenskart, Mirae Asset Capital Markets, Indian Oil, the National Pension Scheme, and over 100 of India’s unicorns.

2. The Role

The Associate Director, Strategic Accounts exists to govern, sustain, and exponentially grow relationships with Razorpay’s highest-revenue enterprise clients. This role solves the critical business problem of maximizing lifetime value and retention among top-tier accounts while scaling the strategic account management function. Positioned as a senior business leader and people manager, you will own the overarching portfolio strategy, mentor a team of high-performing Key Account Managers, and act as an executive sponsor to align complex client needs with Razorpay’s evolving financial infrastructure.

3. Roles & Responsibilities

• Drive Portfolio Strategy & Revenue: Own the overarching growth strategy for Razorpay's top-tier strategic accounts, consistently exceeding portfolio quotas through aggressive cross-selling and up-selling of the full product suite.
• Team Leadership & Mentorship: Lead, coach, and scale a high-performing team of strategic account managers, fostering a culture of ownership, high performance, and customer-centricity.
• Executive Stakeholder Management: Act as the executive sponsor for key clients, orchestrating CXO-level business reviews and building deep, long-lasting strategic partnerships.
• Cross-Functional Orchestration: Collaborate extensively with senior leadership across Product, Engineering, and Operations to champion custom financial solutions and ensure seamless delivery of complex client integrations.
• Escalation & SLA Governance: Serve as the ultimate escalation authority for critical client concerns, driving rapid resolution, ensuring strict adherence to Service Level Agreements (SLAs), and maintaining world-class client satisfaction scores.
• Data-Driven Account Optimization: Leverage market intelligence, CRM data repositories, and team performance metrics to proactively identify risks, optimize the account management lifecycle, and refine go-to-market strategies.

4. Mandatory Qualifications

Skills

• Exceptional executive presence with advanced interpersonal, stakeholder influence, and complex commercial negotiation skills.
• Deep strategic and analytical mindset with a strong understanding of B2B payment ecosystems, API integrations, and enterprise operational models.
• Proven ability to lead, mentor, and inspire a senior, quota-carrying sales or account management team.

Experience

• 10–14 years of relevant experience in Key Account Management, Enterprise Sales, or Strategic Partnerships within the B2B, SaaS, or Fintech space.
• 3+ years of proven people leadership experience managing teams that handle high-value, enterprise-scale portfolios.

Tools

• Advanced proficiency in CRM platforms (e.g., Salesforce) for pipeline forecasting, team performance tracking, and maintaining data repositories.
• Strong command of data analytics and presentation software for executive reporting.

AI & Digital Competency

• Demonstrated strategic ability to drive the adoption of AI-driven sales intelligence and relationship management tools across the team to optimize pipeline forecasting, personalize enterprise outreach, and significantly enhance overarching operational efficiency.

(Note: In accordance with the AI Assistant's authorized role-scaling guidelines, this JD was scaled up to the Associate Director level based on the core charter of the provided "Senior Manager - Strategic Accounts" source document.)

Experience Level

Mid Level