Associate Manager, Startup Hunting
Why this role
Startups are where Razorpay's next decade of growth comes from. You'll be the first person a fast-growing founder or CFO meets at Razorpay. Your job is to win them over to a full financial stack (payments, RazorpayX current accounts, corporate cards and Capital) and make sure they keep growing with us. It's a hunting role with a real number, on an AI-first go-to-market motion where agents handle research and first touches, so you spend your time on conversations that close.
Role's and Responsibilities
- New logos, end to end: find, qualify and close high-potential startups (Seed to Series C), from first outreach to activation.
- A multi-product number: quarterly targets for new accounts, payments TPV, and corporate card limit setup and spend. A closed deal has to land and get used.
- Pipeline you can defend: forecast accurately every week and know what's real, what's stuck and why.
- Founder- and CFO-grade selling: understand how a startup's money moves (collections, payouts, vendor spend, working capital) and pitch a solution built for that.
- Competitive wins: take accounts from Stripe, Cashfree, PayU and bank incumbents, and handle pricing and objections with confidence.
- Land and expand: hand over cleanly to farming and spot cross-sell (cards, Capital, payroll) from day one.
- Make the machine better: work with the AI outreach agents, marketing and product, and feed back what customers keep asking for.
Who excels here
- A hunter with proof: 4-7 years of B2B new-logo sales, beating quota, ideally selling to startups or SMBs.
- Commercially sharp: can explain a card limit or a working-capital line to a CFO without a deck.
- Speed with rigour: runs a high volume of conversations while keeping CRM data and forecasts tight.
- Ecosystem connected: sources through VCs, accelerators, founder communities and CA firms, not just cold lists.
- AI-native: already uses AI to research accounts, write outreach and prep calls.
- High ownership: treats the territory like their own business, escalates early and follows through.
- Clear communicator: crisp from a founder chat to a CFO pitch to a leadership review.
Good to have: fintech, banking or lending experience (especially cards or credit); being an early sales hire who built a playbook from scratch; a network among Bangalore founders and finance leaders.