What will you be working on

• Team Leadership & Development

  • Build, lead, and mentor a team of Managers and Senior Managers across Mumbai and Delhi covering banking sales and referral partnerships.
  • Set individual and team revenue targets; track pipeline, conversion, and activation metrics with structured weekly reviews.
  • Develop team playbooks, pitch frameworks, and partnership templates that can scale as the team grows.
  • Partner with HR to recruit, onboard, and retain high-quality banking partnerships professionals.

• Strategic Bank Relationships — Direct Ownership

  • Personally own and deepen relationships with the most strategic bank partners — leading negotiation on commercial structures, MDR arrangements, and referral program economics.
  • Own end-to-end PA empanelment with priority banks: from executive engagement through legal, compliance, tech integration, and go-live.
  • Drive multi-level engagement within each partner bank — from branch managers to product heads to senior leadership.

• Referral Revenue Ownership

  • Own the referral revenue P&L for banking partnerships — set targets, manage pipeline, and drive consistent merchant activation from bank-referred leads.
  • Design and evolve referral program structures that compete with leading PAs in the market: commercial terms, incentive design, and partner engagement models.
  • Build PayGlocal's brand within the banking ecosystem as a preferred referral PA.

• PA-to-PA Distribution

  • Identify, evaluate, and close PA-to-PA partnerships where PayGlocal offers its international payments collection stack to other domestic PAs as a white-label or collaborative product.
  • Structure commercial and integration terms; own the go-live and revenue activation process.

• Strategy, Reporting & Cross-functional Leadership

  • Define the banking sales strategy in alignment with the Head of Banking Alliances — translating goals into quarterly roadmaps and team execution plans.
  • Provide leadership-level reporting on banking partnership performance, competitive benchmarking, and market opportunities.
  • Work closely with Product, Compliance, Legal, and Tech to build the internal infrastructure needed to scale banking partnerships.
  • Represent PayGlocal at senior banking forums, industry events, and strategic partner meetings.

Qualifications

• 8–12 years of overall experience, with at least 5–6 years in banking alliances, partnerships, or merchant acquiring — ideally spanning both execution and leadership.
• Demonstrated track record of owning revenue targets within a banking partnerships or channel partnership role at a PA or fintech.
• Prior experience managing or mentoring a team of 2+ professionals in a BD/partnerships function.
• Has independently built and scaled a referral or distribution program — not just inherited one.
• Expert-level understanding of India's PA and banking ecosystem: PA licensing, bank-PA commercial norms, merchant acquiring economics, acquiring bank empanelment processes, and NPCI/RBI regulatory landscape.
• Deep familiarity with how other PAs have built their banking alliances functions — and where the whitespace exists for PayGlocal to compete and differentiate.
• Strong understanding of cross-border payment acquiring, PA-to-PA partnership structures, and international payment collection products is a meaningful differentiator.
• Commercial and deal-making fluency — ability to independently structure and close complex multi-party partnership arrangements.
• Strong people leadership — can motivate, coach, and hold a distributed team accountable to outcomes.
• Executive presence — comfortable engaging CXO-level stakeholders at banks and other PAs.
• Strategic mindset combined with execution discipline; can move between 30,000-foot strategy and ground-level problem-solving.
• Strong analytical capability: pipeline management, revenue forecasting, competitive benchmarking, and market sizing.
• MBA from a reputed institution strongly preferred; Bachelor's degree required.

Preferred

• Background in banking alliances at a leading PA at a Senior Manager level or above — someone who has lived this problem statement, not just observed it.
• Has built a referral/distribution partnership program with measurable, material merchant acquisition outcomes.
• Strong existing network spanning bank partnerships, business banking leadership, and the fintech BD community across Mumbai and/or North India.
• A builder — excited by the opportunity to define a function from an early stage rather than run an established one.

Additionals

• Compensation

  • Competitive base salary at the Associate Director level, benchmarked to market.
  • Performance-linked incentives tied to team revenue, referral activation, and strategic partnership milestones.

• Location & Travel

  • Mumbai-based role with pan-India responsibility.
  • Regular travel to bank head offices, key partner locations, and Delhi for team oversight and partner management.

• Team Structure

  • Direct reports: 2–4 professionals (Managers and Senior Managers, Banking Sales) based across India.
  • Reports to: Head of Banking Alliances & Strategic Partnerships.
  • Dotted-line coordination with Product, Marketing, Compliance, and Operations teams.

Note: Responsibilities, qualifications, and team structure may be modified based on business requirements and organizational growth.