Associate Director – Banking Sales

Company Overview

• PayGlocal is a global payments company that fosters global commerce. Our suite of offerings facilitate cross-border payments and solve the challenges surrounding it through three main pillars - the business, the experience and the associated risk.
• Founded by finance veterans and experts, our understanding of merchant business, international business, security and regulatory standards help build impactful payment solutions. We partner with large enterprises and export merchants for seamless customer payment journeys.
• Be a part of lasting innovation - create new products, new processes and new standards. Join us to help us shape the future of payments.

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.