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 - we’ve since 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 building AI-native agentic payments, to AI-assisted fraud detection and real-time risk intelligence to automated reconciliation, smart payouts, and predictive financial insights, we are embedding intelligence across our stack to make money movement faster, safer, and more efficient. In close collaboration with ecosystem partners - including banks, networks, regulators - we are pioneering industry-first solutions that are shaping the next era of fintech
Across India, Singapore and Malaysia, our products span everything from seamless checkouts to payroll automation - powering a fintech ecosystem that’s redefining how money moves across Asia.
Today, that ecosystem supports everyone from early-stage startups to some of India’s largest enterprises, enabling them to accept, process, and disburse payments at scale while expanding into new ways of managing money more efficiently.
Our scale speaks volumes: Razorpay processes $180+ billion in annualized transactions, powering leading businesses like Airbnb, Facebook, WhatsApp, Airtel, CRED, BookmyShow, Zomato, Swiggy, Lenskart, Mirae Asset Capital markets, Indian Oil, National Pension Scheme - and over 100 of India’s unicorns. With strong roots in India and growing operations in Southeast Asia, we are shaping the next chapter of financial technology across the region.
We are backed by global investors including GIC, Peak XV Partners (formerly Sequoia Capital India & SEA), Tiger Global, Ribbit Capital, Matrix Partners, MasterCard, and Salesforce Ventures, having raised over $740 million to date. Strategic acquisitions - including Ezetap (POS and offline payments), Curlec (Malaysia expansion), BillMe (digital invoicing), and POP (rewards-first UPI) - along with earlier moves in fraud prevention, payroll, and lending, have further strengthened our platform and widened our footprint across Asia.
But what truly sets Razorpay apart is our culture. At Razorpay, ownership is our oxygen - you own what you build, with no micromanagement or red tape, just the runway to make your ideas fly. Learning is a lifestyle - if you’re curious, you’ll feel at home here. People > Pedigree - we hire for attitude, hustle, and hunger more than degrees. Transparency thrives over titles - this is where interns question CXOs and CXOs say “thank you.” Guided by our values of Customer First, Autonomy & Ownership, Agility with Integrity, Transparency, Challenging the status quo and a strong belief that Razorpay grows with Razors, you’ll be part of a 3000+ strong team building not just products, but the financial infrastructure of the future.
The Territory Sales Manager (TSM) / Senior Territory Sales Manager (Sr. TSM) will be responsible for driving merchant acquisition and revenue growth across the assigned territory. The role involves managing relationships with Retail merchants, Enterprise customers, Aggregators, and Banking partners while ensuring seamless onboarding, deployment, and portfolio management of Razorpay's Offline Payment Solutions. The incumbent will focus on new business acquisition (Hunting) and relationship management & portfolio growth (Farming), while collaborating closely with internal cross-functional teams to deliver an exceptional merchant experience.
Key Responsibilities
Business Development
● Drive sales of Razorpay Offline Payment Solutions across the assigned territory.
● Achieve monthly, quarterly, and annual sales and deployment targets.
● Identify and acquire new merchants across Retail, SME, Mid-Market, and Enterprise segments.
● Build a strong pipeline through field sales, referrals, banking channels, and partner networks.
● Generate consistent business opportunities through market mapping and prospecting.
Merchant Acquisition & Onboarding
● Acquire new merchants for Razorpay POS, Soundbox (SB), and Payment Gateway (PG), wherever applicable.
● Manage the complete sales cycle from lead generation to onboarding and activation.
● Ensure timely documentation, KYC completion, installation, and merchant activation.
● Coordinate internally to ensure smooth merchant onboarding and faster turnaround times.
Relationship & Portfolio Management
● Manage the assigned merchant portfolio and ensure high merchant engagement.
● Build strong long-term relationships with existing merchants.
● Drive cross-sell and upsell opportunities across Razorpay's payment solutions.
● Improve merchant retention and transaction growth within the portfolio.
● Conduct periodic merchant visits and business reviews.
Banking Relationship Management
● Develop and maintain strong working relationships with partner bank branches and sales teams.
● Generate quality merchant referrals through banking partnerships.
● Conduct joint customer meetings and business development initiatives with bank stakeholders.
● Ensure effective engagement with banking partners to maximize business opportunities.
Aggregator & Enterprise Business
● Build relationships with aggregators, franchise networks, and enterprise customers.
● Identify opportunities to onboard key enterprise accounts within the territory.
● Coordinate with internal enterprise and solution teams to ensure successful implementation.
Cross-Functional Coordination
● Work closely with Operations, Product, Risk, Finance, Customer Success, and Installation teams.
● Ensure timely merchant onboarding, deployment, and issue resolution.
● Escalate and resolve merchant concerns to maintain a superior customer experience.
● Provide market feedback to internal teams for continuous product improvement.
Market Development
● Track competitor activities, pricing, and market trends.
● Identify new business opportunities and emerging market segments.
● Execute local sales campaigns and merchant engagement activities.
● Increase Razorpay's visibility and market share within the assigned territory.
Desired Candidate Profile
● 8–10 years of experience in Merchant Acquiring, FinTech, Banking, Payment Solutions, POS Sales, or Financial Services.
● Proven experience in field sales and merchant acquisition.
● Strong exposure to Retail, SME, Enterprise, Aggregator, and Banking channels.
● Good understanding of POS acquiring, Soundbox, QR, and Payment Gateway solutions.
● Excellent relationship management, negotiation, and communication skills.
● Strong ownership mindset with the ability to work independently in a target-driven environment.
● Willingness to travel extensively within the assigned territory.
Preferred Industry Experience
● Merchant Acquiring
● FinTech
● Banking
● Digital Payments
● POS Sales
● Payment Gateway
● Retail Sales
● Enterprise Sales
Key Performance Indicators (KPIs)
● Merchant Acquisitions
● POS Deployments
● Soundbox Deployments
● Banking-Sourced Business
● Enterprise & Aggregator Acquisitions
● Active Merchant Base
● Portfolio Growth
● Merchant Retention
● Cross-sell & Upsell Revenue
● Sales Target Achievement
● Customer Satisfaction & Service Levels
Location: Kolkata
Power your finance, grow your business.
Razorpay is India’s first full-stack financial solutions company. We are on a mission to enhance the payment experience of over 300 million end consumers. And in doing so, we aim to enable Indian businesses - big and small - accept payments digitally with minimal effort and maximum ease.
Razorpay has grown from being a payment gateway provider to a solutions-driven organization boasting of an extensive products suite to accept and disburse payments as well as raise capital and park money. In a nutshell, we fit into every nook and corner where your business touches money.
#OutgrowOrdinary
We identify ourselves as disruptors in the digital payments space and our vision is to power the financial ecosystem for other disruptors. Like attracts like and Razorpay actively looks to partner with established companies and startups that have either broken the glass ceiling in their industry or are set to.
The Razorpay Product Suite today comprises verticals, along with Payment Gateway, like Payment Links, Payment Pages, Subscriptions, Smart Collect, Route, Razorpay Capital, RazorpayX, Payroll and Thirdwatch.
Razorpay was started in 2014 by two IIT Roorkee alumni, Harshil Mathur and Shashank Kumar. Just a short few years later, Razorpay has evolved into a 800-odd strong organization with some of the best talents in the country helping some of the best companies manage their money movement seamlessly.
Certified cool
We are a bunch of spirited, ambitious and fun folks. And no, we’re not saying this ourselves--leading institutions have recognized Razorpay for the high trust and high-performance culture that we maintain.
Our strength lies in the people we are and we go to great lengths to nurture a family of coders, designers, sellers, marketers, analysts, writers, runners, photographers, gamers, tinkerers, and above all, people who are dreamers and doers at the same time. Be a part of our exciting journey.
