Regional Head - Key Account Manager Lead

About Paytm Payment Gateway

Paytm stands as India's foremost digital payments and financial services provider, dedicated to engaging both consumers and merchants by offering a broad spectrum of payment options. The platform supports services such as utility bill payments and fund transfers for consumers, alongside Paytm's proprietary payment instruments including Wallet, UPI, Payments Bank Netbanking, FASTag, and Postpaid (Buy Now, Pay Later). For merchants, Paytm supplies acquiring devices like Soundbox, EDC, QR codes, and Payment Gateway services, aggregating payments through both Paytm’s instruments and external banks’ financial products. Additionally, Paytm enhances merchant business through commerce services like advertising and a Mini app store. Leveraging this ecosystem, the company also provides credit facilities such as merchant loans, personal loans, and BNPL, all sourced via financial partners.

Team Overview

The Paytm Payment Gateway team empowers numerous online merchants with a seamless and efficient payment experience. This segment serves diverse enterprises, from established firms to startups and unicorns, with a mission to transform payment platforms into generators of merchant revenue and user growth. As an RBI-regulated B2B Payment Aggregator Payment Gateway business, the team expands penetration of Paytm's payment gateway solutions throughout Indian merchants. Its Business Payments division develops disbursal options for large- and mid-tier corporations targeting vendors, customers, channel partners, and employees, also offering tax-saving benefits for employees of leading corporates.

Role Summary

The Regional Head will function as the lead Key Account Manager, responsible for steering and expanding merchant account management activities. This leadership role focuses on strategic oversight of enterprise client relationships, directing a team of Key Account Managers (KAMs), and enhancing revenue through client retention, upselling, and cross-selling initiatives within digital payments.

Key Responsibilities

• Supervise and guide a team of Key Account Managers managing major enterprise and strategic merchant accounts.
• Develop and maintain enduring relationships with C-suite and decision-makers at significant merchant organizations.
• Take ownership of the profit and loss statements for enterprise accounts, driving revenue growth, retention, and expansion.
• Promote upselling and cross-selling of payment offerings including Cards, UPI, Net Banking, BNPL, Wallets, APIs, and POS solutions.
• Coordinate with cross-functional teams such as Product, Technology, Operations, Risk, and Compliance to create customized client solutions.
• Manage contract negotiations, commercial terms, and service level agreements for high-value clients.
• Analyze transaction data, monitor performance trends, and identify strategic growth opportunities.
• Handle escalations ensuring superior merchant satisfaction and high Net Promoter Scores (NPS).
• Keep abreast of competitive, market, and regulatory developments influencing client strategies.
• Report periodically on business metrics and forecasts to senior leadership.

Required Qualifications and Skills

• Bachelor's or postgraduate degree in Engineering.
• 8 to 12 years’ experience in Enterprise Sales or Key Account Management, preferably in Payments, Fintech, or BFSI sectors.
• At least 3 years in a leadership capacity managing account managers or enterprise sales teams.
• Thorough knowledge of payment gateway ecosystems, including APIs, integrations, risk management, and settlement mechanisms.
• Demonstrated success in achieving revenue targets and managing extensive merchant portfolios.
• Strong leadership abilities paired with skills in team management and development.
• Outstanding communication, negotiation, and stakeholder engagement capabilities.
• Data-oriented mindset with proficiency in insight generation and business case formulation.

Additional Competencies

• High personal drive, initiative, and self-motivation.
• Capacity to effectively engage and align internal and external stakeholders.
• Technical acumen and user experience understanding.
• Passion for simplifying complex processes.
• Growth mindset embracing continuous learning and improvement.
• Openness to experimentation and iterative enhancement.

Why Join Us

We offer significant opportunities to make an impactful difference while enjoying a collaborative and supportive work environment. Challenges here foster meaningful accomplishments for both individuals and clients. Our success is propelled by the collective dedication and relentless focus on delivering superior customer value.

Compensation

If you meet the required profile, we are committed to building wealth together. With an extensive ecosystem boasting over 500 million registered users and 21 million merchants, Paytm is uniquely positioned to democratize credit access for deserving consumers and merchants. Join us and be part of India’s largest digital lending innovation journey!