About this role
About the Team:
We are a high-performing sales team focused on building strong, long-term partnerships with our clients and driving sustainable business growth. We work closely with enterprise and strategic accounts to understand their evolving needs and deliver innovative fintech and digital payment solutions.
Our team operates in a collaborative, fast-paced environment where relationship management, commercial acumen, and customer-centricity are at the heart of everything we do.
About the Role:
We are looking for a strategic and results-oriented Associate Director – Sales to join our team in Mumbai. This is a core farming sales role focused on managing and growing a portfolio of existing enterprise and strategic accounts.
In this role, you will be responsible for strengthening senior-level client relationships, increasing wallet share, driving upsell and cross-sell opportunities, and ensuring customer retention. You will work closely with Sales, Product, Technology, Operations, Risk, Compliance, and Customer Success teams to deliver solutions that create long-term value for our clients and PayU.
The ideal candidate should have strong experience in the fintech industry, particularly in digital payments, and a proven track record of driving revenue growth from existing accounts.
Responsibilities:
Account Growth & Farming
- Own and manage a portfolio of key enterprise and strategic accounts.
- Develop and execute account plans to drive revenue growth, retention, and increased wallet share.
- Identify and convert upselling and cross-selling opportunities across PayU’s fintech and digital payment solutions.
- Drive account expansion by understanding clients’ business objectives, challenges, and future requirements.
- Achieve assigned revenue, growth, retention, and profitability targets.
- Build a healthy pipeline of opportunities within the existing customer portfolio.
Client Relationship Management
- Build and maintain strong, long-term relationships with senior stakeholders and decision-makers.
- Act as the primary point of contact for strategic clients and ensure a high-quality customer experience.
- Conduct regular business reviews to share performance updates, business insights, and growth opportunities.
- Proactively identify potential risks, address client concerns, and drive timely resolution of issues.
- Understand client feedback and translate it into actionable inputs for internal teams.
- Lead commercial discussions, renewals, contract negotiations, and expansion opportunities.
Business Partnership
- Work closely with Product, Technology, Operations, Risk, Compliance, Finance, and Customer Success teams to deliver effective client solutions.
- Act as a strategic business partner to clients by understanding their business models and payment requirements.
- Support the development of customised solutions based on client needs and market opportunities.
- Partner with internal stakeholders to improve service delivery, client engagement, and overall account performance.
- Stay updated on fintech, digital payments, market trends, and competitor offerings.
Sales Planning & Governance
- Prepare and maintain strategic account plans, revenue forecasts, and opportunity pipelines.
- Track account-wise performance, revenue, customer engagement, and key business metrics.
- Provide regular updates to leadership on account health, growth opportunities, risks, and forecast accuracy.
- Ensure timely and accurate reporting of sales performance and business plans.
- Use data and customer insights to identify trends and inform account growth strategies.
Leadership & Team Development
- Mentor and guide team members, where applicable, on account management and farming strategies.
- Share best practices across the sales and account management teams.
- Support the development of structured processes for customer retention, account expansion, and revenue growth.
- Demonstrate ownership, accountability, and leadership in achieving business outcomes.
Requirements:
Must-Have Skills:
- 8–12 years of total experience in sales, account management, relationship management, or a related function.
- 6–8 years of relevant experience in the fintech industry is mandatory.
- Proven experience in farming sales, strategic account management, enterprise sales, or client relationship management.
- Strong understanding of fintech, digital payments, payment gateways, merchant solutions, or related financial technology products.
- Demonstrated track record of growing existing accounts through upselling, cross-selling, renewals, and relationship expansion.
- Experience managing enterprise or strategic clients and engaging with senior stakeholders.
- Strong commercial, negotiation, presentation, and communication skills.
- Ability to create and execute structured account plans and growth strategies.
- Strong problem-solving and stakeholder management skills.
- Ability to collaborate effectively with cross-functional teams in a fast-paced environment.
Please note: Relevant experience in the fintech industry is mandatory for this role. Candidates from other industries or domains will not be considered.
Good to Have:
- Experience in digital payments, payment processing, payment gateways, merchant acquiring, or financial technology solutions.
- Experience managing large enterprise accounts and complex sales cycles.
- Exposure to commercial negotiations, contract renewals, and strategic partnerships.
- Strong understanding of account profitability, revenue forecasting, and wallet-share analysis.
- Experience working with CRM and sales reporting tools.
- Prior experience mentoring or managing sales and account management teams.
- MBA or equivalent qualification from a recognised institution.
Key Competencies
- Strategic account management
- Farming and revenue expansion
- Customer retention and relationship management
- Strong commercial acumen
- Enterprise stakeholder management
- Consultative selling
- Negotiation and influencing skills
- Data-driven decision-making
- Cross-functional collaboration
- Ownership and accountability
- Strong communication and presentation skills
- Ability to work in a fast-paced and evolving environment
What we offer?
- A positive, get-things-done workplace
- A dynamic, constantly evolving space (change is par for the course – important you are comfortable with this)
- An inclusive environment that ensures we listen to a diverse range of voices when making decisions.
- Ability to learn cutting edge concepts and innovation in an agile start-up environment with a global scale
- Access to 5000+ training courses accessible anytime/anywhere to support your growth and development (Corporate with top learning partners like Harvard, Coursera, Udacity)
About us:
PayU, India's leading diversified fintech platform with Prosus as an investor, operates businesses that are regulated by the Reserve Bank of India and offers advanced solutions to meet the digital financial services needs of customers (merchants, banks, and consumers).
PayU provides payment gateway solutions to online businesses through its cutting-edge and award-winning technology and has empowered 4.5 lakhs+ businesses, including India’s leading enterprises, e-commerce giants and SMBs. It enables businesses to collect digital payments across 100+ online payment methods such as Credit Cards, Debit Cards, Net Banking, EMIs, pay-later, QR, UPI, Wallets, and more. It’s a preferred partner in the affordability ecosystem, offering the maximum coverage of issuers and easy-to-implement integrations across card-based EMIs, pay-later options and new-age cardless EMIs. PayU offers e-commerce brands best-in-industry success rates while ensuring a seamless checkout experience. PayU’s through its PayTech division, Wibmo provides market leading authentication and risk TSP services to leading banks in India and 30+ countries and through its NBFC, PayU Finance, it empowers 3.5 lakh+ merchants and 6 million consumers offering innovative and flexible credit solutions. Please visit: www.payu.in for more information.
Our Commitment to Building A Diverse and Inclusive Workforce
As a global and multi-cultural organization with varied ethnicities thriving across locations, we realize that our responsibility towards fulfilling the D&I commitment is huge. Therefore, we continuously strive to create a diverse, inclusive, and safe environment, for all our people, communities, and customers. Our leaders are committed to create an inclusive work culture which enables transparency, flexibility, and unbiased attention to every PayUneer so they can succeed, irrespective of gender, color, or personal faith. An environment where every person feels they belong, that they are listened to, and where they are empowered to speak up. At PayU we have zero tolerance towards any form of prejudice whether a specific race, ethnicity, or of persons with disabilities, or the LGBTQ communities.