About this role
About the Team:
We are a high-performing sales and account management team focused on building strong, long-term relationships with our clients and driving sustainable business growth. We work closely with enterprise and strategic customers to understand their evolving business needs and deliver innovative fintech and digital payment solutions.
Our team operates in a collaborative, fast-paced environment where customer success, relationship management, commercial understanding, and business growth are at the core of what we do.
About the Role:
We are looking for a results-oriented and customer-focused Key Account Manager – Sales to join our team in Mumbai.
In this role, you will be responsible for managing and growing a portfolio of key accounts. You will work closely with existing clients to understand their business objectives, strengthen relationships, drive account expansion, and identify opportunities for upselling and cross-selling PayU’s fintech and digital payment solutions.
The ideal candidate should have 5–8 years of experience in sales, account management, or relationship management , along with strong knowledge and relevant experience in the fintech industry . The candidate should be comfortable engaging with senior stakeholders and managing complex client requirements in a fast-paced business environment.
Responsibilities:
Account Management & Growth
- Manage a portfolio of key and strategic accounts.
- Build and execute account plans to drive revenue growth, customer retention, and increased wallet share.
- Identify opportunities for upselling and cross-selling PayU’s fintech and digital payment solutions.
- Understand customers’ business models, objectives, challenges, and future requirements.
- Drive account expansion by identifying new use cases and business opportunities.
- Achieve assigned revenue, growth, retention, and account management targets.
- Maintain a healthy pipeline of opportunities across existing accounts.
Client Relationship Management
- Build and maintain strong relationships with key client stakeholders and decision-makers.
- Act as the primary point of contact for assigned accounts.
- Conduct regular client meetings and business reviews to understand performance and identify growth opportunities.
- Ensure a high-quality customer experience throughout the client lifecycle.
- Proactively identify account risks and work towards timely resolution of customer concerns.
- Coordinate with internal teams to address client requirements and improve service delivery.
- Gather customer feedback and share relevant insights with Product, Technology, Operations, and other teams.
Business Partnership
- Work closely with Product, Technology, Operations, Risk, Compliance, Finance, and Customer Success teams to deliver effective solutions.
- Understand client requirements and recommend relevant fintech and payment solutions.
- Support solution discussions, product demonstrations, commercial proposals, and implementation plans.
- Develop a consultative relationship with clients by acting as a trusted business partner.
- Stay updated on developments in fintech, digital payments, payment processing, and competitor offerings.
Sales Planning & Reporting
- Prepare and maintain account plans, sales forecasts, and opportunity pipelines.
- Track account performance, revenue, transaction volumes, engagement levels, and key business metrics.
- Provide regular updates to sales leadership on account health, opportunities, risks, and forecasts.
- Maintain accurate and timely records in CRM and sales reporting systems.
- Use customer data and business insights to identify trends and develop account growth strategies.
- Support contract renewals, commercial discussions, and account expansion initiatives.
Stakeholder Collaboration
- Coordinate with cross-functional teams to ensure smooth onboarding, implementation, servicing, and issue resolution.
- Drive internal alignment on client priorities and timelines.
- Ensure that customer commitments are tracked and delivered effectively.
- Build strong working relationships with internal stakeholders to improve account outcomes.
Requirements:
Must-Have Skills:
- 5–8 years of experience in sales, key account management, strategic account management, client success, or a related function.
- Strong knowledge and relevant experience in the fintech industry is mandatory.
- Experience in digital payments, payment gateways, payment processing, merchant solutions, or related fintech products.
- Proven experience managing key, enterprise, or strategic accounts.
- Demonstrated experience in account growth through upselling, cross-selling, renewals, and relationship expansion.
- Strong understanding of customer lifecycle management and client retention.
- Experience engaging with senior stakeholders and decision-makers.
- Excellent communication, presentation, negotiation, and relationship management skills.
- Strong commercial and business acumen.
- Ability to understand complex customer requirements and recommend suitable solutions.
- Strong problem-solving and stakeholder management skills.
- Ability to work effectively with cross-functional teams in a fast-paced environment.
Please note: Relevant fintech experience is mandatory for this role. Candidates without strong fintech knowledge and experience will not be considered.
Good to Have:
- Experience in payment gateways, merchant acquiring, payment orchestration, digital payments, or financial technology solutions.
- Experience managing large enterprise clients and complex account structures.
- Exposure to commercial negotiations, contract renewals, and strategic partnerships.
- Understanding of transaction volumes, revenue metrics, payment success rates, and account profitability.
- Experience using CRM and sales reporting tools.
- Experience handling customer escalations and driving issue resolution.
- MBA or equivalent qualification from a recognised institution.
Key Competencies
- Key account management
- Strategic relationship management
- Fintech and digital payments knowledge
- Account growth and revenue expansion
- Upselling and cross-selling
- Customer retention and engagement
- Consultative selling
- Commercial acumen
- Negotiation and influencing skills
- Stakeholder management
- Strong communication and presentation skills
- Problem-solving and decision-making
- Cross-functional collaboration
- Ownership and accountability
- 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.