About Fam

Fam (previously FamPay) is India's first payments app for everyone above 11. FamApp helps make online and offline payments through UPI and FamCard. We are on a mission to raise a new, financially aware generation, and drive 250 million+ youngest users in India to kickstart their financial journey early in their lives. Founded in 2019 by IIT Roorkee alumni, Fam is backed by investors like Elevation Capital, Y-Combinator, Peak XV (Sequoia Capital) India, Venture Highway, Global Founder's Capital, and angels including Kunal Shah and Amrish Rao.

Role Overview

We're looking for a Head of Business Development to build and scale Fam's partnerships and alliances engine. This is a 1→10 role — you'll define the strategy, close high-impact partnerships, and turn them into meaningful growth, engagement, and revenue. This role sits at the intersection of growth, product, and brand, and demands someone who can walk into a room with a CMO or CEO and own the conversation. You'll own both the revenue partnerships charter and the user acquisition engine, working directly alongside founders and leadership to make Fam the definitive financial platform for India's next generation.

Must-Haves

15+ years in business development, ad sales, partnerships, or strategic alliances
Strong, proven network across large media and brands agencies
Deep understanding of digital advertising and ad monetisation- ability to package and sell Fam's platform traffic, clicks, and impressions as a high-value media asset to brands and agencies
Track record of building and scaling revenue-generating partnerships with large advertisers
Exceptional storytelling and strategic thinking — able to lead CXO-level conversations with authority
Raw intelligence and sharp product and business instincts — comfortable operating alongside founders and C-suite
Data-driven approach to evaluating and structuring deals
Strong negotiation skills and high ownership mindset
Builder mentality — thrives in ambiguity and moves fast
Strong network across consumer platforms and brands

Good to Haves

Prior experience in working in a consumer internet, product-led companies
Familiarity with creator ecosystems or youth-first brands
AI-native mindset

Roles & Responsibilities

Revenue Partnerships
Own and drive the revenue partnerships charter — co-branded campaigns, affiliate deals, and advertiser relationships
Build direct relationships with large brand marketing teams and agency partners
Sell Fam's platform (impressions, engagement, reach among India's youngest consumers) as a media and distribution vehicle
Structure sustainable, high-value commercial deals that compound over time
Brand & Lifestyle Alliances
Position Fam as a lifestyle brand deeply resonant with younger audiences
Drive partnerships with fashion, music, content, and youth-first brands
Conceptualize and execute high-impact co-branded campaigns
Merchant & Payments Ecosystem
Expand Fam's presence across teen-friendly online and offline merchants
Drive partnerships with QSR chains, e-commerce platforms, OTT, and gaming brands
Increase transaction frequency and stickiness through relevant merchant coverage
Institutional Partnerships
Build alliances with schools, colleges, coaching institutes, and youth communities
Drive trust-led onboarding at scale
User Acquisition via Partnerships
Build partnerships that unlock high-quality user acquisition at scale
Identify and onboard partners across gaming, edtech, creator ecosystems, and youth platforms
Create scalable distribution funnels via integrations and co-branded experiences

What Success Looks Like

Revenue is the scoreboard — own it, grow it, and be accountable to it from day one
Significant share of new user acquisition driven via partner channels
Reduction in CAC through scalable alliances
Growth in monthly transactions per user
Strong brand recall among younger audiences

Why Join Us

Rare opportunity to build a category-defining brand for the next generation in India
Work directly with founders and leadership — high visibility, high impact
Own a critical growth and revenue lever from day one
Access to the best AI tools and an AI-native work culture — we move faster because we build smarter
Fast-paced, high-ownership culture where builders thrive

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Senior Director- Revenue & Partnerships

Director - Channel Partnerships