About the Role
As Manager Enterprise Farming (Emerging Business), you will spearhead initiatives to grow and retain existing enterprise and large-merchant accounts within the Emerging Business vertical. Your focus will be on deepening relationships with current customers rather than new acquisition (farming vs. hunting). You will identify upsell and cross-sell opportunities, design account growth plans, drive expansion, and ensure customer satisfaction.
This role requires a strong understanding of enterprise payments, customer lifecycle management, and collaboration with cross-functional teamsincluding Product, Operations, Partnerships, and Marketingto deliver exceptional value and achieve revenue targets.
Key Responsibilities
- Manage and grow relationships with existing enterprise and emerging business customers in the payments ecosystem.
- Own account plans for key customers, including segmentation, usage analytics, growth potential, and revenue forecasting.
- Identify and execute upsell/cross-sell opportunities (e.g., new product modules, premium offerings, new geographies, or verticals).
- Build and maintain a robust expansion pipeline: track opportunities, forecast accurately, and collaborate with internal stakeholders.
- Ensure customer satisfaction and retention by acting as the primary point of contact for strategic accounts.
- Partner with clients to uncover new payment use-cases, understand their evolving business needs, and tailor Cashfree's solutions accordingly.
- Standardize and implement best practices in account management, retention, and customer engagement.
- Monitor industry and competitor trends to inform and refine farming strategies.
- Coordinate closely with cross-functional teams (Product, Operations, Finance, Legal) to ensure seamless onboarding and product adoption.
- Drive revenue growth targets across your account portfolio including YoY growth, ARPA (Average Revenue Per Account) uplift, and churn reduction.
- Conduct and present regular business reviews (quarterly/annual) with key customers and internal leadership.
- Mentor and guide junior team members on account management practices (if applicable).
Required Skills & Experience
- Experience: 59 years of relevant experience in account management, relationship management, or customer success within Fintech, Payments.
- Proven experience managing enterprise or large merchant accounts, demonstrating measurable revenue growth and retention.
- Strong understanding of the payments industry including payment gateways, merchant acquiring, payouts, and enterprise payment solutions.
- Ability to understand and communicate effectively with merchants, platforms, and fintech ecosystem partners.
- Excellent interpersonal and stakeholder management skills adept at building relationships with senior decision-makers.
- Strong product and business acumen capable of positioning payment solutions to meet client needs strategically.
- Analytical mindset with the ability to interpret data, forecast revenue, and identify insights for account expansion.
- Excellent communication and presentation skills (both written and verbal).
- Highly organized and self-driven, with the ability to manage multiple accounts and priorities simultaneously.
- Comfortable working in a fast-paced, growth-oriented fintech environment.
Good to have:
- Prior experience in payment gateway sales or enterprise merchant management.
- Experience in a fintech startup or scale-up environment.
- Exposure to new business verticals or regional expansion initiatives.
- Experience with cross-selling payment value-added services (e.g., fraud prevention, analytics, banking integrations).
- Understanding of India's payment regulatory landscape.
- MBA or equivalent business qualification.
