About us:
Cashfree Payments is a leader in payments in India. Founded in 2015, Cashfree Payments processes transactions worth $80B annually for more than 800,000 businesses.
Businesses use Cashfree Payments to collect payments from 100+ payment methods, make payouts, make cross-border payments, improve conversions with a one-click checkout, recover abandoned carts, and predict and reduce returns. With an easy onboarding and integration process, and compatibility with popular merchant platforms like Shopify, Wix, Wordpress, WooCommerce, WhatsApp, Cashfree Payments enables businesses to start transactions within a day. Cashfree Payments directly connects with all payment networks and owns its payment processing technology end-to-end, ensuring higher success rates and reliability. Built for scale, it enables businesses to process an industry-leading 12,000 transactions per second, handling peak demand effortlessly.
Alongside payments, Cashfree Payments offers SecureID, an identity verification stack with a comprehensive suite of APIs and KYC components. SecureID enables fintechs and startups to streamline compliant onboarding and KYC flows by minimising user inputs, thus reducing drop-offs, intelligently verifying identity documents, and detecting fraud and anomalies with high accuracy.
Cashfree Payments is authorised by the Reserve Bank of India to operate as a payment aggregator for both domestic and cross-border payments, and was one of the first entities to be authorised. It is also authorised to issue Prepaid Instruments.
Cashfree Payments is backed by Silicon Valley investor Y Combinator, Apis Partners, Krafton, State Bank of India (SBI), and was incubated by PayPal.
Designation: Senior Manager / Associate Director - Enterprise Business (Farming)
About the Role
Cashfree Payments is looking for a Senior Manager / Associate Director Enterprise Business (Farming) to manage and grow relationships with existing enterprise clients. This role is critical to driving revenue expansion, long-term partnerships, and deeper product penetration across a portfolio of large enterprise accounts.
The ideal candidate will combine strong enterprise account management skills, commercial acumen, and people leadership, while working closely with internal product, risk, compliance, and engineering teams to deliver exceptional outcomes for clients
Key Responsibilities:
1. Enterprise Account Management & Revenue Growth
- Own and manage a portfolio of large enterprise and strategic accounts along with a bunch of experienced account managers.
- Drive account farming initiatives to increase revenue through Upselling and cross-selling Cashfree's payment, payout, and value-added products.
- Lead commercial discussions, including pricing, renewals, contract negotiations, and long-term agreements.
- Build deep, trusted relationships with senior stakeholders (CXOs, Business Heads, Product Heads) within client organizations.
- Serve as a strategic advisor by understanding client business models, growth plans, and payment requirements, and aligning Cashfree's solutions accordingly.
2. Business Reviews & Stakeholder Governance
- Lead and present Monthly Business Reviews (MBRs) and Quarterly Business Reviews (QBRs) with: Enterprise clients to review performance, KPIs, revenue trends, and growth opportunities.
- Internal leadership teams to align on account strategy and execution plans.
- Track account-level metrics such as: Revenue growth and contribution, Product adoption and stickiness, Transaction volumes, success rates, and issue resolution
- Drive action items from reviews to ensure continuous improvement and growth.
3. Team Leadership & People Management
- Lead, mentor, and manage a team of 46 enterprise account / relationship managers.
- Set clear performance goals, revenue targets, and KPIs for the team.
- Monitor performance, provide regular feedback, and conduct coaching sessions to improve outcomes.
- Support career development, skill enhancement, and succession planning within the team.
- Foster a high-performance, ownership-driven culture aligned with Cashfree's values.
4. Cross-functional Collaboration
- Work closely with the cross functional teams Product, Engineering, Risk, Compliance, Operations, and Finance teams to enable faster go-to-market for new features and products.
- Act as the voice of the customer, sharing structured feedback to influence product roadmap and process improvements.
- Coordinate internally to ensure adherence to regulatory, risk, and compliance standards.
5. Business Insights & Market Awareness
- Monitor overall account health and proactively identify risks and churn signals.
- Identify new growth opportunities within existing accounts by analyzing:
- Client transaction behavior
- Industry trends
- Regulatory and ecosystem changes
- Stay updated on developments in fintech, payments, digital lending, and BFSI, and translate insights into actionable account strategies.
Required Qualifications & Experience:
- 810 years of experience in enterprise sales, account management, business growth, or farming roles.
- Proven experience managing and growing large enterprise or strategic accounts.
- Minimum 3+ years of people management experience, leading teams of 46 members with demonstrated success in driving performance and revenue growth.
- Strong expertise in commercial negotiations, renewals, and long-term contract management.
- Excellent communication, presentation, negotiation, and stakeholder management skills.
- Ability to thrive in a fast-paced, cross-functional fintech environment.
Good to Have:
- MBA or equivalent postgraduate qualification.
- Prior experience in fintech, payments, lending, BFSI, SaaS, or platform businesses.
- Exposure to working with large enterprises, digital-first platforms, or regulated financial institutions.
- Strong understanding of payments, payouts, collections, and lending workflows is an added advantage
