Job Description

Roles & Responsibilities

Strategy & Leadership

• Define and execute the India business development, sales, and market expansion strategy across issuing, acquiring,

POS, SoftPOS, gateways, and aggregator models.

• Build, lead, and scale a high-performance sales and business development organization across enterprise, SME, and

channel sales.

• Establish market intelligence frameworks covering RBI regulations, NPCI initiatives, competitor benchmarking, pricing

models, and merchant adoption trends.

• Design and scale business models around:

o Merchant Acquiring (POS, SoftPOS, QR, Tap-to-Pay)

o Payment Aggregator & PSP models

o BIN Sponsorship & TPP

o Managed & outsourced payment services

• Lead market entry, city-wise expansion, and vertical-led growth strategies aligned with regulatory and commercial

realities in India.

Sales, Marketing & Market Expansion

• Own end-to-end sales and marketing strategy for:

o POS terminals (Android, Smart POS)

o SoftPOS / Tap-to-Pay on Mobile

o Merchant acquiring & aggregation platforms

o Payment gateway and omnichannel acceptance solutions

• Drive merchant acquisition at scale, targeting:

o Large enterprises and chains

o SME and MSME segments

o High-growth verticals (retail, QSR, mobility, healthcare, education, e-commerce)

• Build and manage distribution partnerships with:

o Banks and NBFCs

o Fintechs and payment aggregators

• Partner with marketing to design India-specific GTM strategies, including:

o Pricing & bundling (MDR-led, SaaS-led, hardware-led models)

o Channel incentive programs

o Merchant campaigns, co-branding, and thought leadership

• Lead large RFPs, proposals, and solution architecture discussions for enterprise and bank-led acquiring programs.

Revenue, Growth & P&L Ownership

• Own the business development and sales pipeline across POS, SoftPOS, acquiring, and aggregator businesses.

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OMA/HRD/D01/22-V0

• Deliver consistent achievement of revenue, margin, and market share targets.

• Drive consultative, solution-led selling, aligning merchant and bank needs with technology capabilities.

• Take full ownership of India P&L, including:

o Revenue growth

o Cost optimization

o Pricing strategy

o Partner economics

• Collaborate with product and engineering teams to shape India-relevant features

Cross-Functional & Stakeholder Alignment

• Work closely with product, technology, compliance, operations, and customer success teams to ensure seamless

onboarding and scale.

• Act as the executive sponsor for key bank, enterprise, and aggregator accounts.

• Provide forecasting, pipeline visibility, and performance dashboards to senior leadership.

• Represent the company in industry forums, partner meetings, and regulatory discussions when required.

Desired Candidate Profile

We are seeking a bold, execution-driven Head of Business Development to lead aggressive revenue growth and market expansion across India’s payments ecosystem, with a strong focus on POS, SoftPOS, merchant acquiring, payment aggregation, and digital acceptance solutions. This role is designed for a sales-first leader who can build high-impact pipelines, close enterprise and large-merchant deals, scale channel-led distribution, and forge strategic partnerships with banks, fintechs, payment aggregators, networks, ISVs, and merchant ecosystems. The role carries full ownership of revenue, P&L, and go-to-market success in one of the world’s most competitive payments markets.