Platform Sales Lead

About PhonePe Limited:

Headquartered in India, its flagship product, the PhonePe digital payments app, was launched in Aug 2016. As of April 2025, PhonePe has over 60 Crore (600 Million) registered users and a digital payments acceptance network spread across over 4 Crore (40+ million) merchants. PhonePe also processes over 33 Crore (330+ Million) transactions daily with an Annualized Total Payment Value (TPV) of over INR 150 lakh crore.

PhonePe’s portfolio of businesses includes the distribution of financial products (Insurance, Lending, and Wealth) as well as new consumer tech businesses (Pincode - hyperlocal e-commerce and Indus AppStore Localized App Store for the Android ecosystem) in India, which are aligned with the company’s vision to offer every Indian an equal opportunity to accelerate their progress by unlocking the flow of money and access to services.

Culture:

At PhonePe, we go the extra mile to make sure you can bring your best self to work, Everyday!. And that starts with creating the right environment for you. We empower people and trust them to do the right thing. Here, you own your work from start to finish, right from day one. PhonePe-rs solve complex problems and execute quickly; often building frameworks from scratch. If you’re excited by the idea of building platforms that touch millions, ideating with some of the best minds in the country and executing on your dreams with purpose and speed, join us!

About The Role

A person in this role would be responsible for expanding PhonePe’s PG payments footprint in the Online Merchants ecosystem. This is a senior leadership role and one would have to own end-to-end accountability for building PhonePe B2B PG i.e., Payment Gateway’s acceptance and growth network across a set of key enterprise merchant categories operating in the country.

The PhonePe B2B payments suite facilitates payments processing for all modes of payments across all use cases in the online space and there is a big merchant acceptance network. With fast growing business categories in the online space, it is imperative to drive sustainable growth and differentiation and this role would be responsible for accomplishment of this objective. This role would be responsible for managing key partners and growing PhonePes Online payments, and driving E2E P&L ownership & delivery responsibilities.

Role

We are seeking an experienced Lead - Platform to lead our MSME-focused payment gateway initiatives. The ideal candidate will drive & manage strategic platform partnerships, merchant acquisition, oversee seamless onboarding, and to accelerate growth in the B2B payment gateway space. This role demands strategic vision, operational excellence, and a commercial mindset to enhance our market presence and deliver sustainable results.

The position will report to the Head-SME, Online Business, and involves managing a team to ensure buildup of platform partners and merchants of the payment gateway for SMEs . This role requires a focus on maximizing throughput, margins, and the overall merchant experience in the assigned business segment.

Key Responsibilities :

• Develop and execute long-term partnership strategies targeting MSMEs, lead the merchant onboarding process to ensure smooth integration and compliance with industry standards, and collaborate with cross-functional teams such as Product, Sales, GTM, Finance, and Engineering to align partnership goals with the overall business strategy.
• Build and maintain strong relationships with key stakeholders, partners, and merchants; serve as the primary point of contact for partners, addressing their needs and driving continuous improvement; and lead category management to ensure maximum throughput, margins, and enhanced merchant experiences.
• Manage a team of sales managers and account managers to ensure efficient execution of strategies, analyze partners data, feedback, and market trends to optimize product offerings and support enhancements, and own the P&L for the assigned business segments, driving revenue growth and profitability.
• Identify and capitalize on new business opportunities to drive revenue growth and market expansion, develop innovative solutions to streamline onboarding and improve the overall merchant/partner experience, and navigate complex regulatory landscapes to ensure compliance and minimize risk.
• Drive significant growth in merchant onboarding and transaction volumes, achieve sustainable partnership success by maximizing throughput and margins, and enhance the reputation and market presence of our payment gateway solutions.
  
  

Requirements:

• Proven experience in partnership management (especially enterprise level partners), category management in PG/PA ecosystem (mandatory)
• MBA from Tier 1 campus with 8-14 years of work experience
• Commercial Acumen: Strong commercial mindset with a deep understanding of marketing and sales principles and drive for result, able to demonstrate/quantify success related to established targets and metrics
• Problem-solving abilities with strong bias for impact and Collaboration - ability to work collaboratively with senior management across various functions to ensure effective execution of the overall strategy and roadmap.
• Analytical skills & able to handle large volumes of data with highest accuracy levels
• Decision-making process & provide insights into the business
• Flexible to adopt changes as per business requirement
• Self-motivated and self-starter.
  
  

Culture

At PhonePe, we take extra care to make sure you give your best at work, Everyday! And creating the right environment for you is just one of the things we do. We empower people and trust them to do the right thing. Here, you own your work from start to finish, right from day one. Being enthusiastic about tech is a big part of being at PhonePe. If you like building technology that impacts millions, ideating with some of the best minds in the country and executing on your dreams with purpose and speed, join us!

Challenges

Building for Scale, Rapid Iterative Development and Customer-centric Product Thinking at each step defines every day for a developer at PhonePe. Though we engineer for a 380million+ strong user base, we code with every individual user in mind. While we are quick to adopt the latest in Engineering, we care utmost for security, stability, and automation. Apply if you want to experience the best combination of passionate application development and product-driven thinking.

PhonePe Full Time Employee Benefits (Not applicable for Intern or Contract Roles)

• Insurance Benefits - Medical Insurance, Critical Illness Insurance, Accidental Insurance, Life Insurance
• Wellness Program - Employee Assistance Program, Onsite Medical Center, Emergency Support System
• Parental Support - Maternity Benefit, Paternity Benefit Program, Adoption Assistance Program, Day-care Support Program
• Mobility Benefits - Relocation benefits, Transfer Support Policy, Travel Policy
• Retirement Benefits - Employee PF Contribution, Flexible PF Contribution, Gratuity, NPS, Leave Encashment
• Other Benefits - Higher Education Assistance, Car Lease, Salary Advance Policy
  
  

Our inclusive culture promotes individual expression, creativity, innovation, and achievement and in turn helps us better understand and serve our customers. We see ourselves as a place for intellectual curiosity, ideas and debates, where diverse perspectives lead to deeper understanding and better quality results. PhonePe is an equal opportunity employer and is committed to treating all its employees and job applicants equally; regardless of gender, sexual preference, religion, race, color or disability. If you have a disability or special need that requires assistance or reasonable accommodation, during the application and hiring process, including support for the interview or onboarding process, please fill out this form.

Read more about PhonePe on our blog.

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