About bigbasket

nbigbasket, a Tata Enterprise, is one of India’s pioneers in online grocery, transforming the way millions of Indians shop every day. It is at the forefront of transforming quick commerce in India

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nWith 50,000+ employees, presence across 60+ cities and towns and 15 million customer orders per month, we operate across grocery, fresh retail, quick commerce and B2B. Our ecosystem includes 7 business verticals - bigbasket, bbnow, bbdaily, bbinstant, Fresho, bbmandi and bbsaathi. From pioneering online grocery to building next-generation commerce, we continue to innovate at scale. Backed by the Tata Group, we combine the trust of a legacy brand with the agility and ambition to build what’s next.

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nJoin bigbasket. Build what’s next

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nRole Details

nLocation - Bangalore (Corporate Office)

nWork Model - Onsite

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nWhat would you be doing?

nWe are looking for a strategic and consultative BD leader to own Growth Partnerships end-to-end from building the partner pipeline and closing win-win deals to defining commercials and driving acquisition, retention, traffic and ROI. This is a channel-owner role, not just sales - you’ll use data to drive growth and build partnerships that create value for both bigbasket and its partners.

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nKey Responsibilities

nBuild the partner pipeline & close deals

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- Identify, prospect and build a qualified pipeline of acquisition partners across all three segments (below); own outbound business development end to end.
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- Pitch bigbasket’s new-customer proposition, negotiate commercial terms, and close partnership agreements; build senior, lasting relationships at partner organisations.
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- Maintain a forecasted pipeline that consistently meets partner-signing and volume goals quarter on quarter.
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n2. Own the channel’s growth number

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- Carry the target for new-to-bigbasket customers (First Orders) at plus reactivation of lapsed / lost customers.
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- Be accountable for quality, not just volume: month-1 / 2 / 3 retention, cost-per-retained-customer (M3 CAC), and channel ROI against defined benchmarks.
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- Set, forecast and hit targets by partner and by segment.
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- Drive the wider value of the channel to new-visitor traffic, brand visibility, and existing-customer engagement through partner surfaces alongside the core acquisition and retention numbers.
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n3. Create two-way value & unlock partner funding

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- Help partners achieve their own objectives on bigbasket growing their user and market share so bigbasket becomes a priority surface for them.
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- Proactively secure partner-funded campaigns and co-marketing on the bigbasket platform. Partners already fund some of this; turn it into a deliberate, growing ask that offsets channel cost.
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- Work with Category teams and brands to source brand-funded offers that can be distributed through partner channels adding high-quality, low-cost offers to the mix.
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n4. Define commercials & own the budget

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- Design and negotiate partner cost / commission models (CPA, CPC, hybrid, retention-linked) that hold blended CAC within target while rewarding high-quality, retaining customers.
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- Own the channel budget and unit economics; allocate voucher/offer cost and commission across partners for the best return; build replicable, scalable pricing frameworks.
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n5. Orchestrate handover & cross-functional execution

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- Translate signed deals into clear briefs for the Offer & Execution teams offer construct, voucher type, basket-value (ABV) condition, target segment and inclusion/exclusion and ensure a clean handover.
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- Partner closely with Marketing, Category (brand / vendor-funded offers), Finance, Legal, Product & Tech (integrations, coupon / series-code setup) and Risk; coordinate go-lives and drive iteration.
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- Work hand-in-hand with Product & Engineering to build the capabilities large partnership projects need features on the app or outbound channels,



and direct technical / API integrations with the partner scoping requirements and shepherding them to launch.
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n6. Govern compliance, risk & fraud

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- Ensure partner agreements meet legal, regulatory and data-sharing requirements — especially for banking and UPI partnerships (payments regulations, co-branding norms).
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- Own partner-level fraud / abuse mitigation with the Risk team (device / address de-duplication, verification) and tie commercials to verified, non-fraud customers.
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n7. Decide with data

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- Use cohort retention, incrementality (test / control), ROI and a partner / offer quality scorecard to decide what to scale, optimise or stop; run structured experiments and institutionalise the learnings.
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nWho are we looking for?

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- 10-15 years in business development, strategic partnerships, alliances or channel growth ideally in fintech, payments, e-commerce, consumer internet, banking alliances or B2B2C.
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- A track record of closing and scaling growth / revenue partnerships and carrying a number not just relationship management.
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- Strong commercial acumen: structuring deals, commission and pricing models, budgets and unit economics.
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- Genuine comfort with data cohort retention, CAC / LTV, ROI and incrementality; able to direct and challenge an analytics team.
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- Executive presence with sharp negotiation and senior-stakeholder relationship skills.
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- Cross-functional leadership the ability to drive outcomes across many internal teams without direct authority.
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- Experience working closely with Product & Engineering to ship features and manage technical / API integrations with external partners.
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- Bachelor’s degree required; MBA preferred.
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nInterested?

nAt bigbasket, you’ll have the chance to work at scale, solve meaningful business challenges and help shape the future of commerce in India.

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nJoin us and be part of the team building what’s next at bigbasket.

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nDisclaimer: We are committed to building an inclusive workplace where different perspectives, experiences and ideas are valued.

📌 Business Development Lead - Growth & Partnerships (Bengaluru)
🏢 BigBasket
📍 Bengaluru