Head of Business Development – Payments (India)

Role Overview

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 robust 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.

Key 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:

oMerchant Acquiring (POS, SoftPOS, QR, Tap-to-Pay)

oPayment Aggregator & PSP models oBIN Sponsorship & TPP oManaged & 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:

oPOS terminals (Android, Smart POS)

oSoftPOS / Tap-to-Pay on Mobile oMerchant acquiring & aggregation platforms oPayment gateway and omnichannel acceptance solutions

•Drive merchant acquisition at scale, targeting:





oLarge enterprises and chains oSME and MSME segments oHigh-growth verticals (retail, QSR, mobility, healthcare, education, e-commerce)

•Build and manage distribution partnerships with:

oBanks and NBFCs oFintechs and payment aggregators

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

oPricing & bundling (MDR-led, SaaS-led, hardware-led models)

oChannel incentive programs oMerchant 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.

•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:

oRevenue growth oCost optimization oPricing strategy oPartner 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.

Key Performance Indicators (KPIs)

•Revenue & Growth oNew revenue growth (POS, SoftPOS, acquiring, aggregation)

oMerchant acquisition numbers (enterprise + SME)

oActive terminal / SoftPOS base oTransaction volume and value (TPV)

•Sales Effectiveness oPipeline coverage ratio oWin rate on enterprise and bank deals oAverage deal size and sales cycle reduction

•Market Expansion oNew bank, aggregator, and channel partnerships signed oCity/region-wise penetration

•Vertical-specific growth metrics oProfitability & Efficiency oGross margin by product line oP&L; contribution oCost-to-acquire per merchant

Qualifications & Experience

•Bachelor’s degree in Business, Finance, Engineering, or Technology (Masters preferred)

•8-10 years of experience in payments, fintech, or financial services, with deep exposure to the India payments ecosystem with minimum 3-5 years in a senior leadership role owning sales, revenue, or business lines

•Strong familiarity with RBI regulations, NPCI frameworks, and card/payment schemes:

oRuPay, Visa, Mastercard, Amex, UPI etc..

•Hands-on experience across:

oMerchant Acquiring (POS, SoftPOS, QR, e-commerce)

oPayment Gateway & Aggregator / PSP models oCard Issuing & CMS (EMV, digital issuance)

oTPP & BIN Sponsorship oManaged and outsourced payment services oBack-office payment processing (reconciliation, disputes, settlements)

oOn-prem, cloud, or hybrid payment deployments

Skills & Attributes

•Strong sales leadership mindset with deep commercial acumen

•Proven ability to close complex, high-value deals

•Credibility in product, technology, and regulatory discussions

•Data-driven, execution-focused, and resilient in competitive markets

•Excellent communication, negotiation, and leadership presence

📌 Head of Sales and Business Development (Noida)
🏢 Alliance Network
📍 Noida