The Role

You will own enterprise merchant acquisition end-to-end: pitch, commercial negotiation, legal and procurement, and go-live. This is a closer's role, not a lead-generation role.

What You Will Do
Build and close the pipeline. Build and close a pipeline of large enterprise merchants across retail, utilities, fuel, and consumer categories.
Sell at the right level. Sell to CFO, CMO, Head of Loyalty, and Head of Payments, and map the full buying committee.
Negotiate commercial partnership agreements. Own the terms, pricing, and co-marketing commitments.
Build business cases. Show the merchant's revenue, customer acquisition cost, and working capital impact.
Run public-sector processes. Navigate PSU procurement, including empanelment, tenders, and committee approvals.
Coordinate internally. Work with our banking partners and tech team so that what you sell is deliverable.
Drive time-to-live. Push from signature to live integration.
Feed the product. Bring structured merchant feedback into the roadmap.

Must-Haves
7+ years of B2B enterprise sales or partnerships, with at least 4 years selling to large retailers, PSUs, or national brands.




A proven record of closing multi-crore annual contracts with 6–12 month cycles.
Background in payments, merchant acquiring, affordability or EMI programs, loyalty, or bank merchant partnerships.
A strong grasp of merchant economics, including MDR, settlement cycles, and promotional funding.
Existing CXO-level relationships at large Indian retailers or PSUs.
Comfort negotiating MSAs with legal and procurement.
Malayalam is a plus.

Valuable to Have
Experience selling to government bodies or state utilities.
Exposure to RBI-regulated products.
Having been the first sales hire at an early-stage startup.

What Success Looks Like

Timeline Target

90 days 2 enterprise merchants at term-sheet stage

6 months 2 merchants signed and live, and a PSU empanelment underway

12 months 8+ live enterprise merchants

Compensation

Competitive fixed pay, a significant performance variable, and ESOPs.

Pay: ₹50,000.00 - ₹150,000.00 per month

Advantages
Cell phone reimbursement
Versatile schedule
Health insurance
Leave encashment
Paid sick time

Work Location: In person

📌 Enterprise Partnerships Lead Ernakulam (India)
🏢 Glaring Labs
📍 India