: Enterprise Partnerships Lead

Company: Glaring Labs (early-stage fintech)

Location: Kochi / Mumbai (frequent travel)

Experience: 5+ years

Reports to: Founder/CEO

About Glaring Labs

Glaring Labs is building a new commerce-linked financial product that helps large merchants drive committed customer spend and repeat purchases. We work with regulated banking and financial partners. We're pre-launch and hiring the person who will sign our first enterprise merchants.

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
- 5+ 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 solid 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.

Good 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.

📌 Enterprise partnerships Lead (Kochi)
🏢 Glaring Labs
📍 Kochi