Associate Director/Director - Payments Business

Are you passionate about solving roadblocks & challenges faced by MSMEs in India? MSMEs contribute significantly to India’s total GDP. 90% of India’s ~$1 Trillion Retail Market is controlled by MSMEs. Which means ~$900B worth of commerce flows through these ~60M MSMEs in the form of shops/kiosks/homes, scattered all over the country. We at Khatabook, have built a product that saves time of MSMEs by managing their credit, and creating transparency in cash flow, henceforth increasing trust with their consumers and that paved the path for us to become India’s fastest-growing fintech company. Why work with us People are our biggest asset! At Khatabook, every one of us is a dynamic superstar. We have carefully bred an ecosystem which hires nothing but incredibly and exceptionally talented people who can dream, collaborate, experiment, and break new ground. We’re a strong team that looks out for each other. Your role: The role will focus on building and scaling the Payments business across: 1. QR & UPI Payments Build and scale merchant adoption of QR and UPI, drive transaction volumes, active merchants, payment frequency, retention, and engagement. 2. Merchant Payment Products Own the strategy and growth of other relevant merchant payment products and identify new use cases that increase merchant value. 3. Payments + Lending Ecosystem Leverage merchant payment relationships and transaction behaviour to create stronger lending opportunities for Khatabook and its lending partners, building effective journeys across payments → engagement → lending . 4. Growth & Monetisation Drive merchant acquisition, activation, transaction growth, retention, revenue, and contribution while continuously improving business economics. 5. Partnerships & Ecosystem Build strategic relationships across banks, payment networks, fintechs, technology providers, aggregators, and lending partners to accelerate growth. 6. PA Business & Operating Excellence Work closely with Risk, Compliance, Operations, and Technology to build a robust, scalable, and customer-centric Payment Aggregator business. RBI's PA framework places importance on areas including merchant onboarding, KYC/AML, settlement, escrow, grievance management, fraud prevention and risk management. What would you do at Khatabook: Define and execute Khatabook’s overall Payments business strategy Own the growth and performance of QR, UPI, and other merchant payment products Drive merchant acquisition, activation, transaction volumes, payment frequency, and retention Build strategies to increase payment adoption and engagement across Khatabook’s merchant ecosystem Identify new payment use cases, products, customer segments, and market opportunities Build the connection between merchant payments and lending , using transaction and engagement signals to improve lending acquisition and conversion Develop GTM and distribution strategies across merchant segments and geographies Build strategic partnerships with banks, payment networks, fintechs, aggregators, technology providers, and lending partners Work closely with Product and Technology teams to improve payment success rates, merchant experience, and product adoption Develop pricing, commercial, and monetisation strategies to improve Payments economics Track transaction volumes, active merchants, revenue, contribution, payment frequency, and other key business metrics Partner with Risk, Compliance, and Operations to ensure scalable and compliant payment processes Identify opportunities to improve cross-sell across Payments, Lending, and other financial products Monitor market, competitor, regulatory, and technology developments and translate them into business opportunities Build dashboards, governance mechanisms, and operating rhythms for the Payments business Build scalable processes, teams, and organisational structures to support growth Establish a culture of ownership, experimentation, data-driven decision making, and execution What are we looking for: 7–15 years of experience in payments, fintech, banking, merchant commerce, consumer internet, or financial services Proven experience building, scaling, or owning a payments, merchant, fintech, or digital business Strong understanding of UPI, QR, merchant payments, payment aggregation, payment acceptance, transaction economics, and the broader payments ecosystem Experience working with merchant-facing payment products and/or large merchant ecosystems Strong commercial orientation with experience driving transaction growth, revenue, partnerships, or business economics Understanding of how payments can be leveraged to drive broader financial products, particularly merchant lending Experience working closely with Product, Technology, Operations, Risk, Compliance, Finance, and external ecosystem partners Strong analytical and problem-solving skills with a data-driven approach Strong strategic thinking combined with hands-on execution capability High ownership, entrepreneurial mindset, and comfort operating in ambiguous environments Education MBA / PGDM from a leading business school preferred IIT / IIM background preferred Strong academic track record and analytical orientation Preferred Background Candidates from fintechs, Payment Aggregators, payments companies, banks, merchant commerce, digital financial services, or consumer internet businesses will be preferred. Prior experience in a startup or high-growth environment will be a strong advantage. Experience as a founder, co-founder, founding team member, or having directly built a business/function from an early stage will be particularly valued. Candidates who have demonstrated the ability to build merchant businesses, scale payment products, drive transaction growth, develop partnerships, and create new monetisation opportunities will be particularly relevant. Why Join Khatabook Own and shape the growth of an RBI-authorised Payment Aggregator business Lead the growth of QR, UPI, and other merchant payment products Build a powerful connection between Payments and Lending across the merchant ecosystem Drive a high-impact charter across merchant growth, transaction scale, monetisation, and partnerships Build new payment-led and financial-services opportunities for merchants Work across payments, lending, merchant commerce, data, AI, product, risk, and partnerships Opportunity to build a meaningful business within a category-defining fintech