Manager - Business Development

About Decentro

Decentro is a Y-Combinator backed banking & payments infrastructure company. Decentro provides building blocks that help companies stitch their fintech workflows in a few weeks.
While starting our first fintech venture back in 2014, we spent years convincing banks to partner with us. Before we could launch our fintech product (more here), we had to convince different departments within banks - including technology, business, leadership, legal, and support to get the green signal. Fast forward to today, we realise that banks & regulatory institutions find it difficult to help the longer tail of companies build innovative & compliant fintech solutions.

What if there was a platform (think AWS for cloud or Twilio for messaging) that abstracts the complexities of banking, identity, payments, lending, and provides simple APIs so that companies do not have to spend years dealing with banks?

We’re solving this pain point at Decentro since 2020. We’ve scaled to process $4 billion + in payment volumes & have 1400+ customers across India & Singapore in multiple verticals such as marketplaces, banks, regulated institutions, fintechs, lenders, gaming, and more.

What Is Expected From You

• Drive Revenue Growth: Identify, pursue, and close new business opportunities across enterprise, startup, and mid-market segments to achieve quarterly and annual revenue targets.
• Own the Sales Lifecycle: Manage the full funnel from prospecting, qualification, and pitch to solutioning, negotiation, and commercial closure — ensuring smooth transition to account activation and onboarding.
• Strategic Account Management: Build and nurture long-term relationships with strategic customers, focusing on account expansion, renewals, and cross-sell opportunities.
• Partnerships & Ecosystem Development: Identify collaborations with companies, NBFCs, fintechs, and ecosystem partners to unlock new growth channels and drive product adoption.
• Collaborate Cross-Functionally: Work closely with product, tech, and operations teams to align client needs with platform capabilities and ensure timely implementation.
• Market Intelligence: Track competitive landscape, regulatory updates, and industry trends to identify white-space opportunities and guide internal product strategy.
• Commercial Ownership: Lead contract structuring and negotiation with a focus on profitability, customer lifetime value, and sustainable margins.
• Client Advocacy: Act as a strategic escalation point to ensure client satisfaction, project delivery, and retention of key accounts.

Key Performance Indicators (KPIs)

• Revenue Growth: Achieve or exceed assigned revenue quota (e.g., ₹2–5 Cr annually, depending on segment).
• Pipeline Health: Maintain a qualified pipeline that’s at least 3–4x of quarterly target.
• Conversion Rate: 25–30% (qualified opportunities to closure).
• New Partnerships: Establish 2–3 new ecosystem partnerships per quarter.
• Account Expansion: Generate 25–30% of total revenue from upsell or cross-sell within existing clients.
• Sales Cycle Time: Close majority of deals within 6–8 weeks (mid-market) or 12–20 weeks (enterprise).
• CSAT / Relationship NPS: Target & gt; 8.5/10 average rating across managed accounts.

What We Are Looking For

• 3–5 years of experience in Business Development, Account Management, or Revenue Growth roles within fintech or B2B SaaS.
• Fundamental understanding of the Indian financial ecosystem — payments, banking APIs, KYC & compliance.
• Track record of consistently hitting revenue targets and driving growth in a solution-selling environment.
• High ownership mindset with sharp commercial and negotiation skills.
• Experience speaking with CXOs and decision-makers at BFSI, or large fintechs.
• Familiarity with API-based or tech-infrastructure solutions preferred.
• Excellent communication, and presentation skills.
• Comfort operating in a fast-paced, outcome-driven startup environment.
• Prior background in engineering, product, or consultative tech roles is a plus.

What We Offer

• The ability for you to make an impact and lay a foundation for the upcoming fin-tech innovations.
  
• A multicultural and diverse team of colleagues from different states that speak in total of 6 Indian and global languages.
• Progressive and flexible work hours that match your personality and lifestyle.
• The best-in-class perks and benefits for the team. Check out our careers page for the same: https://decentro.tech/careers/

Backed by global investors such as Ycombinator & Rapyd, we're a contrarian and progressive culture of independent thinkers and systematic executors that are driven to build cool things that matter.
If this aligns with you, time to hop on!

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, disability status, or any other characteristic protected by law.