Core Responsibilities :

1. Merchant Acquisition & Strategy

- Conduct market research to identify high-potential education merchants (K-12, test prep, higher education, upskilling, etc.) and evaluate partnership opportunities.

- Build and manage a robust pipeline for monthly, quarterly, and annual targets.

- Analyse merchant needs and design suitable BNPL solutions aligned with risk parameters and product capabilities.

2. Team Leadership

- Manage and mentor Business Development Managers within the EdTech vertical.

- Set goals, track progress, and ensure consistent performance across the team.

- Align cross-functional teams (Risk, Product, Ops, Collections) to drive outcomes.

3. Merchant Pitching, Negotiation & Onboarding

- Lead presales conversations and deliver compelling product pitches tailored to merchant requirements.

- Structure commercials, negotiate terms, and finalize contracts in collaboration with legal and compliance stakeholders.

- Oversee rapid go-live processes by coordinating with tech, risk, product, and legal teams.

4. Merchant Enablement & Account Stabilization

- Conduct induction and training sessions for merchant teams; prepare process notes and SOPs as required.

- Handhold merchants during early-stage rollout to drive adoption and operational stability.

- Serve as the primary escalation point for critical merchant issues during initial months.

5. Market Intelligence & Competition Tracking

- Track industry trends in BNPL, FinTech, EdTech, and consumer credit behaviour.

- Analyse competitor strategies and recommend actions to maintain a competitive edge.

- Provide insights to product teams to strengthen the BNPL offering for the education segment.

Required Skills & Competencies:

- Strong communication, coordination, and follow-up skills.

- Proven negotiation and presentation capabilities with CXO-level stakeholders.

- Ability to build meaningful relationships and influence internal and external partners.

- Strong analytical skills for market research, opportunity sizing, and sales planning.

- Ability to manage ambiguity, adapt quickly, and solve complex operational challenges.

Preferred Experience:

- 8+ years of experience in Business Development, Partnerships, or Sales roles.

- Prior experience in FinTech, Payments, Insurance, or Lending (BNPL experience is a strong bonus).

- Experience managing P&L or business verticals is preferred.

- Track record of driving business growth in fast-paced environments.

Other Requirements:

- Willingness to travel for merchant meetings, onboarding, and on-ground support.

- Flexibility to respond and support during weekends when critical.

- Comfort working with senior management and cross-functional stakeholders.