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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.

Role Overview

Decentro is seeking a driven Business Development Manager to lead growth across public sector and government-linked enterprise accounts in Delhi NCR. The role focuses on identifying and scaling opportunities across transport, metro networks, municipal bodies, and smart city ecosystems, with a focus on digital payments, collections, payouts, and banking workflows.

The ideal candidate has experience navigating large, relationship-driven public sector deals, including long sales cycles, compliance requirements, and procurement processes, preferably within payments or financial infrastructure companies.

What you’ll own

• Build and drive Decentro’s public sector and quasi-government business pipeline across India, with a focus on transport, transit, urban infrastructure, and civic payment use cases.
• Identify opportunities across metro systems, state transport undertakings, tolling and ticketing ecosystems, parking platforms, municipal collections, utility-linked flows, smart city initiatives, and digital citizen payments.
• Own the complete sales cycle: market mapping, outreach, relationship development, solution shaping, commercial negotiations, RFP/RFI participation, and closure.
• Build relationships with key stakeholders including government departments, public-sector enterprises, system integrators, OEMs, banks, consultants, and implementation partners.
• Position Decentro’s solutions across payment collections, UPI flows, payment links, QR, virtual accounts, recurring payments, payouts, and KYC/onboarding infrastructure depending on the use case.
• Work closely with product, solutioning, compliance, and operations teams to build proposals tailored to public-sector requirements and enterprise scale.
• Influence partnership-led growth by working with banking partners, channel partners, and technology integrators involved in public-sector deployments.
• Track procurement pipelines, tenders, and ecosystem developments relevant to digital payments modernisation.
• Create account plans for strategic targets and drive executive-level engagement through structured follow-ups and value-based selling.
• Maintain strong forecasting discipline and CRM hygiene; deliver on pipeline, revenue, and strategic account conversion goals.

Key responsibilities

• Own revenue generation from public-sector and large institutional accounts in India with any public tie-up.
• Develop a target-account universe across transport corporations, metro rail entities, municipal corporations, urban local bodies, and other government-linked payment-heavy institutions.
• Understand customer pain points across fare collection, citizen payments, vendor payouts, reconciliation, recurring collections, digital onboarding, and operational visibility, and translate them into solution narratives.
• Collaborate on bids, proposals, commercial structures, and solution responses for large and complex deals.
• Navigate multi-stakeholder buying environments involving operations, finance, procurement, IT, banking partners, and leadership teams.
• Drive partner motions with SIs, consultants, and ecosystem players where direct selling alone is insufficient.
• Ensure smooth handoff from sales to implementation while staying engaged on expansion and cross-sell opportunities.
• Represent Decentro at relevant government, BFSI, mobility, and industry forums.

What we’re looking for

• 6–8 years of experience in business development, enterprise sales, key account management, or partnerships in payments, fintech, banking infrastructure, acquiring, transaction banking, or payment gateway businesses.
• Proven experience in selling into public sector, government-linked institutions, transport, mobility, civic-tech, BFSI, or regulated enterprise ecosystems.
• Strong understanding of digital payments and collections, including UPI, payment links, QR, bank rails, payouts, reconciliation, and recurring payment use cases.
• Demonstrated ability to manage long-cycle, complex, high-value deals with multiple decision-makers.
• Familiarity with tender-led or structured enterprise procurement environments is a strong plus.
• Strong network especially in NCR across public sector, large enterprises, ecosystem partners, or banking/payment stakeholders.
• Ability to independently drive strategic accounts while collaborating cross-functionally with internal product and operations teams.
• Excellent communication, commercial negotiation, and executive presentation skills.
• High ownership mindset, persistence, and comfort with ambiguity in new-market creation.

Preferred background

• Experience at a payments company, payment gateway, bank-led payments business, fintech infrastructure company, or enterprise SaaS/API business serving regulated sectors.
• Exposure to use cases such as transit payments, merchant collections, BBPS-like collection environments, offline-to-online payments, QR deployments, or disbursement flows.
• Existing relationships with transport bodies, metro ecosystems, civic agencies, banks, or public-sector implementation partners.
• Experience working with solution architects, compliance teams, and enterprise implementation stakeholders.

Success in this role

In the first 12 months, success would typically look like:

• Building a qualified pipeline of strategic public-sector and institutional opportunities in North India (and beyond).
• Opening doors with at least a few high-potential accounts across transport, metro, civic, and smart infrastructure ecosystems.
• Converting lighthouse partnerships or anchor accounts that can scale into repeatable vertical playbooks.
• Contributing market feedback that sharpens Decentro’s public-sector payments and collections strategy.

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 6 Indian and global languages.

• Progressive and flexible work hours that match your personality and lifestyle.

• Best-in-class perks and benefits across roles. Check out our careers page for more details: 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 the law.