Associate Director - BBPS

We at Setu are looking for those who share our core belief - “Every Day is Game Day”. We bring our best selves to work each day to realize our mission of enriching the world through the power of digital commerce and financial services.

Setu is an acquired entity of Pine Labs, one of the fastest growing fintech companies in India and rapidly expanding its footprint in Asia, UAE, and the US. At Pine Labs, we’re looking for those who share our core belief—‘Every Day is Game Day’. We bring our best selves to work each day to realize our mission of enriching the world through the power of digital commerce and financial services.

Importance of the role

At Setu, we believe that every company can become a fintech company. Any tech-enabled busine which wants to offer or build financial products will consume Setu APIs. The enterprise sales a partnerships function within Setu is the equivalent of becoming a “fintech doctor” for all o customers and partners. It works with clients to deeply understand their business objectives and propose the right financial products and partnerships. Only then do they move to close the deal. exist to solve our clients’ problems and enable a seamless fintech experience within any applicatio Talking to our clients is always an exciting challenge as they can come from any type of company including—

1. Financial institutions like Banks and NBFCs,

2. Fintechs who are new-age digital lenders and micro-insurance companies, and

3. Pretty much every other type of tech company ranging from agri-tech companies to apartment aggregators, from ed-tech startups to last-mile logistics.

This role is special since it will give you a deep look into the business objectives and technical architecture of multiple companies. The learning potential is immense!

What will you do at Setu?

As we scale the BBPS business further, we are looking for candidates who can help build our biller partnership space. In this role, your sole objective will be to forge business partnerships, specifically getting more billers onboard on our BBPS stack, infused with trust and loyalty. The ideal candidate will unlock new business revenue streams by doing the following:

Develop a biller GTM strategy, identify and find new billers and create a

win-win proposition to close them:

• Work with multiple types of billers who may already be or want to be on Bharat Bill Payment System (BBPS) platform for whom Setu will build value added services on recon, settlement, reporting & other areas, helping them increase digital collections.
• Build channel partnerships to enable 1:many biller partnerships, these would include Banks, ERPs, consulting firms among others.
• You will be expected to build and deliver a strong pipeline of billers across categories using various methods including—direct outreach, event-based networking and desk research.
• Unlock the right product solution and deliver long term value for billers & channel partners.
• Build a pricing view on the offerings that finds adoption in the market.
• Work with product team in co-building various offerings that can be partnered on with Billers/Merchants.

Manage and grow partners:

• Develop deep relationships once you’ve signed up key strategic partners— Conceptualise and execute alliances with partners.
• Build deep relationships with key decision makers at partner Organisations.
• Liaise with and equip partner sales reps to independently re-sell these products on calls to ensure their team pitches the products well.
• Support GTM with marketing collateral created jointly with help of the Setu marketing team.
• Create a cadence of conducting monthly business reviews with senior management to ensure continuous drive and business buy in.
• Identify areas of partner interest to unlock further business growth. Coordinating with cross-functional internal stakeholders with Setu to ensure the partners always have the right support:
• With the product management and solutions team: to envision the right product solution to unlock impact.
• With the Business team: to identify and build a pipeline of the right partner clients.
• With the Marketing team: Create GTM plans and campaigns that can help the partner communicate the right value prop to their customers.
• With the Onboarding team: Ensure best-in-class onboarding timelines and world-class customer support for partner clients.
• With Legal team: Quick turn around on agreements, and standardising process for both legal and commercial approvals.

Who is the right fit for this role?

To excel in this role, you will need—

• Experience: 6-8 years of experience in BBPS biller partenrships, strategic partnerships, consulting, business development or channel partner sales.
• Analytical Skills: Strong analytical and problem-solving skills with a focus on driving business results through data-driven insights.
• Communication: Excellent interpersonal and communication skills to influence partner stakeholders at all levels.

Why Setu?

We will spare no efforts to ensure that Setu empowers you to do the most important and impactful work of your career—

Opportunity to work closely with the founding team who built and scaled public infrastructure such as UPI, GST, Aadhaar, etc.

We care deeply about your growth. So we work hard to provide you with—

A fully stocked library and unlimited book budget. Tickets to conferences and industry events.

Learning sessions where we invite both team members and external experts to teach you something new.

Learning and development allowance that gives access to subscriptions, courses, certifications, music classes, and much more. Grow, learn, and improve with Setu!

Kick-ass benefits including comprehensive health insurance for you and your family, personal accident and term life insurance, access to mental health counsellors, extraordinary coffee, and a beautiful office with lots of solid wood and natural light.

We work hard to make sure our team is diverse and varied. We interview and hire purely on merit, skill, and competence—everything else is irrelevant.

Qualifications

BFSI

Experience in the payments, data or identity industry.

Our core DNA

Our culture code—How We Move, defines the behaviour we expect from our people. When you display any of the six culture code elements, you demonstrate ‘Every Day is Game Day’. The six elements of our culture code—

Take the shot:

Sign your work like an artist:

Be the sherpa:

Be the CEO of what you do:

Care with tough love:

Own tomorrow:

Join us if you want to be part of a company that’s building infrastructure that will directly impact financial inclusion and improve millions of lives. No cashbacks, no growth-hacks, no gimmicks. Just an audacious mission, and an obsession with craftsmanship in code.