Senior Business Lead – EMI / BNPL (Digital Payments)

Role Overview

This role will lead the growth, adoption, and performance of EMI and Buy Now Pay Later (BNPL) offerings across merchant payment channels. The incumbent will own business outcomes across merchant enablement, revenue expansion, and go-to-market execution, working closely with product, partnerships, and distribution teams to scale installment-based payment solutions.

Key Responsibilities

Growth & Performance

• Drive EMI/BNPL transaction volume, revenue, and merchant adoption across online and offline channels.
• Improve penetration, acceptance rates, and overall contribution of installment products within the payments mix.
• Own and track key business metrics including merchant activation, transaction throughput, and revenue impact.

Merchant Enablement & Expansion

• Identify and onboard merchants for various installment programs in partnership with banks, lenders, and ecosystem players.
• Enable self-serve EMI adoption models and increase usage across priority merchant segments.
• Design and execute targeted merchant enablement initiatives to improve awareness and adoption.

Go-To-Market & Partnerships

• Define GTM strategy for EMI/BNPL offerings including pricing, bundling, communication, and channel execution.
• Collaborate with marketing, partnerships, and sales teams to plan launches and scale growth campaigns.
• Expand acceptance of digital EMI payment flows for SME and digital-first merchants.

Product Strategy & Feedback

• Translate merchant and consumer insights into clear product requirements and enhancement roadmaps.
• Work closely with product and technology teams to improve onboarding, conversion journeys, and repayment visibility.
• Track competitive offerings and identify differentiation opportunities across EMI/BNPL solutions.

Analytics & Business Reporting

• Monitor KPIs such as growth rates, revenue per merchant, product mix, and activation funnels.
• Use data-driven insights to identify trends, optimize performance, and scale successful interventions.
• Present business updates, forecasts, and strategic insights to senior stakeholders.
  

Key Qualifications

Must-Have

• 10+ years of experience in payments, lending, consumer finance, or merchant-focused financial products.
• Strong understanding of EMI / BNPL constructs, merchant ecosystems, and consumer credit behavior.
• Proven experience scaling financial products through cross-functional GTM execution.
• Strong analytical, stakeholder management, and execution capabilities.

Good-to-Have

• Experience working with banks, NBFCs, or lending partners.
• Exposure to analytics tools (e.g., Excel, SQL, BI platforms).
• Prior experience in high-growth digital commerce or fintech environments.
  

Why This Role

• Opportunity to build and scale high-impact credit-led payment products at ecosystem scale.
• High ownership role with direct influence on revenue, merchant growth, and product strategy.
• Exposure to cross-functional leadership across business, product, partnerships, and analytics.
  

About the Organization

• A large-scale digital payments and financial services platform focused on enabling merchants and consumers through technology-driven payment and credit solutions.