Program Management - General Manager - Lending

Paytm is India's leading financial services company that offers full-stack payments & financial solutions to consumers, offline merchants, and online platforms. The company is on a mission to bring half a billion Indians into the mainstream economy through payments, commerce, banking, investments, and financial services. One97 Communications Limited, which owns the Paytm brand, was founded by Vijay Shekhar Sharma.

We are looking for a high-impact Lender Partnerships & Business to drive our digital lending partnerships. In this role, you will own strategic relationships with banks and NBFCs, lead the complete credit funnel, drive unit economics, and launch innovative financial products to scale India’s largest lending platform.

1. Own Lender Relationships & Business

Own day-to-day and strategic relationships with banks, NBFCs, and institutional lending partners.

Act as the primary business interface for assigned lender partnerships.

Understand lender priorities, risk appetite, products, commercials, and business objectives.

Drive regular business reviews with partners and identify strategic opportunities for growth.

Build strong relationships across business, product, credit, operations, and technology teams at partner organizations.

2. Funnel & Business Performance

Own the complete lending funnel—from sourcing and application to approval, disbursal, and portfolio performance.

Track key metrics including leads, applications, approvals, conversion, disbursals, Turnaround Time (TAT), rejection rates, and revenue.

Identify funnel leakages and work with internal and external teams to improve conversion rates and customer experience.

Develop business dashboards and actionable insights to drive day-to-day performance.

Own business targets and ensure delivery against agreed Key Performance Indicators (KPIs).

3. Product & New Business Initiatives

Identify new opportunities to grow the lending business with existing and new partners.

Translate customer, market, and lender requirements into compelling new product propositions.

Work closely with product, technology, credit, operations, and risk teams to launch new capabilities.

Drive initiatives such as new loan products, customer segments, user journeys, pricing, offers, underwriting models, and distribution channels.

4. Commercials, Billing & Revenue

Own commercials and business terms with lending partners in collaboration with internal stakeholders.

Ensure accurate tracking of partner-wise revenue, fees, incentives, and other commercial components.

Own the billing and reconciliation process with lenders.

Identify and resolve billing discrepancies and commercial leakages.

Maintain a deep understanding of unit economics and the overall profitability of each partnership.

5. Business Planning & Growth

Develop partner-wise business plans and long-term growth strategies.

Identify opportunities to increase disbursal volumes, revenue, and margins.

Build solid business cases for new initiatives and partnerships.

Monitor market trends and competitive developments, translating them into actionable growth strategies.

Continuously optimize the economics and scalability of the lending business.

6. Cross-functional Leadership

Work closely with Product, Technology, Credit, Risk, Operations, Finance, Legal, Compliance, and Analytics teams.

Drive execution across multiple cross-functional teams without direct reporting authority.

Ensure initiatives are delivered within agreed timelines and aligned with business objectives.

Represent the lending business internally, ensuring partner requirements are effectively translated into technical and operational execution.

Experience: 6 to 12 years of hands-on experience in core digital lending (Consumer Loans, MSME Loans, Merchant Credit, or Co-lending).

Domain Expertise: Proven track record of managing bank/NBFC partnerships, managing loan funnels, and negotiating commercial structures.

Analytical Mindset: Comfortable using data dashboards to track conversion metrics, TAT, unit economics, and portfolio health.

Stakeholder Management: Exceptional communication skills with the ability to influence cross-functional leaders and senior bank/NBFC executives.

A collaborative, output-driven environment that brings cohesiveness across businesses through technology.

Opportunities to improve Average Revenue Per User (ARPU) by unlocking massive cross-sell opportunities across Paytm’s user base.

A solid 360 circle feedback culture supported by peer teams aligned with your goals.

If you are the right fit, we believe in creating wealth for you With enviable 500 mn+ registered users, 21 mn+ merchants and depth of data in our ecosystem, we are in a unique position to democratize credit for deserving consumers & merchants – and we are committed to it. India’s largest digital lending story is brewing here. It’s your opportunity to be a part of the story!