About AndPayments
AndPayments is building the next-generation payments stack for Indian businesses, and for businesses globally that need India-grade payments infrastructure. We operate across Payments, RegTech, B2B SaaS and Prepaid Instruments. These are not separate bets. They are a deliberate stack: compliance infrastructure that enables payment products that enable financial instruments, all built together rather than bolted together.
We move fast because we have to. We care deeply about compliance because we build on regulated infrastructure, and because we believe compliance done right is a competitive moat, not just a cost of doing business. We use AI as a primary operating layer, not as a productivity add-on. If you want to spend the next few years building something that will define how Indian businesses transact, and eventually how businesses transact globally, this is where you should be.
About the role
Soundbox and QR are how millions of Indian merchants first meet digital payments. We build the device and the software behind it, and this role owns how they reach the market. You will build the B2B channel that puts them into merchants' hands through banks, payment service providers, fintechs and distributors, as an individual contributor with a revenue line attached. Which partners we pursue, what the commercial construct looks like, how our pricing holds against incumbents who started earlier, and which territories we enter next are yours to decide.
What you'll do
- Own the B2B go-to-market for Soundbox hardware and software and for QR: partner selection, commercial construct, pricing and the revenue number itself.
- Build and run the partner network end to end. Qualify banks, PSPs, fintechs and distributors, negotiate terms, onboard them, and hold them to activation and volume commitments.
- Carry a monthly and quarterly number across device deployment, merchant activation and transaction throughput, and review it with data rather than narrative.
- Take each partner from signature to first shipment, including the integration, certification and pilot work that must clear before devices move.
- Work with Compliance so partner arrangements, merchant onboarding and KYC dependencies hold up to scrutiny before they scale, not after.
- Tell Product what the channel needs: device SKUs, pricing tiers, partner dashboards, settlement reporting and the white-labelling partners ask for repeatedly.
- Own category intelligence and our pricing response. Track rental models, cashback constructs and device specifications from incumbents, and turn them into positioning we can defend commercially.
- Plan territory entry with Operations and Marketing: sizing, partner mapping, service and logistics readiness, and a launch plan with explicit go and no-go criteria.
What we're looking for
- 6 to 10 years in B2B sales, channel or alliance roles, with meaningful time in fintech, payments, POS devices or the Soundbox category.
- Ownership of a channel-led revenue line. You should be able to name the partners you signed, the volumes they delivered, and what you would do differently.
- Working knowledge of UPI, QR and POS: how settlement flows, what a PSP is accountable for, and where regulation constrains the commercial model.
- Negotiation and partner performance management, including with partners who underdeliver, plus writing clear enough to act on without a follow-up call.
- Comfort deciding on incomplete information, and owning how those decisions turn out.
- Willingness to travel extensively across your territory, and to work from the office when you are not in the field.
Nice to have
- Built a distribution or channel network from zero in a new market rather than inheriting a running one.
- Payment devices, Soundbox or QR experience, ideally including white-labelled or co-branded distribution.
- Startup experience where you set the process, and relationships across banks, PSPs and regional distributors you can activate early.
- An AI-native way of working, visible in how you research markets, model partner economics and produce documents.
AI at AndPayments
AI is the primary operating layer at AndPayments. Humans supervise; AI executes the first pass on research, documentation, analysis and synthesis.
As a Lead for the Soundbox and QR business, you will be expected to use AI tools, agentic workflows, and whatever replaces them, to move faster on competitive analysis, market research, data synthesis, and commercial modelling. You will also be expected to exercise judgement about when the output is ready and when it needs significant revision.
We are not looking for people who avoid AI. We are also not looking for people who outsource their thinking to it. We are looking for people who have genuinely changed how they work because of AI and who remain rigorous about the quality of what they produce.
Why Join AndPayments
The Soundbox and QR category in India is large, contested and still undecided. Incumbents got there first, but what they do not have is compliance infrastructure, an acceptance stack and a prepaid capability built as one system, which is what lets us approach a bank or a PSP with more than a device and a price. You would be the first senior commercial owner of this line, so the partner strategy, the commercial model and the territory plan are yours to write, and the results are attributable. Small team, direct access to Product, Engineering and Compliance, and a short path from what you hear in the field to what we build. If this scales the way we intend, the person who built the channel is best placed to lead it.