Headline

User Growth & Partnerships at Paytm | FMCG, UPI, BNPL, EMI | Strategic Alliances | CAC • LTV • Retention | Marketing Partnerships | Key Account Manager | Strategic Partnerships & Alliances | B2B Growth | SaaS & Fintech

About

Sourav is a growth and partnerships specialist with 7+ years of experience across fintech, payments and consumer ecosystems, working at the intersection of user acquisition, strategic alliances, GTM and revenue expansion. In his current role as Senior Manager – User Growth & Partnerships at Paytm, he works with leading FMCG brands to build UPI-led acquisition funnels, retention programs and LTV-positive cohorts. He drives end-to-end initiatives across CAC optimisation, cohort strategy, reactivation journeys and cross-vertical propositions spanning recharge, utilities, travel and Paytm Gold. His work involves deep collaboration with product, CRM, media, growth and brand teams to create partnerships that scale efficiently. Before Paytm, Sourav led BNPL/EMI alliances and merchant partnerships at ShopSe, managing lender networks, key accounts, category strategy and EMI adoption across multiple verticals. Earlier, he managed high-performing sales and revenue teams in the Edtech space, giving him a strong foundation in execution, stakeholder management and target-driven growth. Beyond his full-time role, Sourav serves as a Mentor at IIM Bodh Gaya’s INSPIRE Incubation Centre, guiding early-stage startups on GTM, payments, EMI/BNPL stack design, partnership strategy and B2B growth models. This has enabled him to support founders in building scalable payment and fintech ecosystems. Key Areas: • Strategic Partnerships & Alliances • User Acquisition, Retention & LTV • BNPL/EMI, Payments & Merchant Ecosystems • Key Account Management & Stakeholder Leadership • FMCG Growth Marketing & Co-funded Campaigns • GTM Strategy & Cross-functional Execution Sourav holds an MBA in Marketing, along with certifications from Harvard Business School Online (Global Business) and PMP. He brings a balance of strategic thinking, analytical depth and operational discipline to every initiative. 📌 Open to Lead / AD / AGM roles in Fintech, Payments, Growth Partnerships and Ecosystem Strategy. 📌 Available for advisory and consulting engagements with founders building in BNPL, UPI, EMI, SaaS or merchant ecosystem domains.

Location

Bengaluru

AI stack

anthropic apis

claude

cursor

grok

openai

perplexity

Work experience

Senior Manager – User Growth & Partnerships at Paytm, Sep 2025 - Present · 1 y 1 mo, Bengaluru, Leading user growth and partnerships at Paytm, focused on acquiring and retaining high-quality users through performance-led campaigns and ecosystem collaborations. - Execute GTM strategies for user acquisition and growth. – Own CAC, LTV, retention and repeat usage for FMCG-led growth campaigns across Paytm. – Design and execute new user acquisition & reactivation strategies with leading FMCG brands using UPI, recharge, utility, travel, gold and other Paytm use cases. – Work cross-functionally with Product, Growth, Media, CRM and category teams (travel, recharge & utility, Paytm Gold, etc.) to build bundled value propositions and gratifications. – Structure co-funded marketing partnerships with brand teams to optimise CAC and drive LTV-positive cohorts. – Run experiments (A/B tests) on offers, journeys and messaging to improve conversion, retention and engagement KPIs. – Use user-segmentation and cohort insights to refine proposition for high-value users and reduce churn. – Manage stakeholders from Brand Managers to CMOs / BU Heads on the partner side and internal CXO visibility for key initiatives.

Mentor - INSPIRE Incubation Centre, IIM Bodh Gaya at Mentor, Bengaluru, Karnataka, India, Mentoring early-stage startups at IIM Bodh Gaya’s INSPIRE Incubation Centre with a focus on: Go-to-Market (GTM) strategy – guiding founders on customer acquisition, positioning and market entry. Scaling playbooks (0→1 and 1→10) – helping ventures transition from idea validation to growth stage. Fintech enablement – advising on payment gateways, POS systems, BNPL solutions, reconciliations and compliance. B2B partnerships & sales strategy – designing scalable frameworks for enterprise sales and ecosystem collaborations. Supporting founders in building sustainable business models, improving execution and unlocking growth opportunities.

Senior Manager - Strategy Alliances and Partnerships | Account Management at ShopSe Digital Finance, Feb 2024 - Sep 2025 · 1 yr 8 mos, Bengaluru, Karnataka, India, -Spearheading key account growth and strategic partnerships to expand ShopSe’s digital finance footprint across B2B & B2C verticals. -Lead end-to-end account management and strategic alliance development, driving revenue-generating partnerships with B2B,B2C and B2B2C Partners. -Experienced in managing strategic partnerships and alliances with a focus on delivering key objectives and goals. -Collaborating closely with the Chief Business Officer (CBO) and the founder to provide valuable insights and identify potential areas for business expansion. -Analysing market trends, leverage data analytics, and foster innovation to drive strategic decision-making. -Developing strategic partnerships and maintaining clear communication as a key to aligning on objectives for sustainable growth. -Strong ability to work closely with cross-functional teams, including tech, engineering, and product, to strategize and execute partnership initiatives. -Proven track record of developing and maintaining successful partnerships that drive business growth and innovation. -Skilled in identifying and evaluating potential partnership opportunities, and negotiating and structuring partnership agreements. -Excellent communication and relationship-building skills to foster strong alliances with external partners -Ability to analyze market trends and industry developments to identify potential partnership opportunities and create strategic alliances that align with business objectives. -Proficient in developing and implementing partnership strategies to drive revenue growth and market expansion. -Deliver key insights on competitor mapping, ecosystem collaboration, and B2B relationship management.

Associate Senior Manager/Senior Manager at BYJU'S, Jan 2022 - Jan 2024 · 2 yrs 1 mo, Bangalore Urban, Karnataka, India, Manage a team of 10 Revenue Managers and 120+ Associates to develop strategies & deliver revenue generation. Punched in total revenue of Rs. 50 crores in 1 year, with an average of Rs. 4 crore per month. Supervise & accelerate business expansion through regular team tracking, lead allocation, and strategy definition. Maintain the highest RCN rate (Refund, Cancellation, and Not Confirmed Order) pan-India. Successfully manage campaigns, utilizing data analysis to optimize performance, keeping attrition at 8.34%. Ranked among the top 3 SMs in the IAS Bengaluru segment. Conduct interviews for BDTs/BDAs, and also lead manager interviews for onboarding sales professionals from different business units. Provide training in sales and closing pitches, and successfully established a sales team from the ground up

Business Development Manager at BYJU'S, Jul 2020 - Jan 2022 · 1 yr 7 mos, Bengaluru, Karnataka, India, Led a team of 20 members to successfully deliver consistent revenue results and achieve sales targets. Conducted end-to-end sales process training on revenue models to enhance team performance by personally coaching them on sales strategy, customer relations, and revenue generation. Streamline processes and align them with defined Key Result Areas (KRA) to meet company objectives. Mentored team members to cultivate future leaders within the organization. Built sales forecasts and schedules to understand customer demands and provide tailored solutions.

Business development associate at BYJU'S, Jan 2019 - Jul 2020 · 1 y 6 mo, Noida, Uttar Pradesh, India, Consistently achieved high revenue performance contributing to the organization's success. Evaluated potential clients and created a personal rapport with the new onboarding customers. Received the Highest Revenue Generating Associate Award for 12 consecutive cycles. Researched market & competitor to identify & develop the company’s USPs and key differentiators. Punched above the Individual Contribution Requirement (ICR) for 12 months.

BDA Intern at Studd, Feb 2018 - Apr 2018 · 3 mos

Education

Global Business, Global Business, Harvard Business School Online

Master of Business Administration - MBA, Marketing, Pondicherry University