Head of Business Development (Partnerships & Alliances)

About Fam

Fam (previously FamPay) is India's first payments app for everyone above 11. FamApp helps make online and offline payments through UPI and FamCard. We are on a mission to raise a new, financially aware generation, and drive 250 million+ youngest users in India to kickstart their financial journey early in their lives. Founded in 2019 by IIT Roorkee alumni, Fam is backed by investors like Elevation Capital, Y-Combinator, Peak XV (Sequoia Capital) India, Venture Highway, Global Founder's Capital, and angels including Kunal Shah and Amrish Rao.

Role Overview

We're looking for a Head of Business Development to build and scale Fam's partnerships and alliances engine. This is a 1→10 role — you'll define the strategy, close high-impact partnerships, and turn them into meaningful growth, engagement, and revenue. This role sits at the intersection of growth, product, and brand, and demands someone who can walk into a room with a CMO or CEO and own the conversation. You'll own both the revenue partnerships charter and the user acquisition engine, working directly alongside founders and leadership to make Fam the definitive financial platform for India's next generation.

Must-Haves

• 15+ years in business development, ad sales, partnerships, or strategic alliances
• Strong, proven network across large media and brands agencies 
• Deep understanding of digital advertising and ad monetisation- ability to package and sell Fam's platform traffic, clicks, and impressions as a high-value media asset to brands and agencies
• Track record of building and scaling revenue-generating partnerships with large advertisers 
• Exceptional storytelling and strategic thinking — able to lead CXO-level conversations with authority
• Raw intelligence and sharp product and business instincts — comfortable operating alongside founders and C-suite
• Data-driven approach to evaluating and structuring deals
• Strong negotiation skills and high ownership mindset
• Builder mentality — thrives in ambiguity and moves fast
• Strong network across consumer platforms and brands

Good to Haves

• Prior experience in working in a consumer internet, product-led companies
• Familiarity with creator ecosystems or youth-first brands
• AI-native mindset

Roles & Responsibilities

1. Revenue Partnerships

• Own and drive the revenue partnerships charter — co-branded campaigns, affiliate deals, and advertiser relationships
• Build direct relationships with large brand marketing teams and agency partners
• Sell Fam's platform (impressions, engagement, reach among India's youngest consumers) as a media and distribution vehicle
• Structure sustainable, high-value commercial deals that compound over time

2. Brand & Lifestyle Alliances

• Position Fam as a lifestyle brand deeply resonant with younger audiences
• Drive partnerships with fashion, music, content, and youth-first brands
• Conceptualize and execute high-impact co-branded campaigns

3. Merchant & Payments Ecosystem

• Expand Fam's presence across teen-friendly online and offline merchants
• Drive partnerships with QSR chains, e-commerce platforms, OTT, and gaming brands
• Increase transaction frequency and stickiness through relevant merchant coverage

4. Institutional Partnerships

• Build alliances with schools, colleges, coaching institutes, and youth communities
• Drive trust-led onboarding at scale

What Success Looks Like

• Revenue is the scoreboard — own it, grow it, and be accountable to it from day one
• Significant share of new user acquisition driven via partner channels
• Reduction in CAC through scalable alliances
• Growth in monthly transactions per user
• Strong brand recall among younger audiences

Why Join Us

• Rare opportunity to build a category-defining brand for the next generation in India
• Work directly with founders and leadership — high visibility, high impact
• Own a critical growth and revenue lever from day one
• Access to the best AI tools and an AI-native work culture — we move faster because we build smarter
• Fast-paced, high-ownership culture where builders thrive

About Fam

Fam (previously FamPay) is India's first payments app for everyone above 11. FamApp helps make online and offline payments through UPI and FamCard. We are on a mission to raise a new, financially aware generation, and drive 250 million+ youngest users in India to kickstart their financial journey early in their lives. Founded in 2019 by IIT Roorkee alumni, Fam is backed by investors like Elevation Capital, Y-Combinator, Peak XV (Sequoia Capital) India, Venture Highway, Global Founder's Capital, and angels including Kunal Shah and Amrish Rao.

Role Overview

We're looking for a Head of Business Development to build and scale Fam's partnerships and alliances engine. This is a 1→10 role — you'll define the strategy, close high-impact partnerships, and turn them into meaningful growth, engagement, and revenue. This role sits at the intersection of growth, product, and brand, and demands someone who can walk into a room with a CMO or CEO and own the conversation. You'll own both the revenue partnerships charter and the user acquisition engine, working directly alongside founders and leadership to make Fam the definitive financial platform for India's next generation.

Must-Haves

• 15+ years in business development, ad sales, partnerships, or strategic alliances
• Strong, proven network across large media and brands agencies 
• Deep understanding of digital advertising and ad monetisation- ability to package and sell Fam's platform traffic, clicks, and impressions as a high-value media asset to brands and agencies
• Track record of building and scaling revenue-generating partnerships with large advertisers 
• Exceptional storytelling and strategic thinking — able to lead CXO-level conversations with authority
• Raw intelligence and sharp product and business instincts — comfortable operating alongside founders and C-suite
• Data-driven approach to evaluating and structuring deals
• Strong negotiation skills and high ownership mindset
• Builder mentality — thrives in ambiguity and moves fast
• Strong network across consumer platforms and brands

Good to Haves

• Prior experience in working in a consumer internet, product-led companies
• Familiarity with creator ecosystems or youth-first brands
• AI-native mindset

Roles & Responsibilities

1. Revenue Partnerships

• Own and drive the revenue partnerships charter — co-branded campaigns, affiliate deals, and advertiser relationships
• Build direct relationships with large brand marketing teams and agency partners
• Sell Fam's platform (impressions, engagement, reach among India's youngest consumers) as a media and distribution vehicle
• Structure sustainable, high-value commercial deals that compound over time

2. Brand & Lifestyle Alliances

• Position Fam as a lifestyle brand deeply resonant with younger audiences
• Drive partnerships with fashion, music, content, and youth-first brands
• Conceptualize and execute high-impact co-branded campaigns

3. Merchant & Payments Ecosystem

• Expand Fam's presence across teen-friendly online and offline merchants
• Drive partnerships with QSR chains, e-commerce platforms, OTT, and gaming brands
• Increase transaction frequency and stickiness through relevant merchant coverage

4. Institutional Partnerships

• Build alliances with schools, colleges, coaching institutes, and youth communities
• Drive trust-led onboarding at scale

What Success Looks Like

• Revenue is the scoreboard — own it, grow it, and be accountable to it from day one
• Significant share of new user acquisition driven via partner channels
• Reduction in CAC through scalable alliances
• Growth in monthly transactions per user
• Strong brand recall among younger audiences

Why Join Us

• Rare opportunity to build a category-defining brand for the next generation in India
• Work directly with founders and leadership — high visibility, high impact
• Own a critical growth and revenue lever from day one
• Access to the best AI tools and an AI-native work culture — we move faster because we build smarter
• Fast-paced, high-ownership culture where builders thrive