VARUN KESARWANI
DNCR
Summary
Dynamic professional with a proven track record in enterprise sales and strategic partnerships at PhonePe Limited, achieving a remarkable 200% revenue growth. Expert in complex sales cycle management and stakeholder engagement, driving successful outcomes through data-driven strategies and effective negotiation. Committed to delivering exceptional customer success and fostering long-term relationships.
Overview
3
3
Languages
14
14
years of professional experience
Work History
India Lead Strategic Partnerships
Tide Platform India
02.2026 - 05.2026
- Led strategic partnerships for Tide India, acquiring MSMEs through collaborations with associations, corporates, and ecosystem players like NIESBUD, Laghu Udyog Bharti, and Indian Industries Association.
- Forged partnerships across B2B platforms, corporates, and institutions to enhance TPV and user activation.
- Completed day-to-day duties accurately and efficiently.
- Contributed innovative ideas and solutions to enhance team performance and outcomes.
- Worked successfully with diverse group of coworkers to accomplish goals and address issues related to our products and services.
Regional Enterprise Manager
PhonePe Limited
06.2022 - 01.2026
- Led enterprise sales and business development across North India, managing government and large enterprise accounts, which expanded regional revenue by 200% in 8 months and increased deal conversion rates.
- Liaised with senior stakeholders including government officials and municipal leaders to establish strategic partnerships, achieving an 80% deal closure rate.
- Managed complex sales cycles (30-150-240 days) from prospecting to closure and post-sale account management, ensuring successful deal execution.
- Planned regional strategy across multiple states, aligning solutions with policy frameworks and market dynamics while managing marquee client base (TPV ~ 360 Cr Month on Month).
- Delivered tailored solutions for government and transit sectors, enhancing service relevance and client satisfaction.
Senior Manager
Ezetap Mobile Solutions
04.2021 - 05.2022
- Managed large enterprise accounts in modern retail and e-commerce (BIBA, Amazon, MaxLifeInsurance) to drive adoption of digital payment solutions, increasing transaction volume and enhancing merchant onboarding success by 50%.
- Managed post-sales relationships, including renewals and expansions, to align with AOP targets, achieving over 100% of revenue goals and enhancing retention rates.
- Led cross-functional teams to implement mobile payment solutions for clients.
- Developed strategic partnerships with key stakeholders in the fintech industry.
- Managed product lifecycle from conception to launch for mobile applications.
Key Account Manager
Paytm
07.2019 - 03.2021
- Managed key enterprise accounts like BigBasket and Keventers, fostering revenue growth and strategic partnerships while enhancing product adoption by 30% through fintech solutions, wallets, and payment integrations.
- Managed P&L and digital sales for key FMCG categories, driving GMV growth across large enterprise accounts, resulting in a 150% increase in GMV and improved category performance.
- Executed user acquisition, engagement, and retention strategies via targeted campaigns and optimized funnels.
- Built and scaled hyperlocal commerce model, onboarding merchants and managing multiple integrations, which expanded the merchant base by more than 50%.
Manager
Paytm Payments Bank
07.2017 - 06.2019
- Led regional charter for products including Developed Food Wallet as a mobile solution for disbursing tax-free food allowances to employees., Developed Gift Wallet as a mobile solution for disbursing tax-free gift allowances to employees., and Gratification Wallet across North India, enhancing product visibility and adoption.
- Liaised with HR heads and CFOs to pitch and present product solutions to SMEs and corporates, fostering strategic partnerships.
- Developed Gratification Wallet as a digital payout solution for cash back campaigns, driving user acquisition and retention.
- Disbursed tax-free food allowances using the Food Wallet mobile solution.
- Gift Wallet - a mobile only solution to disburse tax-free gift allowances.
Deputy Manager
Ola Cabs
12.2015 - 06.2017
- Built North and East India enterprise business from scratch, scaling revenue to a ₹7 Cr annual portfolio with ₹1.75 Crore in quarterly bookings [ clients like American Express, Fidelity, Genpact ].
- Led CXO-level engagements to position enterprise mobility solutions, enhancing client adoption and satisfaction through targeted cost efficiency and process improvements.
- Contributed to product and GTM strategy by leveraging market insights and customer feedback, strengthening product market fit.
Business Development Manager
MobiKwik
05.2015 - 12.2015
- Developed growth strategies to achieve revenue and profitability targets, resulting in an 85% improvement in sales performance.
- Drove merchant acquisition and strategic partnerships, expanding market presence and enhancing merchant network by 60%.
- Managed account retention and onboarding, ensuring successful client integration and increasing onboarding success rate.
Assistant Manager Corporate Sales
HT Media
10.2013 - 05.2015
- Generated ad revenue through corporate and agency partnerships, contributing to 25% growth in overall ad revenue.
- Secured sponsorships for large-scale events and summits, resulting in 33% increase in sponsorship revenue and improved brand visibility.
- Managed corporate sales team to enhance client relationships and drive revenue growth.
- Developed strategic sales plans aligned with company objectives and market trends.
- Coordinated training sessions for new sales representatives to improve product knowledge.
Branch Sales Manager
Kotak Mahindra Bank
05.2012 - 10.2013
- Led 15-member sales team to consistently exceed sales targets, achieving over 120% of goals in Q2 and Q3 2013.
- Introduced doorstep banking model, decreasing branch walk-ins by 25% and enhancing customer acquisition efforts.
- Led branch operations to enhance customer service and satisfaction.
- Managed sales team performance through coaching and regular feedback sessions.
- Developed and implemented strategic sales plans to drive branch growth.
Education
MBA - Marketing
Jagan Institute of Management Studies
New Delhi01-2012
BBA - Accounts
Jagannath International Management School
New Delhi01-2007
Skills
- Enterprise Sales
- Complex Sales Cycle Management
- Go-to-Market Strategy
- Public Sector Sales
- Strategic Partnerships
- Key Account Management
- CXO Stakeholder Engagement
- Negotiation
- Business Development
- Team Leadership
Accomplishments
- Appeared as a contestant on the Indian Quiz Show - Kaun Banega Crorepati, and won 12.5 Lacs.
- Ranked 17th in the state of Uttar Pradesh in a Chess Competition in 2002.
Languages
English
Upper Intermediate (B2)
B2
Hindi
Upper Intermediate (B2)
B2
Punjabi
Elementary (A2)
A2
Timeline
India Lead Strategic Partnerships
Tide Platform India
02.2026 - 05.2026
Regional Enterprise Manager
PhonePe Limited
06.2022 - 01.2026
Senior Manager
Ezetap Mobile Solutions
04.2021 - 05.2022
Key Account Manager
Paytm
07.2019 - 03.2021
Manager
Paytm Payments Bank
07.2017 - 06.2019
Deputy Manager
Ola Cabs
12.2015 - 06.2017
Business Development Manager
MobiKwik
05.2015 - 12.2015
Assistant Manager Corporate Sales
HT Media
10.2013 - 05.2015
Branch Sales Manager
Kotak Mahindra Bank
05.2012 - 10.2013
MBA - Marketing
Jagan Institute of Management Studies
BBA - Accounts
Jagannath International Management School