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Lead – Retail Ecommerce, B2B & Impact Retail
Own growth across Retail Ecommerce, B2B and Impact Retail on India's open network.
Delhi | 15+ years | 5 days WFO
About ONDC
ONDC is building an open network for digital commerce in India — enabling buyers, sellers, logistics providers and technology platforms to connect and transact across an interoperable network.
Impact Retail brings the produce of Kissans and Karigars — India's farmers and artisans — onto the same open network as mainstream retail and B2B commerce.
That is where you come in.
The Role
We are looking for a business leader to drive network growth and participant success across Retail Ecommerce, B2B and Impact Retail categories.
This role owns strategy and execution for onboarding, activating and scaling network participants — buyer and seller apps, sellers — while building on customer and merchant experience across the network.
This is a high-ownership role with exposure to industry bodies, government stakeholders and ecosystem partners across three distinct categories.
What You'll Own
Own the business strategy and growth roadmap across Retail Ecommerce, B2B and Impact Retail categories on the ONDC network.
Build and manage relationships with key network participants, industry bodies and ecosystem stakeholders to expand category depth and transaction volume.
Drive participant onboarding, activation and scaled adoption of buyer and seller network participants across all three categories.
Define category-specific GTM strategies, working cross-functionally with product, technology and policy teams to remove adoption barriers.
Champion merchant and user experience on the network, in collaboration with network participants, to create a frictionless journey.
Track category performance — participant growth, transaction volumes, GMV where applicable — and report on category health to leadership.
Represent ONDC in industry forums, partner discussions and government/ecosystem engagements as relevant.
Lead and mentor teams managing category-specific execution.
What Success Looks Like
You become the owner of growth across three categories at once — someone who can scale participant onboarding and transaction volumes while keeping the merchant and customer experience frictionless across Retail Ecommerce, B2B and Impact Retail.
What We're Looking For
15+ years of experience in ecommerce (Retail or B2B), with a track record of owning P&L or business growth charters.
Strong business acumen with a demonstrated "business head" orientation — comfortable owning outcomes across multiple categories at once.
Stakeholder management across internal teams, network participants and external ecosystem players.
Strategic thinking paired with hands-on execution capability.
Strong communication and cross-functional collaboration skills.
Data-driven decision-making and category performance tracking.
A strong plus
Experience working across multiple categories | engagement with government, policy or industry-body stakeholders | impact-led commerce.
This Role Is For You If...
You want to own outcomes across multiple categories, not just one.
You are as comfortable with mainstream retail economics as with impact-led commerce for farmers and artisans.
You think about network growth and merchant experience as two sides of the same problem.
And you want to help scale India's most ambitious open commerce initiative.
Why ONDC?
This is an opportunity to work on open digital infrastructure at national scale — at the intersection of retail, inclusion and commerce.
You won't just grow one category.
You will help shape the network across all of them.
Read more about ONDC (click to read)
Visit our website at ondc.org
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