Business Development Manager – Financial Institutions

About the Role

We are looking for a Business Development Manager to drive the growth of our Financial Institutions business. The role focuses on developing institutional clients and strategic partnerships across banks, payment service providers (PSPs), fintechs and other financial services organizations.

You will manage the end-to-end business development cycle, from identifying opportunities and developing client relationships to commercial negotiation, solution development, onboarding and go-live.

The successful candidate should have strong commercial acumen, a good understanding of payments and financial services, and the ability to work effectively with clients and internal stakeholders across different markets.

Key Responsibilities

Business Development & Institutional Sales

• Identify and develop new business opportunities across banks, PSPs, fintechs, payment institutions and other institutional clients.

• Manage the end-to-end sales cycle, including prospecting, qualification, solution development, commercial negotiation, contracting, onboarding and go-live.

• Develop account and business development strategies to achieve agreed revenue and new-business targets.

• Build and maintain strong relationships with senior decision-makers and key stakeholders.

• Identify opportunities to expand existing client relationships through additional products, payment corridors, currencies and solutions.

Banking & Payment Partnerships

• Identify and develop strategic partnerships with banks, payment institutions, PSPs, acquirers, FX/liquidity providers and other payment infrastructure partners.

• Lead commercial discussions covering pricing, transaction fees, FX, settlement arrangements, service coverage and partnership structures.

• Work with internal teams to support reliable, scalable and commercially competitive payment capabilities.

Cross-Border Payment Solutions

• Understand clients' cross-border payment, collection, settlement, FX and treasury requirements.

• Work closely with Product and Technology teams to translate business requirements into practical payment solutions.

• Present the company's payment infrastructure, API and platform capabilities to clients and partners.

• Support solution development across different markets, currencies, payment methods and settlement models.

Commercial & Pipeline Management

• Maintain an accurate business development pipeline and opportunity records in the CRM.

• Prepare revenue forecasts and provide regular updates on key opportunities, negotiations, risks and expected conversion timelines.

• Monitor market developments, competitor activities, pricing and customer requirements to identify new business opportunities.

• Support the development of new payment corridors, markets and partnership opportunities.

Cross-Functional Collaboration

• Work closely with Product, Technology, Compliance, Legal, Risk, Finance and Operations throughout the client and partner onboarding process.

• Coordinate internal stakeholders to resolve commercial, operational, regulatory and technical matters.

• Ensure proposed client solutions and partnership structures are commercially viable and aligned with applicable compliance and risk requirements.

Requirements

Education & Experience

• Bachelor's degree in Business, Finance, Economics or a related discipline.

• At least 3 years of relevant experience in business development, institutional sales, strategic partnerships or account management.

• Relevant experience within fintech, payments, transaction banking, financial services or payment technology is preferred.

Payments & Financial Services Knowledge

• Good understanding of the payments ecosystem, including cross-border payments, FX, clearing and settlement, payment methods and banking/payment infrastructure.

• Experience working with banks, PSPs, fintechs, payment institutions or other financial services organisations is preferred.

• Experience developing or selling payment services, financial infrastructure, APIs or technology solutions to institutional customers would be an advantage.

Business Development & Commercial Skills

• Demonstrated ability to develop institutional relationships and manage complex B2B business opportunities.

• Strong commercial acumen with experience in commercial discussions, pricing and contract negotiations.

• Ability to engage effectively with senior stakeholders and decision-makers.

• Strong presentation, negotiation, influencing and stakeholder-management skills.

• Ability to manage multiple opportunities and priorities independently in a fast-paced and international environment.

Regulatory Awareness

• Good understanding of regulatory and compliance considerations relevant to payments and financial services.

• Ability to work effectively with Compliance, Legal, Risk and other control functions when developing and onboarding new business.