Business Development Manager (card issuing) at an international fintech company — remote

About the company

An international fintech company with more than 10 years on the market of payment solutions for online businesses: e-wallets, online acquiring, mass payouts, virtual cards, online banking. 300,000+ clients around the world.

The BDM will join the team of the B2B virtual card product and will work on bringing in new partners to develop it.

The key task of the role is to find and onboard direct virtual card issuers in different regions of the world, including entering markets that are new for the product, and to build long-term relationships with partners. We are looking for a person who knows the card issuing market well, can reach decision-makers through their own network of contacts and can independently run the whole cycle of cooperation: from the first introduction and negotiations to integration, launch and further development of the relationship.

What you will do

• Find direct virtual card issuers — banks and licensed fintech companies that issue cards under their own BINs and have direct membership in Visa, Mastercard or other payment systems.
• Develop the pool of providers for cards that are used to pay for online advertising, as well as for everyday and travel expenses.
• Reach decision-makers through your own contacts, referrals, professional networking and industry events.
• Present the product to potential partners, discuss commercial and operational terms, competently explain the company's business model.
• Run the full onboarding cycle: onboarding and verification of the company with the provider, agreeing and signing documents, obtaining the API, coordinating integration, taking part in testing and launch.
• Coordinate work with the legal and technical teams inside the company.
• Support onboarded partners after launch: resolve disputes, agree changes to the API and procedures, improve terms and develop long-term relationships.
• Maintain a constant pipeline of new providers and look for solutions that will give the product more stable terms and a competitive advantage.
• Represent the company at international fintech conferences, side events and in-person meetings with partners.

What matters

• Hands-on experience with virtual cards and card issuing: understanding of the roles of direct issuer, principal member, program manager and issuer processor.
• An established network of professional contacts in the card issuing market, including among decision-makers on the issuer side.
• Experience running full-cycle partnerships: from sourcing and negotiations to onboarding, integration, launch and ongoing support.
• Understanding of the virtual card market, reselling and the specifics of high-risk segments. It is important to work calmly and professionally in conditions where the requirements of providers and payment systems can change quickly.
• Experience working with providers in Asia, the UAE, the CIS and other emerging regions will be an advantage.
• Business English for negotiations, correspondence and working with documents. Knowledge of Chinese will be a plus.
• Readiness for regular international business trips.
• Strong communication and networking skills: the ability to meet people, win them over and build trusting relationships in formal and informal settings.
• Independence, proactivity and resilience to uncertainty.
• Focus on long-term results: it is important not only to onboard a provider but also to ensure stable joint work after launch.

Terms

• Fully remote with no strict binding to a time zone.
• Flexible payment: in rubles, dollars or euros, depending on your location.
• Contract: sole proprietor, self-employed or a contract with a foreign company — your choice.
• 13th salary and a bonus component.