Business Development Manager (PSP-NBFI Vertical)

The posting

About the Role

As our Business Development Manager for the PSP/NBFI vertical, based in Singapore, you will own the commercial growth of our institutional client segment — payment service providers and non-bank financial institutions. You will sell our payment infrastructure to PSPs, licensed remittance, and NBFIs across Southeast Asia and beyond.

This is not a merchant sale — it is an institutional, partnership-led one. Your clients are regulated financial businesses that embed your rails inside their own platforms and serve their own end customers(B2B2C). Deals are larger, cycles are longer, and compliance due diligence sits at the heart of every negotiation. You will work directly with the CEO, partnering with Product, Technology, Compliance, Legal, Risk and Operations to structure payment programs that power other financial institutions' growth —and own the outcome.

Job Responsibilities

Vertical Growth – PSP & NBFI Clients

· Hunt & Close: Identify, develop and convert new business opportunities across PSPs, remittance companies and NBFIs.

· Vertical Strategy: Develop and execute the PSP/NBFI vertical go-to-market plan for Singapore and Southeast Asia —target account mapping across MAS-licensed and other regulated institutions, segment prioritization, and revenue, transaction volume and partnership targets.

· Use-Case Fluency: Understand PSP and NBFI business models and their payment needs — embedded and white-label payment trails, beneficiary/agent payout networks, card issuing programs (BIN sponsorship), treasury and FX management, multi-currency settlement and segregated account structures — and match them to our acquiring, payouts, issuing and settlement solutions.

· Ecosystem Presence: Build presence in the fintech institutional ecosystem — MAS-licensed community, fintech associations, industry conferences and accelerator programmes — to generate inbound interest, referrals and early visibility of licensing and expansion activity.

Payments Solution Selling

· Full Cycle: Manage the full sales cycle from prospecting and qualification through solution design, commercial and compliance due diligence, negotiation, contracting, technical integration and go-live — including supporting clients through licensing-aligned onboarding.

· Solution Development: Work closely with Product and Technology to translate PSP/NBFI requirements into commercially viable payment programs — API integrations, white-label configurations, issuing program setup and settlement/treasury structures.

· Presentation: Present the company's payment infrastructure, APIs, licensing posture and platform capabilities to CEOs, Heads of Product, Heads of Compliance and treasury teams at regulated institutions.

Commercial& Card Economics

· Issuing & Revenue Share: Structure VCC/card issuing programs and partnership economics — interchange revenue share, BIN sponsorship arrangements, program fees — articulating how card credit lines improve a client's DPO, cash flow and working capital while creating shared interchange economics.

· Settlement & FX Economics: Design multi-currency settlement and FX solutions with competitive spreads, payout coverage and speed positioning that strengthen the client's own end-customer proposition.

· Negotiation: Lead commercial discussions and negotiations covering pricing, transaction and program fees, revenue-share models, settlement arrangements, SLAs and service requirements — often with legal and compliance at the table.

Client& Stakeholder Management

· Relationships: Build and maintain strong relationships with CEOs, CFOs, Heads of Product, Heads of Payments, Heads of Compliance and treasury at PSPs and NBFIs.

· Buying Committees: Navigate complex, regulated buying processes — influencing economic buyers (CEO/CFO), technical buyers (engineering/integration teams) and gatekeepers (compliance, risk, legal) whose sign-off is decisive in institutional deals.

· Expand: Identify cross-sell and expansion opportunities — new markets, currencies, payment methods and product lines — as partner clients scale their licensed footprint and transaction volumes.

Pipeline& Cross-Vertical Support

· CRM Discipline: Maintain an accurate sales pipeline and opportunity records in the CRM; prepare forecasts and provide regular updates on key opportunities, diligence stages and conversion timelines.

· Market Intel: Track licensing developments, funding and M&A activity across the PSP/NBFI landscape, competitor moves and pricing benchmarks; feed insights into product and pricing strategy.

· Cross-Functional Teamwork: Work with Product, Technology, Compliance, Legal, Risk, Finance and Operations throughout the sales and implementation lifecycle; ensure proposed programs are compliant, commercially viable and successfully transitioned to partner management.

Qualifications and Experience

Essential

· Fintech / Payments Foundation: 3–5 years of business development or B2B sales experience in fintech, payment services, PSP, merchant acquiring or card payments.

· PSP / NBFI Specialization: Demonstrable track record selling to — or working within — payment service providers, licensed financial institutions or NBFIs (PSP partner sales, institutional payment sales, issuing/acquiring partnerships), with closed deals and attributable revenue you can walk us through.

· Payments Fluency: Hands-on knowledge ofB2B/B2C payments, acquiring, VCC/card issuing, mass payouts and cross-border settlement; working understanding of the regulated environment — licensing frameworks (e.g., MAS Payment Services Act), compliance due diligence and institutional onboarding.

· Commercial Edge: Comfortable pricing deals, structuring revenue-share models, negotiating contracts and managing6–12-month institutional sales cycles.

· Card Economics: Understand interchange, rebates and how VCC credit lines improve DPO, cash flow and working capital.

· Stakeholder Management: Communicate effectively with technical teams, compliance/risk functions and senior decisionmakers on payment solutions, pricing and commercial value.

· Ownership: A self-starter who creates leads, thrives in ambiguity and owns the outcome.

· Degree: Bachelor's degree in business, Finance, Economics or a related field.

· Travel: 10%–20% travel will be required.

What Will Make You Stand Out

You speak fluent "institutional payments". You understand how a PSP evaluates a new payout rail — compliance, coverage, cost, reliability— why an NBFI wants a card issuing partner, and how a revenue-share model must work for both sides of the table. You are as comfortable presenting to acompliance committee as you are negotiating with a CEO. You do not wait for leads — you create them through ecosystem presence and disciplined prospecting. You can hold a technical conversation with an integration engineer and a commercial conversation with a founder-CFO in the same hour.

What We Offer

· Direct Access: A high-impact role reporting directly to the CEO, with visibility and influence across the business.

· Vertical Ownership: The runway to build and own the PSP/NBFI business vertical in one of the world's most dynamic payment hubs — Singapore, the region's centre for licensed paymentinstitutions.

· Support: A collaborative, cross-functional team across Product, Technology, Compliance and Operations that supports your deals end to end.

· Growth: Exposure at the intersection of cross-border payments, card issuing and financial institution partnerships —the deepest B2B relationships in payments.