The posting
We're looking for an experienced Banking Partnerships Manager to expand the banking network behind xpate's payment and banking channels and get more out of what we already have.
We want to go further: new markets, new currencies, new rails, and better commercial terms on everything already running. You'll find the banks, EMIs, and payment institutions that get us there, lead the commercial conversations, and work with our existing partners to secure better conditions.
This is a business development role, and it works best in the hands of someone who already knows this industry and the people in it.
Your role at xpate:
Expanding the network
- Map our current coverage across markets, currencies, rails and products, and build a pipeline of banks, EMIs, payment institutions and BaaS providers that fills the gaps.
- Reduce our single points of failure by adding backup routes for the channels we depend on most.
- Open doors through your own network and reach the people who can decide.
- Stay close to the market: who's opening up to EMIs, who's derisking, who just launched a new rail.
Improving what we already have
- Own the commercial terms of our existing partnerships and work them actively: pricing, fees, FX spreads, limits, settlement cycles.
- Review partner performance and service quality on a regular cycle, and reopen terms when volumes, market rates or our leverage change.
- Grow current relationships into new markets, currencies, rails and products before we go looking for a new partner.
- Benchmark what we pay against what the market offers, and know where we're overpaying.
Assessing and negotiating
- Evaluate partners on coverage, products, pricing, limits, licensing, reputation and financial standing.
- Learn early what each partner will and won't accept on client risk, before we invest three months in them.
- Lead commercial discussions and negotiate pricing, fees, FX, limits, SLAs and contract terms with senior stakeholders.
- Build the internal case: what a partner costs, what it unlocks, what we give up.
- Work with Compliance and Legal to move through partner due diligence at pace.
Owning the relationship through to launch
- Stay the business-side owner from the first introduction through contract, launch and everything after.
- Drive onboarding once the deal is signed, pulling in Compliance, Legal, Tech and Operations, and keep timelines, owners and next steps clear on both sides.
- Become the person your counterparts call first, on good news and bad.
- Run several partner conversations and onboardings in parallel and keep all of them moving.
We’re ready to meet you, if…
- You bring an established network across banks, EMIs, PSPs or other financial institutions, with counterparts who will take your call. For this role, that matters as much as the experience behind it.
- You have 5+ years in payments, banking or fintech, working directly with financial institutions.
- You've opened banking or payment partnerships from a cold start.
- You've renegotiated live commercial terms and improved them, and you know how to build the case, pick the moment and push without damaging the relationship.
- You've worked hands-on with SEPA, SWIFT, Faster Payments or local payment rails.
- You have experience with IBAN and account products, FX or cross-border payments.
- You've built relationships with regulated financial institutions in Europe and/or the UK.
- You're comfortable discussing pricing, fees, volumes, limits and contract terms with senior counterparts.
- You're organised enough to hold several partner tracks at once, and you've taken a partnership from first call through due diligence, contract and go-live yourself.
- You take ownership. When something stalls, you find the way around it.
Bonus Points If…
- You've done this on the EMI or PSP side and had to earn credibility with banks.
- You've handled partner due diligence from the applicant's side and know what banks want to see.
- You've worked in a fast-growing fintech where the processes were still being built.
What working at xpate looks like:
- A dynamic, ambitious environment where the banking network is yours to grow, with short decision paths and real ownership.
- Competitive compensation and an attractive employee benefits package.
- Health insurance to support your well-being.
- Educational bonus to support your professional development and continuous learning.
- Modern and comfortable office environment.
- Flexible working environment built on trust and accountability.
- Opportunities to grow, lead, and shape how xpate's banking network expands across markets.
Why join xpate?
We're building the financial backbone of the future, where payments move freely and businesses grow without barriers. If you want real impact, freedom to innovate, and work that drives change, xpate is the place for you.
