Banking Partnerships Manager

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.

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.