Director, FinTech / Financial Institutions Coverage, International Corporate Banking Americas

Purpose of the role

As a Relationship Director in FinTech Coverage within the Corporate Bank, you are responsible for managing and growing a portfolio of FinTech relationships, delivering strong client outcomes and returns, and ensuring disciplined risk management across the franchise.

Accountabilities

• Strategy, Sales & Service (50%):

  • Drive year-on-year improvement in the positioning, sale, and implementation of corporate solutions.
  • Embed sector and product expertise to deliver the right solutions to clients.
  • Partner with product teams and the wider Barclays Group to increase wallet share.
  • Coordinate with Relationship Directors in other booking locations to deliver coherent, global coverage for complex clients.
  • Lead and contribute to cross-group deal teams to deliver the full Barclays offering, in close partnership with Payments Coverage in Investment Banking.
  • Adhere to pricing policies for credit balances and money transmission.
  • Build robust deal teams and provide clear leadership, direction, momentum, and execution discipline.
  • Lead deal teams on relationship lending and, where appropriate, bespoke financing transactions.
  • Ensure comprehensive, accurate handover of won deals to implementation teams and business-as-usual owners.
  • Provide excellent service to existing clients and be recognised as a trusted advisor.
  • Develop new relationships and win new business with prospective clients.
  • Partner with Operations to ensure effective processes and controls and that transaction turnaround times meet committed timeframes.
  • Work with Finance to ensure revenues are accurately attributed to the portfolio.
  • Apply the Barclays sales and client management framework to run a customer-centric, professional sales process, including:
  • Preparing effectively for client meetings.
  • Building a deep understanding of the client’s business and needs.
  • Leading negotiation, pricing, and due diligence with discipline.
  • Becoming a trusted partner to the client.
  • Maintaining accurate, timely pipeline reporting.
  • Completing call reports for all client meetings.
  • Maintaining a wallet share plan and client account strategy for each relationship.

• Thought Leadership, Training & Development (10%):

  • Monitor industry activity so Barclays maintains a clear, current point of view on market developments and continuously evolves its proposition.
  • Drive ICA Americas and the FinTech team’s thought leadership on innovation, partnerships, and FinTech.
  • Partner with Product and Marketing to raise Barclays’ and FIG’s external profile.
  • Represent Barclays at industry forums and events, and be recognised as a credible sector expert.
  • Coach and challenge deal teams on solutions, market developments, and opportunities to engage the broader Barclays Group to improve returns.
  • Challenge and contribute to product development and strategy.

• Risk Management & Control (30%):

  • Deliver Risk And Control Objectives By:
  • Maintain a strong working knowledge of international payments regulation (with a focus on the US, UK, Europe, India, and the UAE) and AML/compliance best practices.
  • Partner with 1st Line Risk colleagues to complete enhanced due diligence for high-risk clients.
  • Drive continuous improvement of high-risk governance processes and procedures for the sector.
  • Ensure effective risk management across the portfolio.
  • Operate within BC&I risk appetite and lending procedures.
  • Own high-quality credit applications; ensure robust ongoing monitoring and sound judgement at all times.
  • Maintain high standards of data quality.
  • Continuously develop credit knowledge, structuring capability, and documentation discipline.
  • Build effective working partnerships with Credit colleagues.
  • Ensure compliance with mandatory risk policies and procedures covering credit conformance and regulatory, operational, legal, and financial crime risk.
  • Manage Early Warning List clients to reduce risk, including timely escalation to Credit and Business Support colleagues.

  • Team Working (10%):

    • Support, coach, and develop team members.
    • Seek, share, and embed best practices regionally and nationally.
    • Participate in Performance Development and World Class Banker training, and proactively build skills across sales process, products, and industry knowledge.
    • Contribute to the team “Your View” plan.
    • Make an active contribution to Barclays International at local, regional, and national levels.
    • Support and strengthen Barclays International’s position in the local community.

  Director Expectations

  • Manage a business function and provide significant input to function-wide strategic initiatives.
  • Contribute to and influence policy and procedures, and plan/manage/consult on multiple complex, critical strategic projects (which may be business-wide).
  • Set direction for a large team or sub-function, leading other people managers and embedding a performance culture aligned to business values.
  • As an individual contributor, lead organisation-wide projects and act as a deep technical expert and thought leader—identifying new ways of working, collaborating cross-functionally, and coaching less experienced specialists—while providing insight that informs long-term profitability, organisational risk, and strategic decisions.
  • Provide expert advice to senior functional management and committees to influence decisions made outside of own function, offering significant input to function wide strategic initiatives.
  • Manage, coordinate and enable resourcing, budgeting and policy creation for a significant sub-function.
  • Escalates breaches of policies / procedure appropriately.
  • Foster a strong compliance culture by ensuring regulations are observed and appropriate processes are in place to support adherence.
  • Focus on the external environment, regulators, or advocacy groups to both monitor and influence on behalf of Barclays, when appropriate.
  • Demonstrate extensive knowledge of how the function integrates with the business division / Group to achieve the overall business objectives.
  • Maintain broad and comprehensive knowledge of industry theories and practices within own discipline alongside up-to-date relevant sector / functional knowledge, and insight into external market developments / initiatives.
  • Use interpretative thinking and advanced analytical skills to solve problems and design solutions in often complex/ sensitive situations.
  • Exercise management authority to make significant decisions and certain strategic decisions or recommendations within own area.
  • Negotiate with and influence stakeholders at a senior level both internally and externally.
  • Act as principal contact point for key clients and counterparts in other functions/ businesses divisions.
  • Mandated as a spokesperson for the function and business division.

  Director Behaviours

  • L – Listen and be authentic;
  • E – Energise and inspire;
  • A – Align across the enterprise;
  • D – Develop others.