Senior Specialist - Strategic Partnerships

What You’ll Be Accountable For

• Deal Origination & Ownership
• Source and develop high-impact partnerships (including but not limited to advisories/consultants, ISVs/fintechs, SIs and agencies) to go deep with.
• Lead end-to-end partnership cycle: from first conversation → commercial structuring → negotiation → signature → go-live.
• Own pipeline generation and progression, through collaboration with Sales Managers for different product pillars.
• Drive clear commercial outcomes: sourced / influenced revenue, pipeline contribution, conversion, partner growth and profitability.

Commercial Structuring & Negotiation

• Design scalable partnership models with provided guidance (referral, reseller, embedded).
• Navigate partner negotiations across commercial, legal, and operational dimensions.
• Balance short-term revenue vs long-term strategic positioning within your portfolio, be able to forecast and plan ahead.
• Operate with precision - all numbers, assumptions, and deal logic must be bulletproof.

Cross-Functional Collaboration

• Act as the single-threaded owner across Sales, Legal, Product, Partner Engineering, and Marketing.
• Drive momentum and remove blockers - you own the outcome of the partnerships in your portfolio.
• Ensure internal alignment and readiness for launch (onboarding, integration, enablement, GTM).

Partner Performance & Revenue Delivery

• You’ll get recognized on partnerships converting into live merchants and revenue, not pipeline logos.
• Track and manage performance against targets (Net Revenue, Total Processed Volume, Product Penetration, Conversion Rate, etc.).
• Identify and execute on growth levers, solo or in collaboration with the team (e.g. joint GTM, integration optimisation).

Operational Excellence

• Maintain high standards of forecasting accuracy, CRM hygiene, and reporting.
• Contribute to building repeatable frameworks (tiering, integration health, GTM motions).
• Raise the bar on quality of output across the team - every deliverable has meaning.

What “Good” Looks Like In This Role

• You own your number - and consistently deliver against it.
• You operate with speed and clarity, even in ambiguity.
• You don’t wait for direction - you create momentum.
• You can go from strategy → execution → revenue, without dropping the thread.
• You build credible relationships externally and internally, and know how to leverage both to close deals.

Experience

• Experience in partnerships, business development, or strategic sales in payments / fintech / SaaS / platforms.
• Track record of closing complex, multi-stakeholder deals is a plus.
• Experience structuring commercial models (rev share, reseller, embedded partnerships).

Skills

• Strong commercial acumen - understands what drives revenue and margin.
• Solid negotiation skills - can hold ground while progressing deals.
• Ability to operate in cross-functional, high-ambiguity environments.
• High attention to detail - no room for approximation.

Mindset

• Owner mentality - accountability without excuses.
• Performance-driven - focused on outcomes, not activity.
• Low ego, high standards - direct, constructive, and solution-oriented.
• Comfortable being challenged - and challenging back when needed.