Position SummaryThe Director of Business Development is responsible for developing and executing the company's payer network strategy to optimize cost, coverage, customer experience, and market competitiveness across our global remittance business.
This role will lead strategic relationships with cash payout partners, banks, financial institutions, fintechs, wallet providers, and other payout network providers while identifying opportunities to expand payout capabilities beyond Latin America and the Caribbean as the company grows its international remittance footprint.
Success in this role requires a blend of commercial negotiation, data-driven market analysis, strategic planning, and deep knowledge of global payout ecosystems. The Director will partner closely with Sales, Pricing, and Analytics to identify new market opportunities, optimize existing corridors, and deliver industry-leading payout capabilities.
Familiarity with Bank payout rails, Wallet ecosystems, Instant payment networks, Real-time payment systems, Card-based payout solutions, Account-to-account payments and stablecoins.Key Responsibilities- Develop and execute the company's global payer network strategy aligned with short and long-term business objectives.
- Evaluate new payout partners, banking relationships, wallets, fintechs, and alternative payment methods.
- Create strategic expansion plans into new remittance markets outside of Latin America and the Caribbean.
- Build market-entry recommendations based on competitive intelligence, consumer demand, regulatory considerations, and payout capabilities.
- Continuously evaluate emerging payout technologies and industry trends.
- Serve as executive relationship manager for key payout partners and financial institutions.
- Negotiate commercial agreements, pricing, service levels, and partnership terms.
- Conduct quarterly business reviews with strategic partners.
- Drive joint business planning initiatives with major payout providers.
- Identify opportunities to improve partner performance, reliability, and customer experience.
- Analyze payout network performance across corridors, including: Costs, FX competitiveness, Payment speed, Coverage, Consumer experience, Settlement performance, Operational quality
- Recommend strategic changes that improve margin while increasing market competitiveness.
- Identify redundant or underperforming partners and recommend optimization opportunities.
- Develop network redundancy strategies to improve resiliency.
Market Intelligence & Growth Strategy- Analyze market share by corridor and identify expansion opportunities.
- Evaluate competitive payout capabilities across global remittance providers.
- Build business cases supporting new payout partnerships and corridor launches.
- Partner with Sales, Insides Sales, Pricing and Analytics teams to identify opportunities to increase transaction volume through network improvements.
- Monitor regulatory and competitive developments impacting global payout networks.
Performance ManagementDevelop KPIs measuring: Market coverage, Network utilization, Cost per payout, Average payout time, Partner SLA performance, Corridor profitability, Customer payout experience, Network redundancy, New corridor growth, Revenue generated from strategic partnerships
Qualifications- Bachelor's degree in Business, Finance, Economics, International Business, or related experience
- 10+ years of experience in International Remittances, Cross-border payments, Business Development, Strategic Partnerships, Banking and Fintech
- Highly Preferred Knowledge of payout networks across Europe, Asia, Africa, and the Middle East.
- Experience negotiating commercial agreements with financial institutions or payment partners
- Strong analytical and financial modeling skills
- Experience developing business cases for strategic investments
- Excellent executive communication and presentation skills
- Proven ability to influence senior leadership and external partners
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