Key Responsibilities

1. Institutional Sales & Business Development

· Identify, develop, and convert high-value institutional opportunities across banks, PSPs, fintechs, asset managers, family offices, insurers, and other financial institutions.

· Own the end-to-end sales cycle from prospecting and qualification through solution design, commercial negotiation, contracting, onboarding, and go-live.

· Develop and execute account and business development strategies to achieve revenue and new-business targets.

2. Institutional Relationship Management

· Build and maintain trusted relationships with senior decision-makers and key stakeholders across institutional clients and financial services organisations.

· Act as a strategic partner to clients by understanding their business models, payment flows, operational requirements, and growth plans.

· Identify opportunities to expand existing relationships through additional products, corridors, currencies, and payment solutions.

3. Bank & Payment Partnership Management

· Identify, evaluate, and develop strategic relationships with regional banks, payment institutions, PSPs, acquirers, FX/liquidity providers, and other payment infrastructure partners.

· Lead commercial discussions and negotiations covering pricing, transaction fees, FX, settlement terms, service coverage, and partnership structures.

· Work closely with internal stakeholders to ensure payment rails are reliable, scalable, commercially competitive, and aligned with business requirements.

4. Cross-Border Payment Solutioning

· Understand clients complex cross-border payment, collection, settlement, FX, and treasury requirements.

· Work closely with Product and Technology teams to translate client requirements into practical payment solutions.

· Present LianLian's API, payment infrastructure, and platform capabilities to clients and partners, and demonstrate how these solutions address their business needs.

· Support solution design across different markets, currencies, payment methods, and settlement models.

5. Pipeline, Forecasting & Commercial Management

· Maintain a disciplined sales and partnership pipeline within the CRM, ensuring accurate opportunity tracking, revenue forecasting, and reporting.

· Provide regular updates on pipeline development, key opportunities, commercial negotiations, risks, and expected conversion timelines to regional leadership.

· Analyse market trends, competitor activities, pricing, and customer requirements to identify new business opportunities.

6. Cross-Functional Collaboration

· Partner closely with Product, Technology, Legal, Compliance, Finance, Operations, and Risk teams to ensure successful onboarding and implementation of institutional clients and banking partners.

· Coordinate internal stakeholders to resolve commercial, operational, compliance, and technical issues throughout the sales and implementation lifecycle.

· Ensure proposed business models and client solutions are commercially viable and aligned with applicable regulatory and risk requirements.

7. Market & Corridor Development

· Identify emerging payment corridors, local payment methods, and market opportunities that can support LianLian's institutional growth strategy.

· Develop market-entry and partnership strategies for new countries, payment channels, and financial institution segments.

· Build a strong external network across banks, PSPs, fintechs, and institutional financial services organisations.

Qualifications

1. Education & Experience

· Bachelor's degree in Finance, Economics, Business, or a related discipline.

· 3–5+ years of relevant experience in Business Development, Institutional Sales, Strategic Partnerships, or Account Management.

· Experience in fintech, cross-border payments, transaction banking, payment infrastructure, or SaaS is highly preferred.

2. Payments & Financial Services Knowledge

· Strong understanding of the global payments ecosystem, including cross-border payments, FX, clearing and settlement, payment schemes, local payment methods, and banking/payment infrastructure.

· Experience working with banks, PSPs, fintechs, payment institutions, or other financial services organisations is strongly preferred.

3. Institutional Sales Capability

· Proven track record of developing institutional relationships and closing complex B2B or B2B2B transactions.

· Experience selling payment services, financial infrastructure, APIs, or technology solutions to banks, PSPs, fintechs, family offices, insurance companies, asset managers, marketplaces, or other institutional customers is strongly preferred.

· Strong commercial acumen with experience in pricing and contract negotiations.

4. Network & Relationship Building

· Candidates with an established network and strong relationships across banks, PSPs, fintechs, and institutional financial services organisations will have a significant advantage.

· Demonstrated ability to engage confidently with senior executives and decision-makers.

5. Communication & Presence

· Excellent verbal and written communication skills with the professionalism and executive presence required to represent LianLian with banking and institutional clients.

· Strong presentation, negotiation, influencing, and stakeholder-management skills.

6. Strategic Mindset & Execution

· Commercially driven, proactive, and entrepreneurial, with the ability to identify opportunities and turn them into tangible business results.

· Able to balance long-term strategic partnership development with short-term sales and revenue objectives.

· Comfortable working in a fast-paced, cross-functional, and international environment with a high degree of autonomy.

7. Regulatory Awareness

· Good understanding of the regulatory and compliance considerations relevant to payments and financial services.

· Comfortable working with Compliance, Legal, Risk, and other control functions to structure and onboard new business appropriately.

8. Language Skills

· Excellent proficiency in English.

· Mandarin proficiency is an advantage, particularly for communication with China-based clients, financial institutions, and business stakeholders.

SG Financial Institution Business Development Manager