We are a fast-growing fintech company building a global payment infrastructure across issuing, acquiring, and alternative payment rails. As we expand our online acquiring capabilities, securing high-quality merchant and institutional partnerships is critical to driving transaction volume and ecosystem growth. We are seeking an Institutional Business Development Lead (Online Merchant Acquiring) to lead/support the acquisition of strategic merchants and partners across non-China markets. This role focuses on onboarding Tier-1 e-commerce platforms, digital content providers, and third-party acquirers, building strong payment distribution channels.
You will act as the owner of upstream transaction supply, driving high-quality merchant onboarding and ensuring newly signed partners translate into real transaction volume (GTV).
The ideal candidate combines strong commercial negotiation skills with a deep understanding of online payment flows and acquiring business models.
CORE RESPONSIBILITIES
Merchant & Institutional Partnership Development
- Identify, acquire, and onboard strategic merchants, platforms, and acquiring partners across key markets.
- Focus on high-impact segments such as e-commerce, digital entertainment, and aggregator/acquirer channels.
- Build and manage a strong pipeline of partnerships to support scalable transaction growth.
Commercial Structuring & Deal Execution
- Lead end-to-end deal structuring and negotiations, including pricing, fee models, settlement terms, and risk considerations.
- Drive fast and effective deal closure while ensuring alignment with internal commercial and compliance requirements.
- Ensure signed partnerships are commercially viable and aligned with long-term business objectives.
Transaction Conversion & GTV Ownership
- Ensure newly onboarded merchants and partners are activated and contribute to real transaction volume (GTV).
- Work closely with internal teams to remove onboarding and integration friction, accelerating time-to-transaction.
- Monitor partner performance and drive initiatives to improve transaction scale and quality.
Cross-functional Collaboration & Execution
- Collaborate with Product, Tech, Risk, and Operations teams to support merchant integration, payment flow implementation, and ongoing optimization.
- Ensure smooth execution of key capabilities such as payment routing, redirect flows, and refund processes.
- Drive alignment across teams to deliver timely onboarding and scalable merchant solutions.
REQUIRED QUALIFICATIONS
- Minimum 6–10+ years in Business Development, Sales, or Partnerships within payments, fintech, or e-commerce ecosystems, with a track record of onboarding merchants or institutional partners.
- Bachelor's degree in Business Management or any relevant degrees.
- Strong understanding of online acquiring models, payment flows (e.g., checkout, redirect, refund), and merchant integration processes.
- Proven ability to structure and close complex commercial deals with merchants, platforms, or financial institutions.
- Ability to convert signed partnerships into actual transaction volume, with strong ownership of GTV and business outcomes.
- Experience working with Product, Tech, Risk, and Operations teams to deliver end-to-end partner integration and execution.
- Familiarity with cross-border payments, e-commerce, digital content platforms, or aggregator/acquirer models.
