Business Partnership Manager (Fiat)

About the role

This role focuses on building and scaling strategic partnerships with banks, payment service providers, and fintech companies across the APAC region. The objective is to establish robust fiat infrastructure, including domestic pay-in and payout rails, card acquiring, and various regulated payment methods. The manager will own the entire partnership lifecycle, from initial market mapping and outreach to commercial structuring, contract negotiation, and cross-functional execution to ensure rapid partner onboarding.

A key aspect of this position involves developing and maintaining senior relationships within the financial sector, including banks, PSPs, and payment processors. The manager will leverage market insights and regulatory understanding to unlock critical partnerships. This also includes leading the end-to-end implementation process, covering due diligence, commercial terms, regulatory reviews, technical integration, and reconciliation design, aiming for optimized go-live.

Success in this role means continuously monitoring the competitive landscape, regulatory changes, and payment ecosystem shifts to refine regional strategy. The manager is expected to deliver against aggressive key performance indicators, such as the launch of new fiat channels, increased on/off-ramp coverage, growth in active users and merchants, and measurable payment volume expansion. This requires a results-driven approach within a fast-paced and innovative environment.

The salary for this position ranges from $90,000 to $150,000 annually.

Skills that matter here

• payments: This role requires a deep understanding of payment infrastructure, domestic rails, settlement flows, and risk controls to establish compliant fiat capabilities.
• fintech: Experience in the fintech sector is crucial for identifying and partnering with innovative payment solution providers.
• banking: Knowledge of banking operations and a network within financial institutions are essential for securing partnerships with banks and settlement providers.
• business development: Proven enterprise business development skills are needed to originate, structure, negotiate, and manage complex partnerships.
• negotiation: The role involves commercial structuring and contract negotiation for partnerships with financial institutions.
• APAC region: A strong existing network and understanding of the financial landscape in the APAC region are required for effective partnership building.

Who this role suits

• Someone with a strong background in financial services, particularly in payments or fintech, who understands payment infrastructure.
• An individual with proven experience in enterprise business development, capable of initiating and managing complex partnerships.
• A professional who thrives in a cross-functional environment, coordinating with legal, compliance, and product teams to launch new services.
• A person with an existing network within the APAC financial sector who can leverage these connections for strategic partnerships.

From the employer

• Identify, build, and scale strategic partnerships with local banks, payment service providers, card schemes, settlement banks, and leading fintech companies to establish reliable, compliant, and scalable fiat infrastructure.
• Drive the expansion of local fiat capabilities, including domestic pay-in and payout rails, bank transfers, card acquiring, wallet channels, merchant settlement solutions, and other regulated payment methods that support user deposits and withdrawals in local currency.
• Own the full enterprise sales and partnership lifecycle, including market mapping, prospecting, outreach, pitching, commercial structuring, contract negotiation, KYB coordination, due diligence, and cross-functional execution to accelerate partner onboarding and go-live timelines.
• Develop and manage senior relationships across banks, PSPs, acquirers, issuers, payment processors, and large merchants, leveraging market insight and regulatory positioning to unlock critical partnerships.
• Lead end-to-end onboarding and implementation processes, including due diligence, commercial negotiations, regulatory review, fund flow alignment, technical integration, testing, settlement readiness, reconciliation design, and go-live optimization.
• Continuously monitor the competitive landscape, regulatory developments, banking environment, and payment ecosystem shifts to refine regional strategy and support broader fiat and payments expansion.
• Track and deliver against aggressive KPIs, including fiat channel launches, on/off-ramp coverage, active users and merchants, partner activation, transaction success rates, settlement efficiency, and measurable payment volume growth.

• 6–10 years of experience in payments, fintech, banking, acquiring, digital wallets, or related financial services, with strong knowledge of payment infrastructure, domestic rails, settlement flows, reconciliation, risk controls, and partner integration models.
• Proven enterprise business development experience with the ability to originate, structure, negotiate, and manage complex partnerships involving banks, PSPs, acquirers, issuers, wallet providers, and other regulated financial institutions.
• Experience working cross-functionally with Compliance, Legal, Risk, Product, Treasury, and Operations teams to launch or scale fiat/payment products in regulated environments.
• Strong existing network across PSPs, acquirers, payment processors, banks, or financial institutions in the APAC region.
• Fluency in English. Additional languages would be an advantage.

• Shape the future with the world’s leading blockchain ecosystem.
• Collaborate with world-class talent in a user-centric global organization with a flat structure.
• Tackle unique, fast-paced projects with autonomy in an innovative environment.
• Thrive in a results-driven workplace with opportunities for career growth and continuous learning.
• Competitive salary and company benefits.
• Work-from-home arrangement (the arrangement may vary depending on the work nature of the business team).