Head of Payments, Business Development

About the role

This role focuses on expanding the Stellar blockchain network's presence in the global payments and stablecoin ecosystem. The Head of Payments Business Development will lead a team responsible for increasing monthly active accounts on Stellar, with a strategic emphasis on payouts, commerce, and wallet growth. This involves analyzing the global merchant payment landscape and developing commercial strategies to onboard these entities onto the Stellar network.

A key part of the position involves developing and executing against a priority target list, as well as managing strategic relationships with global payment service providers. The role also contributes to broader business development efforts, aligning with priorities such as DeFi expansion, increasing monthly addresses, and driving asset tokenization. This includes identifying new opportunities and assisting in closing deals across various partnership verticals.

Success in this position means significantly growing the Stellar network's active user base and strengthening its position in the payments sector. This requires a leader who can not only strategize and manage a team effectively but also engage directly in high-level business development, maintain key relationships, and support regulatory and ecosystem initiatives. The role demands a deep understanding of payment systems and blockchain's potential to enhance them.

The base salary for this position ranges from $255,000 to $385,000, depending on job-related knowledge, skills, experience, and location.

Skills that matter here

• business development: This role requires over a decade of experience in business development, specifically focused on expanding payment processing, fintech, or blockchain-related services.
• Crypto Knowledge: A strong understanding of crypto payment systems, including experience with exchanges, blockchain technology, and digital asset payments, is essential for this position.
• merchant payment systems: The role demands a deep understanding of global and local merchant payment systems and how blockchain technology can improve them.
• Sales/Commercial Leadership: This position requires proven ability to lead and develop high-performing teams to achieve and surpass commercial targets.
• Strategic Thinker: Developing and executing go-to-market strategies, identifying new business opportunities, and managing complex sales cycles are central to this role.
• Industry Expertise: Experience working with financial institutions, crypto companies, payment providers, or fintech startups is necessary to navigate this sector effectively.

Who this role suits

• A person with a decade or more of experience in business development within payment processing, fintech, or blockchain.
• Someone who possesses a deep understanding of crypto payment systems and global merchant payment landscapes.
• A leader capable of building and guiding high-performing teams to achieve commercial goals.
• An individual who excels at strategic thinking, identifying new opportunities, and managing complex sales processes.

From the employer

In this role, your responsibilities will include:

• Managing the team responsible for driving Monthly Active Account volume on Stellar. This includes strategizing around: (1) payouts and commerce, (2) ramps and wallet growth for the Stellar ecosystem, and (3) vertical specific strategies on Aid. This will also include a thorough analysis of the merchant payment ecosystem at a global scale and establishing a commercial engagement strategy to drive these onboarded to the Stellar network.
• Developing a priority target list and ensuring execution against primary targets.
• Managing key strategic relationships with global payment service provider.
• Business development work related to our core priorities on expanding DeFi, increasing monthly addresses, and driving asset tokenization, in coordination with Leads of each partnership vertical to drive relevant outcomes. These include surfacing opportunities based on Stellar’s needs, as well as helping to close deals brought by other members of BD and SDF.
• Assist on regulatory and government relations needs in-region, helping support the Legal, Policy and Government Relations teams.
• Assist the Ecosystem team to identify, plan, and run events in-region.

You have:

• 10+ years of relevant experience with a proven track record of success in business development, with significant experience in payment processing, fintech, or blockchain/crypto-related roles.
• Crypto Knowledge: Strong understanding of crypto payment systems, including experience working with cryptocurrency exchanges, blockchain technology, and digital asset payments.
• Deep understanding of merchant payment systems and the ability for blockchain to enhance these, with a focus on understanding of global and local payments across different regions.
• Sales/Commercial Leadership: Proven ability to lead and develop high-performing teams to meet and exceed targets.
• Strategic Thinker: Experience in developing and executing go-to-market strategies, identifying new business opportunities, and managing complex sales cycles.
• Industry Expertise: Experience working with financial institutions, crypto companies, payment providers, or fintech startups.
• Excellent interpersonal skills, with the ability to develop and maintain professional relationships with a network of senior-level professionals, as well as sound judgment, poise in professional settings, and self-awareness.
• Self starter with an entrepreneurial drive.
• Communication & Negotiation Skills: Excellent interpersonal and communication skills, with the ability to build strong relationships and negotiate high-stakes deals.
• The ability to travel as needed, with frequent representation of Stellar at regional/global meetings and conferences.

We offer competitive pay with a base salary range for this position of $255,000 - $385,000 depending on job-related knowledge, skills, experience, and location. In addition, we offer lumen-denominated grants along with the following perks and benefits:

USA Benefits/Perks:

• Competitive health, dental & vision coverage with most plans covered at 100% for the employee + any dependents.
• Flexible time off + 15 company holidays including a company-wide holiday break.
• Up to 12 weeks of paid parental leave for both non-birthing and birthing parents, as well as up to 14 weeks of paid pregnancy leave for birthing parents.
• Gym reimbursement ($80 per month).
• Life & ADD (up to $50K).
• Short & Long term disability.
• 401K with 4% match.
• Health & Dependent Care FSA Accounts.
• Commuter benefits with $250/month employer contribution.
• Health Savings Account (HSA) with monthly employer contribution.
• Family building benefits through Kindbody.
• Wellbeing benefits (One Medical, Rightway, Headspace).
• L&D budget of $1,500/year.
• Daily lunch and snacks in office.
• Company retreats.