Key Account Manager - Openbank Pay

Banco Santander SA; Spain; On-site; EUR 90,000 - 130,000; Full time

Job summary

Banco Santander S.A. is seeking a driven Key Account Manager for Openbank Pay in Spain to lead strategic partnerships across markets and product lines such as BNPL, installments, cards, and lending.

You will own the full P&L and drive growth, profitability, and scalable business models. You will collaborate with Product, Risk, Compliance, Finance and Legal to ensure flawless execution, regulatory readiness, and cross-country expansion.

Qualifications

• 6+ years in strategic partnerships or account management in fintech, payments, ecommerce.
• Proven P&L ownership in a regulated, multi-country environment.
• Strong negotiation and executive stakeholder-management capabilities.
• Deep understanding of embedded finance, BNPL, cards and digital checkout ecosystems.
• Fluent English; German is a strong plus.

Responsibilities

• Own end-to-end commercial relationship with Key Accounts across markets and product lines.
• Define and execute multi-year growth strategy aligned with Openbank Pay roadmap.
• Manage P&L, volumes, margins, risks and cost drivers; monitor KPIs.
• Act as senior contact for executive stakeholders and lead governance forums.
• Coordinate cross-functional teams (Product, Risk, Operations, Finance, Legal, Data) across countries.
• Lead international rollouts and product launches; identify innovation opportunities.

Skills

Strategic partnerships

Account management

P&L ownership

Negotiation

Executive stakeholder management

Fintech knowledge

BNPL & digital payments

Financial acumen

English fluency

German language

Job description

Key Account Manager - Openbank Pay Country: Spain Key Account Manager – Openbank Pay Openbank Pay is the new checkout lending platform of the Santander Group. Openbank Pay makes shopping simple, offering the possibility of splitting payments into interest-free installments in a fast and transparent way, powering merchants across Europe. This is an exciting opportunity to make your contribution over a growing market within the business areas of lending, cobranded credit cards and buy-now-pay-later with a solid expansion across different countries with global leading merchants. Openbank Pay leverages the technological resources and expertise of Openbank, the digital-native bank of the Santander Group, which is currently rolling out its international expansion plans. Through a simple and flexible banking model, Openbank offers customers the possibility to manage their finances on the website or app.

Mission and responsibilities

Openbank Pay is seeking a Key Accounts manager to lead and scale partnerships. This role owns the full P&L of accounts and is accountable for commercial performance, growth strategy, new business lines, and executive relationship management. The responsible will act as the single commercial owner of the partnership, coordinating Product, Risk, Operations, Finance, Legal and Data to ensure flawless execution and sustainable profitability. The main tasks of this role will be the following:

Strategy account Ownership

Own the end-to-end commercial relationship with Key Accounts across all markets and product lines (BNPL, Installments, Cards, Lending). Define and execute the multi-year growth strategy for the account, aligned with Openbank Pay’s roadmap. Identify and develop new revenue streams, use cases and product extensions within the partnership.

P&L & Performance Management

Full accountability for the account P&L, including volumes, margin, cost of risk and operational cost drivers. Define commercial targets and ensure delivery of growth, profitability and efficiency objectives. Monitor KPIs including approval rates, conversion, portfolio quality, churn and customer value.

Executive relationships & Negotiation

Act as senior point of contact for Key Account’s executive stakeholders. Represent Openbank Pay in strategic steering committees and governance forums.

Cross-functional Coordination

Ensure seamless coordination with Product, Risk, Compliance, Finance, Operations and Data. Drive resolution of blockers and ensure execution discipline across markets. Aligning internal teams around clear priorities, timelines and performance expectations.

Market Expansion & Innovation

Lead Key Accounts-related international rollouts and product launches. Identify innovation opportunities (e.g., agentic commerce, wallet integrations, cross-selling models). Ensure regulatory and operational readiness for each new initiative.

To be successful in the role you must have

• +6 years of experience in strategic partnerships, commercial leadership or account management in fintech, payments, ecommerce or consumer finance.
• Proven experience owning P&L in a regulated, multi-country environment.
• Strong negotiation and executive stakeholder management capabilities.
• Deep understanding of embedded finance, BNPL, credit cards and digital checkout ecosystems.
• Excellent financial acumen and performance management skills.
• Fluent English.
• German is a strong plus.

Nice to have

• Experience managing global tech platforms or marketplace partnerships.
• Exposure to multi-country European rollouts.
• Familiarity with AI-driven commerce or digital wallet ecosystems.

What do we offer

• Joining a dynamic and agile company undergoing international expansion.
• Working in start-up mode with the support of the Santander Group.
• Competitive remuneration and attractive benefits package.
• Possibility of growth within the company and the Group.
• Collaborating on international projects in different countries.
• Excellent work environment, social clubs and frequent events.

Openbank / ODS is an equal opportunity employer. All applicants will be considered as equal without paying attention to gender identity, sexual orientation, ethnicity, religion, age, political orientation, union membership nor disability status. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify, and build.

The personal data you provide as well as any data generated during the selection process are confidential and will be processed by Open Bank, S.A./ Open Digital Services, S.L. with registered office at Plaza de Santa Bárbara 2, 28004 (Madrid), for the sole purpose of managing your participation in the selection processes and, where appropriate, to formalise your recruitment. For further information about your rights and data protection, please read the ODS/Openbank Privacy Policy applicable to this type of data processing here. The Santander Way Santander is evolving from a global, high-impact brand into a technology-driven organization, and our people are at the heart of this journey. Together, we are driving a customer-centric transformation that values bold thinking, innovation, and the courage to challenge what’s possible. This is more than a strategic shift. It’s a chance for driven professionals to grow, learn, and make a real difference. Our mission is to contribute to help more people and businesses prosper. We embrace a strong risk culture and all our professionals at all levels are expected to take a proactive and responsible approach toward risk management. Ready to make it happen? It starts with you. It starts here.