Business Development Manager

PLP Group; Helsinki; On-site; EUR 90,000 - 130,000; Full time

Job summary

Klarna seeks a Business Development Manager — Partner Success in Helsinki. You will own a portfolio of mid‑to‑enterprise merchants, driving joint business planning, upsell, renewals, and issue resolution. You will also pursue new strategic deals from lead to close with a focus on GMV and churn reduction.

The role requires 5+ years in BD/AD/Sales, strong data interpretation, and comfort negotiating with senior stakeholders. On‑site in Helsinki with cross‑functional collaboration across teams.

Qualifications

• 5+ years in business development, account management, or sales with high‑value merchant portfolios.
• Ability to craft business cases and present them with an analytical approach.
• Experience negotiating with C-suite and senior stakeholders.

Responsibilities

• Build a data‑driven view of each merchant's business to identify growth opportunities.
• Negotiate renewals and upsell deals with senior stakeholders, including C‑suite.
• Origin new partnership opportunities and move deals from lead to signed contract.
• Collaborate with analysts, delivery, product, and marketing to solve cross‑functional issues and unlock lead generation.
• Serve as the named account owner for your portfolio and provide day‑to‑day consultative support.

Skills

Business Development

Account Management

Sales Negotiation

Strategic Partnerships

Data Analysis

Job description

Klarna, briefly At Klarna, we're building an everyday finance network, helping over 120 million consumers across 26 countries save time and money, and worry less about their finances. Working here means taking on problems most companies never get to solve, and being hands‑on enough that the interesting part of the work lands with you, not someone else — you'll build with AI, not watch it happen. This is the stretch zone. Come find out what you're capable of.

About the role

Business Development Manager — Partner Success Helsinki.

Klarna's merchant partnerships in Finland don't run themselves — someone has to keep the largest and most complex ones healthy, growing, and renewed. That's you, sitting inside the Partner Success team in Helsinki. You'll own a portfolio of Klarna's mid‑to‑enterprise strategic merchants, acting as their day‑to‑day business partner: joint business planning, negotiating upsell and renewal deals, and troubleshooting whatever comes up. You'll be measured on the commercial health of that portfolio, including GMV, and you'll help drive how Klarna keeps those relationships and prevents churn. Beyond managing existing accounts, you'll also work new strategic merchant deals from lead to signed contract, partnering with your manager on the highest‑stakes negotiations.

What you’ll do

• You’ll build a detailed, data‑driven picture of each merchant's business, and use it to identify and pitch concrete optimization and growth opportunities.
• You’ll negotiate directly with senior stakeholders, including C‑suite counterparts, to renew contracts and close upsell agreements.
• You’ll originate new partnership opportunities — building the business case, pitching Klarna's services, and working the deal through to close.
• You’ll work with analysts, delivery, product, and marketing teams to solve cross‑functional problems and unlock lead generation and optimization.
• You’ll act as the named account owner for your portfolio merchants, offering them consultative, day‑to‑day support.

Who you are

• You’ve spent 5+ years in Business Development, Account Management, or Sales, managing complex, high‑value merchant or client portfolios.
• You can take an ambiguous or high‑stakes situation and work it through to a result with limited oversight.
• You’ve built and presented business cases as part of your work, with an analytical, detail‑oriented approach to reading a merchant's numbers.
• You’ve negotiated with senior stakeholders, including C‑suite counterparts, and can hold your own in those conversations.
• You’re willing to work extensively with Klarna's designated AI tooling.
• You’re fluent in Finnish and English.
• Bonus points for Working proficiency in Finnish and English is required, Swedish is a nice to have..
• Experience in payments, eCommerce, retail, or tech, ideally in a mid‑to‑senior or strategic position.
• Experience working in a global company or with international partners.

Things you should know before applying

• You’ll need to be able to work on‑site in Helsinki.
• Working together: we value co‑located teams; most teams currently meet in the office 2–3 days per week, and this varies by team and can change over time.
• Non‑obvious backgrounds are welcome.
• Diversity of skills, perspectives and backgrounds is how we create, innovate, and disrupt like no other.

Final compensation will be based on the candidate's qualifications, skills, and experience, in line with a set base salary band for this location.

Concrete beats comprehensive — what you built, what it did, what it cost.