Partnership Manager – FinTech (EMI)

ONERWAY; England; On-site; GBP 50,000 - 70,000; Full time

Job summary

A growing Electronic Money Institution in the UK is seeking a Partnership Manager to develop and deliver a partnership strategy, source new channels, and enhance revenue-generating partnerships. The ideal candidate will have 3–5 years of experience in the payments or FinTech sectors, along with strong negotiation skills and a good understanding of UK EMI regulations. This role offers an exciting opportunity to help scale the company’s acquiring business.

Qualifications

• 3–5+ years in payments/FinTech/financial services in partnerships, commercial or BD role.
• Strong exposure to card acquiring, PSPs or payment gateways.
• Track record of closing and managing revenue-generating partnerships.

Responsibilities

• Develop and deliver a partnership strategy aligned with growth and risk appetite.
• Source, qualify and close new channel and strategic partnerships.
• Lead commercial negotiations (pricing, revenue share, SLAs).
• Coordinate onboarding with Product, Tech, Compliance and Operations.
• Run regular performance reviews; optimise volume, conversion and profitability.

Skills

Payments knowledge

Commercial skills

Negotiation skills

Communication skills

Job description

Onerway is a UK-regulated Electronic Money Institution providing card acquiring services to corporate merchants, with a focus on e-commerce and digital businesses. We are growing our UK presence and are looking for a Partnership Manager to build and scale our strategic partner network.

The Role

You will own a portfolio of partners – ISOs, PSPs, platforms, gateways, referrers and other commercial channels – to drive acquiring volume and revenue for Onerway. Sitting between commercial, product, compliance and operations, you will turn good opportunities into compliant, profitable and live partnerships.

What you’ll do

• Develop and deliver a partnership strategy aligned with Onerway’s growth and risk appetite.
• Source, qualify and close new channel and strategic partnerships.
• Lead commercial negotiations (pricing, revenue share, SLAs, volume commitments).
• Coordinate onboarding with Product, Tech, Compliance, Risk and Operations.
• Support API/integration discussions at a high level and ensure smooth go‑live.
• Run regular performance reviews; optimise volume, conversion and profitability.
• Ensure all partners meet our EMI, AML/CTF, sanctions and card scheme obligations.
• Represent Onerway professionally with partners and at industry events.

About you

• 3–5+ years in payments / FinTech / financial services in a partnerships, commercial or BD role.
• Strong exposure to card acquiring, PSPs or payment gateways.
• Track record of closing and managing revenue‑generating partnerships.
• Comfortable with commercial models, pricing structures and SLAs.
• Good understanding of UK EMI / payments regulation (EMRs, PSD2/PSR, AML/CTF).
• Able to “speak API” – you’re not a developer, but understand integrations and data flows.
• Excellent communication and stakeholder skills; confident dealing with senior external partners and internal teams.
• Used to working in a fast‑moving, growth‑stage environment.

Nice to have

• Experience in a UK-regulated EMI.
• Experience with cross‑border or high‑risk e‑commerce verticals.
• Mandarin or Cantonese language skills.

If you’re a commercially minded partnerships professional who understands payments and regulation, and you want to help scale Onerway’s acquiring business, we’d like to hear from you.