Head of Card Issuing

Hollybank Trustees Ltd; Warszawa; Hybrid; PLN 300,000 - 600,000; Full time

Benefits offered by this job

Uncapped commission

Budget to hire your own team

Job summary

PAYALLY GLOBAL is seeking a high-impact senior sales leader to own the card issuing business line from A to Z on the commercial side. You will find, win, own, and grow client relationships across multiple markets, with no existing book to hand opportunities to. This is a hunting role first, expanding into leadership after success.

You will base in London, Warsaw, Toronto, Vilnius or Riga, and drive cross-border programmes with a focus on profitability and strategic partnerships across industries.

Qualifications

• Card issuing experience is essential.
• 5+ years in business development or sales in payments, fintech or financial services.
• Direct experience selling, developing or delivering card issuing programmes.
• Knowledge of BIN sponsorship, Visa and Mastercard scheme rules and issuer processing.
• Proven ability to price a deal and defend margins.
• Existing network and ability to open new prospects.
• Fluent English; additional languages helpful.

Responsibilities

• Own the card issuing P&L, pricing, and commercial strategy for the line.
• Originate leads, build relationships, and close new programmes.
• Manage client end-to-end from first contact to renewal and expansion.
• Lead partnerships, including co-brand and fleet/fuel card opportunities.
• Hire and develop a team once initial programmes prove success.

Skills

Card issuing experience

Business development

Sales in payments

Fintech industry knowledge

Tools

BIN sponsorship

Visa/Mastercard rules

Issuer processing

Job description

Location: Hybrid / Warsaw, Poland
job type: Permanent / Full-time
Sector and subsector: Banking & Financial Services | Senior Appointments
Salary: Negotiable salary

PAYALLY GLOBAL is the brand of a group of separate companies, each licensed in its own country. Card issuing is carried out by the group company licensed for that market.

Role overview

You own the card issuing business line from A to Z on the commercial side: you find the clients, you win them, you keep them, and you carry the P&L. There is no existing book and no one to hand opportunities to. What you build is yours.

This is a hunting role first. Once the first programmes are live and performing, you build and lead the team around the line.

Operations, compliance, product delivery and processing are already covered by the group. Everything client-facing is yours.

You can be based in any of our offices, London, Warsaw, Toronto, Vilnius or Riga, and the market is not tied to any of them. PAYALLY GLOBAL serves cross-border businesses, so we target by industry and by use case rather than by country. We have views on where to start; you are not limited to them.

What you will be selling

Clients launch card programmes with a licensed group company instead of building their own licences and scheme relationships. You will sell:

• White-label card programmes under the client's own brand
• Corporate, expense and payout cards
• Digital and tokenised cards for mobile wallets
• Co-branded and partnership programmes, including with fleet and fuel card providers
• HR, payroll and employee benefit cards
• Any other profitable issuing opportunity you spot. Bring it and we will act on it

What you own

• The P&L of the card issuing line. Revenue, pricing, margin and the commercial case for each programme.
• Origination. Your own leads, network, outbound, research and events, in any market. Nothing is handed to you.
• The client relationship, for its whole life. You win the client, you negotiate the terms, you stay their point of contact, you grow the account.
• Commercial terms. Pricing and negotiation within the limits agreed with the Group Commercial Director.
• Partnerships. Co-brand and referral deals, including with fleet and fuel card providers.
• The internal handover. You bring product, compliance and delivery in at the right moment and keep the programme moving to launch.
• The forecast. An honest pipeline and an accurate number, reviewed monthly.
• The team, once the line is proven. After the first successful programmes you hire and lead the people around it.

Candidate requirements

• Card issuing experience is essential. Payments or banking sales without issuing exposure is not enough.
• Typically 5 or more years in business development or sales in payments, fintech or financial services.
• Direct experience selling, developing or delivering card issuing programmes.
• Solid grasp of BIN sponsorship, Visa and Mastercard scheme rules, issuer processing and card programme economics, enough to price a deal and defend the margin.
• Carried a revenue or P&L number before, and comfortable being the person accountable for it.
• An existing network you can call on, and proven at opening your own prospects cold.
• Able to run a client relationship yourself, from first contact through to renewal.
• Fluent English. Further languages are useful given the international client base.

Desirable, not essential

• Built or led a card issuing line, desk or team before.
• Co-brand or partnership programmes originated with a third-party issuer or brand.
• Background at a programme manager, BIN sponsor or issuer processor.
• Sector knowledge in expense management, fleet, HR-tech, payroll, benefits, marketplaces or gig platforms, and a network that reaches beyond one region.

What we offer

• Full ownership of a business line, not a slice of someone else's.
• Competitive base plus uncapped commission, with earnings tied to the performance of the line you build.
• Budget and backing to hire your own team once the first programmes are live.
• Operations, compliance, product and processing already in place. You sell and own clients, you do not build the back office.
• You sell a capability the group owns, not one it resells. One group entity is a principal member of Visa and Mastercard.
• Short route from opportunity to approval, and a real say in which sectors we go after.

About PAYALLY GLOBAL

PAYALLY GLOBAL is the brand of a group of financial institutions serving businesses and private clients with international operations. Each company in the group is licensed and supervised by its own national regulator and provides only what its authorisation covers.

Between them, the group's entities offer payments, multi-currency accounts, FX, debit cards, card issuing and payment gateways, with cross-border payments in 39 currencies. Every client is supported by a dedicated Relationship Manager.