Regional Business Development Lead — Gate Pay

Gate; Poland; On-site; PLN 180,000 - 300,000; Full time

Job summary

Gate Pay, the B2B stablecoin payment infrastructure from Gate, seeks a regional market expert in Poland. You will own merchant and partner acquisition, negotiate agreements, and shape local acceptance networks with legal and compliance teams.

This role requires travel and fluency in English plus local language, within a remote-first, globally distributed team. You will build go-to-market plans, collaborate with product and marketing, and drive merchant activation, checkout improvements, and

Qualifications

• 2+ years in payments—merchant acquiring, PSP, or aggregator.
• Proven track record signing channel partners and strategic merchants.
• Strong commercial negotiation skills; structuring long-term partnerships.

Responsibilities

• Scale Gate Pay acceptance: own the full sales lifecycle with partners and merchants.
• Build regional acceptance networks; structure local partnerships with legal and compliance.
• Act as a strategic consultant to merchants and partners to shape Gate Pay roadmap.
• Lead GTM plans to activate merchants and drive transaction volume, conversion, and retention.
• Collaborate with Product, Engineering, Compliance, and Marketing to ship features and campaigns.

Skills

Channel sales

Partnership signing

Negotiation

Go-to-market

Market knowledge

Travel willingness

Fluent English

Local language proficiency

Job description

Founded in 2013, Gate is a leading global cryptocurrency exchange, serving 50M+ users with a full suite of digital asset trading and wealth management services, and ranked third globally in overall exchange ranking. We are a remote-first, globally distributed team building the future of Web3.

Gate Pay is Gate's B2B stablecoin payment infrastructure — secure, compliant, all-in-one pay-ins and payouts, with multi-chain and multi-wallet support for stablecoin and fiat settlement. The next-generation payment engine for global businesses.

Why This Role Exists

Stablecoin payments only work if merchants can actually accept them. Gate Pay has the infrastructure — the rails, the settlement layer, the compliance backbone. What we need now is acceptance on the ground, market by market.

That doesn't happen from headquarters. It happens through someone who already knows the acquirers, the aggregators, and the PSPs in their region, and knows how a merchant integration actually gets signed and shipped. This role exists to own that in your market, end to end, with real autonomy over how you build it.

What You'll Own

• Scale Gate Pay acceptance: own the full sales lifecycle — prospecting and qualifying channel partners (acquirers, aggregators, PSPs, POS providers) and direct merchants, then negotiating and closing commercial agreements.
• Build regional acceptance networks: identify and structure the local partnerships that unlock scan-to-pay coverage in your target markets, working with legal and compliance to navigate regional licensing and settlement requirements.
• Merchant collaboration and co-creation: act as a strategic consultant to key merchants and channel partners, bringing back the market insight that shapes the Gate Pay roadmap — checkout UX, QR flows, settlement currencies, reconciliation needs.
• Strategic GTM execution: build and run go-to-market plans that get merchants activated and promoting Gate Pay, measured on transaction volume, conversion, and long-term retention.
• Cross-functional feedback loop: work with Product, Engineering, Compliance, and Marketing to turn merchant feedback and market requirements into shipped features and campaign support.

Who We’re Looking For

• 2+ years in payments — merchant acquiring, PSP, or aggregator — with a proven track record of signing channel partners and strategic merchants.
• Demonstrated ability to plan and execute a sales strategy end to end, from prospecting to close.
• Strong commercial negotiation skills, including structuring long-term partnerships with enterprise merchants and payment intermediaries.
• Familiarity with local payment rails, QR standards, and merchant acquiring structures in your region.
• Fluent English plus the local language of your market.
• Willingness to travel for business.

Nice to Have

• Experience at a global payment platform or PSP — Stripe, PayPal, Adyen, Checkout.com, Worldpay, Nuvei, Rapyd, Airwallex, dLocal, EBANX, PayU, Mollie or similar.
• Exposure to crypto or stablecoin payments — Binance Pay, BitPay, Triple-A, Alchemy Pay, MoonPay or comparable.
• Understanding of stablecoin settlement and treasury flows.

Why This Role Is Worth Your Time

You'd be the face of Gate Pay in your region, not one seat in a large sales org. The mandate is yours to shape: which partners to go after, how to structure them, what the market needs from the product. Gate's scale and brand sit behind you, and the product team is close enough that what you hear from merchants can actually become a feature. If you've spent your career selling payments into someone else's roadmap, this is the version where you help write it.