Relationship Manager/Business Development Manager

Worldline; Polska; Hybrid; PLN 352,000 - 508,000; Full time

Job summary

Worldline is seeking a versatile Relationship Manager/Business Development Manager to drive revenue in the Americas from a hybrid role. You will manage the Digital Americas merchant portfolio, pursue new enterprise logos, and collaborate with partnerships to optimize subscription payments and recurring commerce.

Ideal candidates have 5+ years in payments/fintech, strong negotiation skills, and a network across the Americas.

Qualifications

• 5+ years of account management, business development, or commercial experience in payments, fintech, or digital commerce.
• Strong understanding of acquiring value chain and how full-service acquiring and gateway-only models affect merchant outcomes.
• Knowledge of subscription and recurring payments, including Card-on-File transactions and tokenization.
• Established network of merchant contacts across the Americas payments ecosystem.
• Commercial acumen and experience developing proposals involving pricing and SLA frameworks.
• Ability to manage a diverse, multi-geography portfolio with varied service models.
• Fluency in English and Portuguese (Portuguese a plus).
• Strong communication, presentation, and negotiation skills.
• Self-starter who can balance account management and new business priorities remotely.
• Willingness to travel 25-35%.
• CRM proficiency; Salesforce experience preferred.

Responsibilities

• Manage and grow the Digital Americas merchant portfolio.
• Lead regular business reviews, analyses, and account planning.
• Monitor processing volumes, churn, and revenue; address risks and growth levers.
• Coordinate with product, risk, and operations to resolve issues and improve merchant experience.
• Drive net revenue retention and expand service adoption.
• Build and manage an enterprise pipeline across the US, Mexico, Brazil and LATAM.
• Develop targeted prospecting plans for high-value merchants.
• Engage C-suite and payments leaders through consultative selling.
• Create tailored proposals and manage multi-stakeholder sales cycles.
• Advise on subscriptions payments and value propositions across SaaS, streaming, and digital content.
• Collaborate with partnerships to qualify and advance partner-sourced leads.
• Track market developments and inform roadmaps.
• Represent Worldline at industry events across the Americas.

Skills

Account management

Business development

Payments/fintech

Subscription billing

Negotiation

CRM proficiency

English

Portuguese

Tools

Salesforce

CRM software

Job description

Relationship Manager/Business Development Manager Job Description Relationship Manager/Business Development Manager

The opportunity

We are seeking a versatile and commercially driven Account Manager & Business Development Manager to join our Digital team, based in Brazil. This is a high-impact hybrid role combining strategic account management of our existing Digital Americas merchant portfolio with new business origination across the Americas region.

You will serve as the primary commercial point of contact for our current portfolio which includesfull-service US merchants and gateway-only LATAM merchants ensuring retention, satisfaction, and revenue growth across the base. Simultaneously, you will proactively identify and pursue new enterprise logos throughout the Americas, with a particular emphasis on merchants operating significant subscription and recurring billing models.

This role sits at the intersection of relationship management and growth requiring someone equally comfortable nurturing long-term client partnerships as they are opening doors with new prospects. You will work closely with Worldline'spartnerships team to generate and convert partner-sourced leads, while also building pipeline through your own direct prospecting efforts outside of the partner channel.

This role reports to Briana Kovacs - Commercial Director DGS Americas and works cross-functionally with product, solutions engineering, integration, risk, partnerships, and commercial teams across multiple geographies.

Day-to-day responsibilities

Portfolio Management & Growth

• Own relationships across the existing Digital Americas merchant portfolio, including full-service acquiring clients in the US and gateway-only merchants across LATAM.
• Lead regular business reviews, performance analyses, and account planning to identify growth, cross-sell, upsell, and optimization opportunities.
• Monitor processing volumes, authorization rates, churn, and revenue; proactively address risks and identify growth levers.
• Advocate for merchants internally, coordinating with product, technical, risk, and operations teams to resolve issues and improve their experience.
• Drive net revenue retention by strengthening relationships, expanding service adoption, and identifying new use cases.

New Business Development

• Build and manage a pipeline of enterprise merchant opportunities across the Americas, including the US, Mexico, Brazil, and broader LATAM.
• Develop targeted prospecting plans for high-value merchants, particularly in subscription and recurring commerce.
• Engage C-suite executives, payments leaders, and other decision-makers through consultative, value-led selling.
• Create tailored proposals and business cases aligned with merchants’ processing needs, challenges, and growth goals.
• Manage complex, multi-stakeholder sales cycles from initial outreach through contract signature.

Subscription & Recurring Commerce Focus

• Advise subscription and recurring billing merchants on their payments needs across the Americas.
• Communicate Worldline's value in authorization optimization, retry strategies, network tokenization, account updater services, and churn reduction.
• Develop opportunities across SaaS, streaming and media, digital content, gaming, health and wellness, education, insurance, and membership services.

Partner-Sourced Pipeline & Collaboration

• Partner with Worldline's partnerships team to qualify and advance partner-sourced leads through the sales cycle.
• Share feedback on lead quality, conversion trends, and merchant needs to improve partner targeting and engagement.
• Support joint meetings and co-selling activities, bringing commercial and payments expertise to help convert opportunities.
• Track partner-sourced and direct pipelines, maintaining accurate forecasts and priorities across both channels.

Market Intelligence & Cross-Functional Collaboration

• Track competitive, regulatory, scheme, and market developments across US and LATAM payment ecosystems.
• Share actionable market insights with product and strategy teams to inform roadmaps, regional requirements, and positioning.
• Work with solutions engineering, integration, and onboarding teams to support smooth launches and service expansions.
• Represent Worldline at industry events, conferences, and networking forums across the Americas.

Who are we looking for

Required

• 5+ years of account management, business development, or commercial experience in payments, fintech, or digital commerce, with a track record of retaining and growing clients and winning new business.
• Strong understanding of the acquiring value chaingateway, processing, acquiring, and settlementand how full-service acquiring and gateway-only models affect merchant outcomes.
• Knowledge of subscription and recurring payments, including Card-on-File transactions, MIT/CIT classification, network tokenization, and recurring scheme mandates.
• Established network of merchant contacts across the Americas payments ecosystem.
• Commercial acumen and experience developing proposals involving IC++, blended, and tiered pricing, volume commitments, and SLA frameworks.
• Ability to manage a diverse, multi-geography portfolio with varied service models, merchant profiles, and commercial structures.
• Fluency in written and spoken English and Portuguese.is a plus
• Strong communication, presentation, and negotiation skills, with the ability to adapt to different audiences and cultures.
• Self-starter who can balance account management and new business priorities in a remote, distributed environment.
• Willingness to travel across the Americas as needed (estimated 25-35%).
• Proficiency with CRM platforms; Salesforce experience preferred.

Preferred

• Spanish proficiency, a significant advantage given the LATAM scope.
• Direct experience with the US and/or Brazilian payments landscape, including local scheme nuances such as Brazil's installment culture, PIX, Elo, and local acquiring dynamics.
• Experience selling to or managing merchants in subscription-heavy sectors, such as SaaS, streaming, digital media, gaming, health and wellness, insurance, or membership services.
• Familiarity with cross-border acquiring, multi-currency payment flows, and local payment methods across LATAM.
• Experience at an acquirer, PSP, or payment processor, such as Adyen, Stripe, Worldpay, Checkout.com, Nuvei, dLocal, EBANX, PagSeguro, Fiserv, or Global Payments.
• Experience converting partner-sourced or channel-referred leads through a structured sales process.
• Understanding of 3DS2/SCA, fraud and risk management, and regulatory considerations in multi-market digital commerce.

Perks & Benefits

At Worldline you’ll get the chance to be at the heart of the global payments technology industry and shape how the world pays and gets paid. On top of that, you will also:

• Be part of a company guided by a strong purpose to do good and recognized as top 1% of the most sustainable companies in all sectors worldwide.
• Work with inspiring colleagues and be empowered to learn, grow and accelerate your career.
• At Worldline our top priority is to engage, encourage and develop you to help you improve your potential. In fact, we have comprehensive training and development programs in place demonstrating our dedication to developing your career.
• And many more...

Shape the evolution

We are on an exciting journey towards the next frontiers of payments technology, and we look for big thinkers, people with passion, can-do attitude and a hunger to learn and grow. Here you'll work with ambitious colleagues from around the world, take on unique challenges as a team, and make a real impact on the society. With an empowering culture, strong technology and extensive training opportunities, we help you accelerate your career - wherever you decide to go. Join our global team of 18,000 innovators and shape a tomorrow that is yours to own.

Learn more about life at Worldline at jobs.worldline.com

We are proud to be an Equal Opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex, sexual orientation, gender identity, gender expression, age, status as an individual with a disability, or any applicable legally protected characteristics.