Business Development Director

PingPong Payments; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

PingPong Payments seeks a B2B Senior Sales Manager to own a portfolio of strategic regional and global clients. You will drive revenue growth, balance client strategy with commercial terms, and shape product direction for one of PingPong’s newly created offerings.

Based in Singapore, you will manage long, multi-stakeholder sales cycles, lead pricing discussions, and coordinate with Product, Operations, Finance, Legal, and Risk to ensure compliant, profitable engagements across APAC and beyond.

Qualifications

• 3–5 years in business development within commercial cards, commercial payments, or a closely related financial services environment.
• Experience navigating long, multi-stakeholder sales cycles (6–12+ months).
• Familiarity with card scheme economics and how these translate into partner/client terms.
• Ability to influence economic buyers (CFO/Treasurer), technical buyers (IT/Finance systems), and end users (AP/Procurement).
• Experience selling into mid-market or enterprise accounts with a structured sales pipeline.

Responsibilities

• Serve as the relationship owner for a portfolio of key global clients, driving satisfaction, retention, and growth.
• Identify revenue expansion opportunities with Global Partners and execute cross-sell strategies in APAC.
• Collaborate with Product, Operations, Finance, Legal and Risk Management.
• Manage full contract lifecycle for renewals and incremental deals, including pricing models and negotiations.
• Monitor deal ramp in line with booked deal values and forecast revenue.
• Ensure CRM documentation and client programs align with governance, risk, and AML requirements.
• Prepare portfolio performance reports and strategic updates for senior leadership.

Skills

Card scheme economics

Cash flow optimization

Sales cycles

Negotiation

Enterprise accounts

Contract & pricing

Business development

DPO & working capital

Forecasting

CFO/Treasurer engagement

Education

Bachelor's degree or equivalent

Master's degree

Tools

SAP

Coupa

Oracle

Job description

PingPong is seeking a B2B Senior Sales Manager to own and grow a portfolio of strategic regional & global client relationships. In this role, you will sit at the intersection of client strategy and commercial growth — directly shaping the performance and direction of one of PingPong’s newly created products.

Responsibilities

• Serve as the relationship owner for a portfolio of key global clients, acting as their primary advocate and ensuring consistent satisfaction, retention, and commercial growth.
• Work with Global Partners to identify revenue expansion opportunities and execute cross-sell strategies across the APAC region.
• Work closely with functional groups including (but not limited to) Product, Operations, Finance, Legal and Risk Management
• Manage the full contract lifecycle for renewals and incremental deals, including building pricing models, leading client negotiations, and finalizing agreements.
• Monitor and ensure deal ramp in accordance with booked deal values.
• Conduct regular customer reviews and revenue forecasting for assigned accounts, to ensure profitability is accurately tracked and reported.
• Ensure CRM documentation, and client programs remain fully aligned with PingPong’s governance, risk, and compliance standards — including KYC and AML requirements.
• Prepare and present portfolio performance reports and strategic updates for senior leadership, translating client and market insights into actionable business recommendations.

Required Qualifications & Skills

• Familiarity with card scheme economics (interchange, rebate structures) and how these translate into partner/client commercial terms.
• Understand how to leverage commercial card credit lines to improve cash flow, and the impact this has on Days Payable Outstanding (DPO), working capital ratios, and broader treasury objectives.
• Ability to manage long, multi-stakeholder sales cycles (typically 6–12+ months), maintaining momentum through procurement, treasury, and IT sign-off stages.
• Experience navigating complex buying committees, identifying and influencing economic buyers (CFO/Treasurer), technical buyers (IT/Finance systems), and end users (AP/Procurement teams).
• Experience selling into mid-market or enterprise accounts, with a track record of managing a structured sales pipeline and forecasting accurately.
• Strong negotiation and commercial acumen, with experience leading end-to-end contract and pricing processes.
• 3-5 years of experience in business development within commercial cards, commercial payments, or a closely related financial services environment.
• Knowledge of the competitive commercial card landscape (e.g. Visa/Mastercard-issued programmes, fintech BPSPs) and ability to articulate differentiation.
• Bachelor's degree or equivalent professional experience in a relevant commercial environment.
• 10%-20% travel will be required.

Beneficial Skills & Qualifications

• Master's degree in a relevant business or financial discipline.
• Strong understanding of the BPSP/Card to account value proposition versus traditional B2B payment methods (ACH, wire, cheque), including rebate models, float benefits, and reconciliation efficiencies.
• Experience leading cross-functional projects spanning product, technology, onboarding, or service delivery teams.
• Understanding of integration requirements with client ERP and AP automation systems (e.g. SAP, Coupa, Oracle), and ability to work with internal product/technical teams to scope solutions.