Director of Business Development (BPSP)

PingPong Payments; New York (NY); Hybrid; USD 150,000 - 210,000; Full time

Job summary

PingPong Payments is seeking a senior business development leader to own global client relationships and drive commercial growth for our BPSP product in the US. You will manage complex deals, align cross‑functional teams, and push revenue expansion.

You bring 10–15 years in financial services or commercial cards, fluency in English, and a proven ability to navigate multi‑stakeholder buying cycles, forecast accurately, and close enterprise opportunities.

Qualifications

• 10–15 years of business development in commercial cards or payments.
• Experience navigating complex buying committees and influencing economic/technical buyers.
• Experience selling into mid-market or enterprise accounts with a structured sales pipeline.
• Fluent in English (written and spoken).
• Strong negotiation and pricing-process leadership.

Responsibilities

• Own relationship with a portfolio of global clients to drive retention and growth.
• Identify revenue expansion opportunities and execute cross-sell strategies in the US region.
• Collaborate with Product, Operations, Finance, Legal and Risk Management.
• Manage full contract lifecycle including pricing models and negotiations.
• Monitor deal ramp and revenue forecasting for assigned accounts.
• Ensure CRM alignment with governance, risk and compliance standards.
• Prepare portfolio performance reports for senior leadership.

Skills

Business development

Enterprise sales

Contract negotiations

Pricing strategy

Stakeholder management

Education

Bachelor's degree

Tools

CRM software

Sales forecasting tools

Job description

Founded in 2015, PingPong is an embedded financial infrastructure platform serving more than 200 countries. The company has processed over $350 billion in cumulative total payment volume, holds more than 60 financial licenses worldwide, and partners with the world’s largest banks. PingPong operates from 40 offices across 15 countries, supporting global enterprises with cross‑border payments, multi‑currency accounts and treasury infrastructure at scale.

The position can be onsite, hybrid or fully remote within the US terrirtory.

WHAT’S THE CHALLENGE?

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 (BPSP).

This position is ideal for a driven, disciplined and high-performing individual with business/sales acumen that has experience in online B2B sales prospecting, market research, and sales lead generation and the desire to help shape processes and own results.

WHO YOU’LL BE WORKING WITH

This position will report directly to the Head of Commercial EurAM.

WHAT YOU’LL BE DOING

• 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 US 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.

WHAT YOU BRING

• 10-15 years of experience in business development within commercial cards, commercial payments, or a closely related financial services environment.
• Experience navigating complex buying committees, identifying and influencing economic buyers (CFO/Treasurer), technical buyers (IT/Finance systems), and end users (AP/Procurement teams).
• 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 selling into mid-market or enterprise accounts, with a track record of managing a structured sales pipeline and forecasting accurately.
• 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.
• Knowledge of the competitive commercial card landscape (e.g. Visa/Mastercard-issued programmes, fintech BPSPs) and ability to articulate differentiation.

WHO YOU ARE

• Relevant degree or equivalent professional experience in a similar commercial environment.
• Strong negotiation and commercial acumen, with experience leading end-to-end contract and pricing processes.
• Fluent in English (written and spoken).
• Proficiency in a second language such as Spanish is a plus.
• Experience leading cross-functional projects spanning product, technology, onboarding, or service delivery teams.
• Ability to work independently and within an international team, in a fast-paced and high-volume environment in the fintech industry.
• Self-motivated with a strong sense of accountability and ownership of results.
• Ability to manage multiple client prospects while maintaining strong attention to detail.

PingPong is proud to be an equal-opportunity employer with a global culture that embraces diversity.

We are committed to providing an environment free of unfair discrimination and harassment.