Senior Manager - Payment Partnerships

Luno; United States; Remote; USD 150,000 - 210,000; Full time

Benefits offered by this job

Remote-first policy

5 days leave purchase option

Private medical insurance

Retirement fund benefit

Learning platforms access

Caregiver leave

Job summary

GTXN, a Luno company, seeks a Senior Manager, Payment Partnerships to lead sourcing, negotiation and delivery of banking and PSP partnerships across Africa and Southeast Asia. This remote-first role reports to Paul Harker and focuses on building reliable, cost-effective payment rails.

You will own end-to-end deal execution, manage partner relationships, and work with Compliance, Legal, Risk, Product and Engineering to ensure regulatory and technical readiness before go-live.

Qualifications

• 5+ years in payment partnerships, business development or commercial roles with track record of sourcing and closing deals with banks and PSPs.
• Experience engaging with banks and payment providers across African markets; SE Asia experience is a plus.
• Deep understanding of cross-border payment flows, settlement, FX, licensing, compliance.
• Proven ability to source, negotiate and close commercial agreements from first contact through onboarding.
• Strong commercial acumen and negotiation skills balancing cost, risk and speed to market.
• Comfortable working autonomously in a remote-first, multi-time-zone team.

Responsibilities

• Identify and pipeline payment providers, banks and PSPs across Africa (and select SE Asia).
• Own end-to-end deal execution: outreach, negotiation, contracting and onboarding.
• Manage and grow a portfolio of partner relationships and act as primary contact for commercial, operational and performance matters.
• Negotiate terms (pricing, settlement, liability, SLAs) to improve cost and reliability of payment rails.
• Coordinate with Compliance, Legal, Risk, Product and Engineering to meet regulatory and integration requirements before go-live.
• Monitor partner performance against SLAs and drive remediation.
• Track regulatory and market developments impacting partner terms.
• Represent GTXN with partners and at industry events to build reputation.
• Feed market intelligence into GTXN's regional expansion strategy.

Skills

Payment partnerships

Business development

Deal negotiation

Cross-border payments

Stakeholder management

Remote work

Job description

About us:

Luno is the crypto investment app you can rely on, enabling you to buy, store and explore crypto securely. We're committed to putting the power of cryptocurrency in everyone's hands, sensibly and responsibly.Since 2013, we've helped millions of people around the world invest safely in crypto. We do this by cutting through the hype and supporting customers at every step of the way. All products and cryptocurrencies on our platform must first meet stringent legal, risk and technical security standards.Transparency is key for us. Luno stores all crypto on a 1:1 basis and we have rigorous processes in place so you can be confident your investment is secure. We're available in multiple markets around the world and we work closely with regulators and other key stakeholders to ensure compliance with local laws, as we believe this is the best way to help everyone, everywhere, invest safely.

The role in a nutshell:

We're looking for a commercially sharp Senior Manager, Payment Partnerships to join GTXN - a Luno company and own the sourcing, negotiation and delivery of new banking and payment-provider partnerships across Africa and Southeast Asia. You will be responsible for identifying, engaging and closing arrangements with the payment providers and banks that let GTXN move money for our customers reliably, quickly and at the right cost. This is a remote-first role, and you will report to Paul Harker.

You will bring hands-on experience building payment-provider and banking relationships in African markets, and be comfortable owning a deal from first conversation through contracting and go-live. Experience doing the same in Southeast Asia is a strong advantage.

Your mission will be:

• Identify, prioritise and build a pipeline of payment providers, banks and PSPs across African markets (and select Southeast Asian markets) that can extend GTXN's ability to move money for Luno's customers.
• Own end-to-end deal execution: outreach, commercial negotiation, contracting and onboarding of new banking and payment-provider partners.
• Manage and grow a portfolio of existing partner relationships, acting as the primary point of contact for commercial, operational and performance matters.
• Negotiate commercial terms - pricing, settlement, liability, SLAs - that improve the cost, coverage and reliability of GTXN's payment rails.
• Work closely with Compliance, Legal, Risk and Product/Engineering to ensure new partnerships meet regulatory, licensing and integration requirements before go-live.
• Monitor partner performance against agreed SLAs (uptime, settlement times, success rates) and drive remediation where partners underperform.
• Track regulatory, competitive and market developments across target emerging markets that could affect partner selection or deal terms.
• Represent GTXN with key partners and at industry events, building GTXN's reputation as a partner of choice in target markets.
• Feed market intelligence into GTXN's regional expansion strategy, helping prioritise markets and partners with the strongest commercial and strategic fit.

A little about you:

• 5-8+ years of experience in payment partnerships, business development or commercial roles at a payment service provider, bank, remittance company or fintech, with a track record of sourcing and closing deals with banks and payment providers.
• Demonstrable experience engaging with payment providers and banks across African markets; experience doing the same in Southeast Asia is a strong advantage.
• Deep understanding of cross-border payment flows and the commercial and technical mechanics of PSP and banking partnerships (settlement, FX, licensing, compliance).
• Proven ability to independently source, negotiate and close commercial agreements, from first contact through contract execution and onboarding.
• Strong commercial acumen and negotiation skills, able to structure deals that balance cost, risk and speed to market.
• Comfortable operating with high autonomy in a remote-first, distributed team, across multiple time zones and jurisdictions.
• Excellent relationship-management and stakeholder-management skills, able to work cross-functionally with Compliance, Legal, Risk, Product and Engineering.
• Strong written and verbal communication skills in English; additional languages relevant to target African (or Southeast Asian) markets are advantageous.
• An existing network of relationships with payment providers and banks in target African markets is a strong advantage.
• Willingness to travel as required to meet partners and represent GTXN in-market.
• Working knowledge of, and genuine interest in, crypto and digital assets is advantageous, given GTXN's role within the broader Luno business.

First 6 Months:

• Build a prioritised pipeline of target payment-provider and banking partners across GTXN's core African markets.
• Develop a strong working knowledge of GTXN's existing partner network, product and commercial model.
• Close and onboard the first new partner agreement(s) in a priority market.
• Establish effective working relationships with Compliance, Legal, Risk and Product/Engineering to streamline partner onboarding.
• Build credibility as a trusted point of contact for both new and existing partners.

Life at Luno:

• Remote but reachable work policy gives you the freedom to choose between working from home or the office.
• Plus the option to buy and sell up to 5 days leave
• Improve body and mind, with excellent private medical insurance
• Retirement fund benefit helping you build the financial foundation you need to enjoy your future to the fullest.
• Access to Learnably and our additional learning platforms for your personal and professional development
• 6 months primary care-giver leave
• Paw-ternity leave for your furry friend
• Annual Inspiration Day in addition to your annual leave which increases based on your length of service!
• A collaborative, friendly work community, with regular social events and virtual cooking, dancing, drawing and house planting classes hosted by our Lunauts
• Free lunch and snacks
• 0 fees up to a certain amount with Luno from the day you start.*

*Offer only available on Luno Instant Buy, not Luno Exchange.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.