SeniorManager,BusinessDevelopment-US

Onerway; Los Angeles (CA); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Annual bonus

Hybrid work in Brea, CA

Founding team member

Job summary

Onerway is building its US business and seeks a founding business development leader in Southern California. You will carve the market, engage clients and partners, and shape product and pricing decisions in a growing cross-border payments stack.

You will sell card issuing programs, expand into global accounts and payouts, and collaborate with our Shanghai HQ to align US market needs with product development. This is a high-impact startup role with significant autonomy.

Qualifications

• 7+ years in business development in payments with card issuing focus.
• Proven track record closing card programs or payments deals you sourced.
• Experience selling to cross-border or internationally operating businesses.
• Based in Southern California and able to work hybrid from the Brea office.

Responsibilities

• Sell card issuing programs (virtual and commercial) from first conversation to live spend.
• Structure programs with use case, funding model, controls, and economics.
• Expand issuing clients into global accounts, payouts, and acquiring.
• Build channels with platforms, marketplaces, agencies and service providers.
• Test market assumptions and report what holds up and what does not.
• Translate client feedback into product, pricing and onboarding requirements.
• Pre-qualify clients against BIN sponsor, network and compliance requirements.
• Help shape the US go-to-market plan as a core US team member.

Skills

Payments BD

Card issuing

Cross-border sales

Partner management

Market expansion

Strategic outreach

Tools

CRM software

Salesforce

Microsoft Office

Job description

Onerway is a global payments company that helps businesses collect, pay out, and spend across borders. Our group runs a licensed payments stack across multiple markets, including card issuing, global accounts, payouts, and acquiring, with deep roots in the China cross-border corridor. We are now building our US business from the ground up, and this is one of our first US hires.

About the Role

This is a founding business development role. You will be our first BD professional on the ground in the US, and your job is bigger than building pipeline. You will go into the market, talk to clients and partners, and bring back what is really out there. What you learn will shape which segments we pursue, how we package and price our products, and what we build next.

Card issuing is the first product you will take to market. You will sell virtual and commercial card programs to cross-border businesses and platforms, then expand those relationships into accounts, payouts, and acquiring. Your clients will be a mix of cross-border merchants, many with roots in Asia, and US businesses with international operations. You will work closely with our headquarters team in Shanghai, which holds deep product, operations, and risk knowledge, and you will be the bridge between what the US market needs and what we deliver.

What You Will Do

• Sell card issuing programs, such as virtual cards for advertising spend, logistics, and software and subscription payments, from first conversation to live card spend.
• Structure programs with clients: use case, funding model, controls, and economics, working alongside our partnerships, compliance, and risk teams.
• Expand issuing clients into our broader stack, including global accounts, payouts, and acquiring through our existing partners.
• Build channels with platforms, marketplaces, agencies, and service providers that serve cross-border businesses, supported by direct selling for larger anchor clients.
• Test our assumptions in the market about target segments, use cases, pricing, and partner models, and report clearly on what holds up and what does not.
• Translate client and partner feedback into clear product, pricing, and onboarding requirements for our Shanghai teams.
• Pre-qualify clients against BIN sponsor, network, and compliance requirements before submission, working closely with our US compliance team.
• Help shape the US go-to-market plan as one of the core members of the US team.

What You Bring

• 7+ years of business development experience in payments, with significant time in card issuing: at a program manager, issuing processor, fintech issuer, or commercial card provider.
• A recent track record, within the last three years, of closing card program or payments deals that you personally sourced, and seeing them through to live spend.
• Working knowledge of how issuing programs are built: BIN sponsorship, program managers, processors, network rules, interchange economics, and prepaid and commercial card models.
• Experience selling to cross-border or internationally operating businesses. A purely domestic book will not be enough for this role.
• Experience building something from zero: an early BD hire at a payments or fintech company, or launching a new market or product line at a larger company.
• Experience turning client feedback into product requirements and seeing them shipped.
• Experience working effectively with a headquarters team in another country and time zone.
• Based in Southern California and able to work hybrid from our Brea office.

Nice to Have

• Experience with China cross-border e-commerce, advertising, or logistics businesses.
• Familiarity with global accounts, payouts, FX, or merchant acquiring.
• Existing relationships with BIN sponsor banks, program managers, or card networks.

This Role Is Probably Not for You If

• Your experience is mainly managing an existing book of business rather than originating new relationships.
• Your payments experience is limited to US domestic merchant acquiring or ISO agent recruiting.
• You prefer a defined playbook, a large support team, and well-established processes.

How We Will Measure Success

• First 90 days: a mapped market, a validated target client and use-case profile, first card programs in onboarding, and at least one requirement from the field adopted by our product or operations teams.
• First 12 months: live card programs generating sustained spend and net revenue, with clients expanding into additional products and a repeatable channel model in place.

Why Join

• Ground-floor role in a new US business backed by an established global payments group.
• Direct access to US leadership and headquarters, with real influence on strategy.
• A broad product stack to sell across card issuing, accounts, payouts, and acquiring.
• Competitive base salary and annual bonus.

Onerway is an equal opportunity employer. We welcome candidates of all backgrounds and do not discriminate on the basis of any protected characteristic.