Windranger Labs - Senior Business Development Manager
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Requirements
• We’re likely looking for someone with 5–7 years of experience (but we’re flexible for the right person) with most of the following: • Experience in B2B BD / sales / partnerships in: • Fintech / payments / neobanks • Developer tooling / APIs / infrastructure (BaaS, payment gateways, card issuing, etc.), or • Crypto/web3 infra (custody, wallets, on/off-ramps, stablecoin platforms). • Demonstrated track record of closing deals with tech companies and startups — ideally selling products that require buy-in from both business and technical stakeholders. • Exposure to pre-sales / solution consulting: comfortable working through solution architecture, scoping integrations, and collaborating closely with product/engineering. • Experience working with or selling to web3 companies (exchanges, on-chain wallets, gaming, DeFi apps, L2s). • Background in early-stage startups or as an early employee where they had to build GTM motion from scratch, not just run a mature playbook. • Hands-on familiarity with banking, payments or card schemes (SEPA, SWIFT, acquiring, issuing, BIN sponsorship, FX, KYB/KYC flows). • Comfortable mapping customer architectures and flows: “this is where UR accounts sit, here’s how funds move, here’s where KYC happens, here’s how stablecoins fit in.” • Familiarity with basic crypto/web3 concepts: wallets vs exchanges, chains & L2s, stablecoins, on/off-ramps, gas, bridges, custody vs non-custody. (You don’t have to be a solidity dev, but you should be curious and comfortable.) • Strong ability to frame value in terms of revenue, cost, speed to market, and risk reduction — not just features. • Experience with complex, multi-stakeholder sales involving compliance, legal, product and tech. • Confident in structuring commercial models (SaaS, usage-based, revenue share, hybrid) and explaining them clearly. • Excellent negotiation and objection-handling skills; comfortable pushing for a close while preserving long-term relationships. • Operates with a builder mentality: proactive, resourceful, comfortable with ambiguity, and biased towards action. • Enjoys working closely with product and engineering, not just "handing it off" to the technical team. • Comfortable with travel for conferences, partner meetings and on-site workshops.
Responsibilities
• Own and grow a high-quality partnership pipeline by identifying target partners such as wallets, neobanks, fintechs, PSPs, L2s, stablecoin issuers, payroll/EOR platforms, and web3 apps. Conduct structured discovery to understand partner use cases like card issuing, global payout, crypto on/off-ramp, treasury management, B2B accounts. Qualify opportunities through the sales funnel while maintaining an accurate view of pipeline health using CRM tools and forecasting methods. • Drive solutioning & pre-sales with a product mindset by developing a deep understanding of UR’s product stack, APIs, and roadmap to translate partner requirements into concrete solutions for account structures, flows, ledgers, KYC/AML setup, card configurations, settlement flows, etc. Work collaboratively with the product and engineering teams to evaluate feasibility, scope integrations, MVP vs Phase 2 solution structuring, along with creating clear diagrams, flowcharts, documentation (decks, notes, solution briefs) for partners’ use by their tech and product teams. Support RFP responses creation that aids in submission process alongside crafting sales materials to assist the partner's commercial deal negotiations. • Build business cases and ROI narratives tailored specifically to each potential or existing partner, considering various pricing models such as revenue share, per-account/MAU prices, volume tiers, FX benefits, interchange upside etc., while structuring the terms of commercial deals in collaboration with leadership. Own the final mile by aligning internal and external stakeholders to handle objections effectively and secure signatures for agreements. • Work closely with internal teams on partner handover from closed won into implementation, ensuring a smooth transition while staying involved during early go-live phases to address issues promptly, maintain momentum, and demonstrate immediate value realization. For strategic accounts, provide support in relationship management including quarterly business reviews (QBRs) and exploring expansion opportunities with partners. • Keep market intelligence at the forefront by monitoring competitors offering banking as a service/crypto-fiat infrastructure solutions, new use cases emerging within this space, regulatory trends affecting operations or product development to feed structured insights back into UR’s products and compliance strategies.
Benefits
• Equity compensation is mentioned as part of the benefits package. • Paid Time Off (PTO) and insurance are included among the listed benefits. • Remote work options are explicitly stated in the job description as a benefit for candidates to consider.
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