Senior Business Development Manager
About UR
UR is a borderless smart money app that makes it easy to spend and off-ramp, all in one place.
Built for both crypto natives and the crypto curious, UR simplifies the way people and businesses move between digital assets and fiat currencies. Self-custodial, fast, and intuitive, UR turns complex crypto workflows into a seamless everyday experience.
We’re hiring a Senior Business Development Manager who sits at the intersection of sales, product, and solution engineering. You’ll help us identify and close high-impact partnerships, and work closely with product and engineering to design solutions that make sense for both UR and our partners.
Key Responsibilities
Own and grow a high-quality partnership pipeline
Identify and prioritize target partners: wallets, neobanks, fintechs, PSPs, L2s, stablecoin issuers, payroll/EOR platforms, and web3 apps building at the crypto–fiat intersection.
Run structured discovery to deeply understand partner use cases (e.g. card issuing, global payout, crypto on/off-ramp, treasury, B2B accounts).
Qualify opportunities, manage them through the sales funnel, and maintain an accurate view of pipeline health (CRM, forecast, next steps).
Drive solutioning & pre-sales with a product mindset
Develop a deep understanding of UR’s product stack, APIs and product roadmap.
Translate partner requirements into concrete solution designs: account structures, flows, ledgers, KYC/AML setup, card configurations, settlement flows, etc.
Work with product and engineering to evaluate feasibility, scope integrations, and structure MVP vs Phase 2 solutions.
Prepare clear diagrams, flows, and documentation (decks, notes, solution briefs) that partners’ product and tech teams can act on.
Support RFPs with structured and clear responses. Create sales and product materials that aid in RFP submission to partners.
Negotiate and close commercial deals
Build business cases and ROI narratives tailored to each partner (revenue share, per-account/MAU pricing, volume tiers, FX and interchange upside, etc.).
Structure and negotiate commercial terms (pricing, SLAs, launch milestones, exclusivity where applicable) in collaboration with leadership.
Own the final mile of the deal: aligning internal and external stakeholders, handling objections, and getting signatures over the line.
Partner onboarding & handover
Work with internal teams to ensure smooth handover from “closed won” into implementation and live operations.
Stay involved during early go-live to unblock issues, keep momentum, and ensure partners see value quickly.
For strategic accounts, support ongoing relationship management, QBRs, and expansion opportunities.
Market intelligence & feedback into product
Keep a close pulse on the market: what other banking-as-a-service / crypto-fiat infra players are offering, new use cases, regulatory trends.
Feed structured insights and partner feedback back into product, compliance and leadership (e.g. missing APIs, new corridors, card features, stablecoin rails).
Collaborate on refining UR’s channel partner programme, pricing models, and GTM playbooks.
Evangelism & external representation
Represent UR at conferences, hackathons, and ecosystem events.
Run product demos and solution workshops for product, tech, and founder audiences.
Partner with marketing on case studies, decks, and content that tell compelling stories about what partners build on UR.
Ideal Background / Experience
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.
Bonus:
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).
Skills & Qualifications
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.