Senior Business Development Lead, BaaS & Card

Who We Are

Cross River is a highly profitable fast-growing financial technology company recognized for the third year in a row by CB Insights as one of the 250 best global fintechs. Our comprehensive suite of innovative products powers financial solutions with a strong focus on regulatory compliance for our partners and their millions of consumers around the world.

We are on a mission to build the infrastructure that propels access, inclusion and the democratization of financial services. While our company has tripled in size over the last three years, our strong sense of purpose led Cross River to be named to American Banker’s list of Best Places to Work in Fintech for the last 4 consecutive years. The reason for this success is simple --- our nimble, adaptive, and collaborative family culture lives in every member of our growing team. Together we are at the forefront of technology and innovation in financial services and we invite collaborative and motivated high performers to join our rapidly expanding team.

What we’re looking for

Cross River’s Fintech Banking BaaS and Cards team works to enable fintechs to diversify their offerings and grow their business by using our payment processing API products, a part of our Banking-as-a-Service (BaaS) technology. Our partners expect us to quickly analyze use cases, propose solutions, generate pricing proposals, create term sheets, manage the onboarding and due diligence process, proceed to contract and provide ongoing support. As a Senior Business Development Lead, you will be leading the building of Cross River’s BaaS and debit and credit card issuing business by working with our partners to identify new customers (i.e., processors, networks and fintechs) to bring onto our platform. We are looking for an individual who understands the various structures and risk management of the various entities that operate within the BaaS and card issuing ecosystems.

Responsibilities:

• Develop a Sales Strategy to achieve or exceed goals, metrics, and expectations.
• Develop strong knowledge of market, accounts, and competition and industry trends in the region.
• Communicate overall strategy with all stakeholders. Adapt new GTM strategies to align with evolving customer needs.
• Monitor, analyze, and drive sales metrics and results. Manage and drive funnel growth and forecast accuracy.
• Coach Sales Managers in executing their business and hold them accountable for their results. Develop and leverage relationships to assist the sales team in deal closure.
• Create and sustain relationships with senior players and CxOs at major accounts.
• Coach the Sales Managers to meet and manage customer expectations throughout the sales process. Ensure customer issues are resolved through the escalation process.
• Coordinate execution with key internal stakeholders to support the prospect/ customer’s needs throughout the sales process.
• Develop and practice effective coaching skills to create a high performing team. Ensure the usage of standard processes and guidelines by the team.
• Coach Sales Managers to create winning account and deal strategies with a unified approach to the customer.
• Build a strong team through hiring, succession planning, and onboarding. Set clear expectations and communicate regularly to promote understanding. Foster a culture of teamwork, transparency, and performance-oriented growth.

Qualifications:

• Seven plus years’ experience in consumer and business corporate card programs.
• Bachelor’s degree required, MBA Preferred.
• Technical and payments industry expertise, knowledge of network rules, sponsor role vs processor role vs program manager for both debit and credit issuing.
• Experience with both consumer and business/corporate card programs.
• A strong operational knowledge of the industry, including major players, is preferred.
• Candidate should have a firm grasp of the essential risk management principles that would apply to issuing (AML, OFAC, Reg E. , UDAAP etc.).
• End-to-end negotiation experience, including identifying, developing, and executing complex transactions.
• Ability to build and maintain a network of relationships which facilitate deal flow.
• Self-starter who can excel in a fast-paced and fluid environment.
• Demonstrated ability to think strategically and creatively while applying sound business judgement and quantitative analytics.
• Excellent oral and written skills to communicate complex issues and influence others internally and externally.

Cross River is an Equal Opportunity Employer. Cross River does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.