Relationship Manager/Business Development Manager

The opportunity

We are seeking a versatile and commercially driven Account Manager & Business Development Manager to join our Digital team, based in Brazil. This is a high-impact hybrid role combining strategic account management of our existing Digital Americas merchant portfolio with new business origination across the Americas region.

You will serve as the primary commercial point of contact for our current portfolio which includes full-service US merchants and gateway-only LATAM merchants ensuring retention, satisfaction, and revenue growth across the base. Simultaneously, you will proactively identify and pursue new enterprise logos throughout the Americas, with a particular emphasis on merchants operating significant subscription and recurring billing models.

This role sits at the intersection of relationship management and growth requiring someone equally comfortable nurturing long-term client partnerships as they are opening doors with new prospects. You will work closely with Worldline's partnerships team to generate and convert partner-sourced leads, while also building pipeline through your own direct prospecting efforts outside of the partner channel.

This role reports to Briana Kovacs - Commercial Director DGS Americas and works cross-functionally with product, solutions engineering, integration, risk, partnerships, and commercial teams across multiple geographies.

Day-to-day responsibilities

Portfolio Management & Growth

• Own relationships across the existing Digital Americas merchant portfolio, including full-service acquiring clients in the US and gateway-only merchants across LATAM.
• Lead regular business reviews, performance analyses, and account planning to identify growth, cross-sell, upsell, and optimization opportunities.
• Monitor processing volumes, authorization rates, churn, and revenue; proactively address risks and identify growth levers.
• Advocate for merchants internally, coordinating with product, technical, risk, and operations teams to resolve issues and improve their experience.
• Drive net revenue retention by strengthening relationships, expanding service adoption, and identifying new use cases.

New Business Development

• Build and manage a pipeline of enterprise merchant opportunities across the Americas, including the US, Mexico, Brazil, and broader LATAM.
• Develop targeted prospecting plans for high-value merchants, particularly in subscription and recurring commerce.
• Engage C-suite executives, payments leaders, and other decision-makers through consultative, value-led selling.
• Create tailored proposals and business cases aligned with merchants’ processing needs, challenges, and growth goals.
• Manage complex, multi-stakeholder sales cycles from initial outreach through contract signature.

Subscription & Recurring Commerce Focus

• Advise subscription and recurring billing merchants on their payments needs across the Americas.
• Communicate Worldline’s value in authorization optimization, retry strategies, network tokenization, account updater services, and churn reduction.
• Develop opportunities across SaaS, streaming and media, digital content, gaming, health and wellness, education, insurance, and membership services.

Partner-Sourced Pipeline & Collaboration

• Partner with Worldline’s partnerships team to qualify and advance partner-sourced leads through the sales cycle.
• Share feedback on lead quality, conversion trends, and merchant needs to improve partner targeting and engagement.
• Support joint meetings and co-selling activities, bringing commercial and payments expertise to help convert opportunities.
• Track partner-sourced and direct pipelines, maintaining accurate forecasts and priorities across both channels.

Market Intelligence & Cross-Functional Collaboration

• Track competitive, regulatory, scheme, and market developments across US and LATAM payment ecosystems.
• Share actionable market insights with product and strategy teams to inform roadmaps, regional requirements, and positioning.
• Work with solutions engineering, integration, and onboarding teams to support smooth launches and service expansions.
• Represent Worldline at industry events, conferences, and networking forums across the Americas.

Who are we looking for

Required

• 5+ years of account management, business development, or commercial experience in payments, fintech, or digital commerce, with a track record of retaining and growing clients and winning new business.
• Strong understanding of the acquiring value chaingateway, processing, acquiring, and settlementand how full-service acquiring and gateway-only models affect merchant outcomes.
• Knowledge of subscription and recurring payments, including Card-on-File transactions, MIT/CIT classification, network tokenization, and recurring scheme mandates.
• Established network of merchant contacts across the Americas payments ecosystem.
• Commercial acumen and experience developing proposals involving IC++, blended, and tiered pricing, volume commitments, and SLA frameworks.
• Ability to manage a diverse, multi-geography portfolio with varied service models, merchant profiles, and commercial structures.
• Fluency in written and spoken English and Portuguese.is a plus
• Strong communication, presentation, and negotiation skills, with the ability to adapt to different audiences and cultures.
• Self-starter who can balance account management and new business priorities in a remote, distributed environment.
• Willingness to travel across the Americas as needed (estimated 25–35%).
• Proficiency with CRM platforms; Salesforce experience preferred.

Preferred

• Spanish proficiency, a significant advantage given the LATAM scope.
• Direct experience with the US and/or Brazilian payments landscape, including local scheme nuances such as Brazil’s installment culture, PIX, Elo, and local acquiring dynamics.
• Experience selling to or managing merchants in subscription-heavy sectors, such as SaaS, streaming, digital media, gaming, health and wellness, insurance, or membership services.
• Familiarity with cross-border acquiring, multi-currency payment flows, and local payment methods across LATAM.
• Experience at an acquirer, PSP, or payment processor, such as Adyen, Stripe, Worldpay, Checkout.com, Nuvei, dLocal, EBANX, PagSeguro, Fiserv, or Global Payments.
• Experience converting partner-sourced or channel-referred leads through a structured sales process.
• Understanding of 3DS2/SCA, fraud and risk management, and regulatory considerations in multi-market digital commerce.

Perks & Benefits

At Worldline you’ll get the chance to be at the heart of the global payments technology industry and shape how the world pays and gets paid. On top of that, you will also:

• Be part of a company guided by a strong purpose to do good and recognized as top 1% of the most sustainable companies in all sectors worldwide.
• Work with inspiring colleagues and be empowered to learn, grow and accelerate your career.
• At Worldline our top priority is to engage, encourage and develop you to help you improve your potential. In fact, we have comprehensive training and development programs in place demonstrating our dedication to developing your career.
• And many more…

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