Business Development Director (Fiat Rails)

Our client is a global financial technology company operating across multiple international markets. As part of its continued expansion in Africa, the business is seeking a Business Development Director to grow its regional fiat business, strengthen banking and payment partnerships, and expand access to fiat on-ramp and off-ramp services.

Role Overview

This role combines commercial leadership, team management and hands-on execution. The successful candidate will lead regional business development activities while actively identifying partners, negotiating agreements, onboarding payment channels and managing key relationships. The ideal candidate will bring extensive experience working with banks and payment service providers (PSPs), a strong understanding of the African payments landscape, and a passion for crypto and digital assets.

Job Type: Permanent/Full Time

Workplace: Remote

Location: Kenya

Requirements

• 10–15 years of experience in business development, sales or strategic partnerships within financial services, fintech, payments or digital assets.
• Strong experience sourcing, negotiating and onboarding banking and payment partnerships across African markets.
• Extensive experience working with payment service providers (PSPs), including commercial negotiations, onboarding, payment channel development and ongoing relationship management.
• Proven experience leading and managing a business development or sales team, including setting targets, coaching team members and driving performance.
• A hands-on approach, with the ability to personally prospect, negotiate, close deals and resolve operational challenges while managing a team.
• Strong understanding of fiat payment rails, local payment methods, cross-border payments and fiat on-ramp and off-ramp services.
• Demonstrated ability to develop and execute regional commercial strategies and deliver measurable growth.
• Strong commercial judgment and negotiation skills.
• A data-driven approach, with the ability to interpret sales, marketing and operational metrics and translate insights into action.
• Ability to collaborate effectively with operations, product, compliance and other internal teams.
• Strong problem-solving skills, accountability and a focus on results.
• Strong interest in crypto and digital assets; experience within crypto or Web3 businesses would be an advantage.
• Fluency in English, with strong communication skills for working with international partners, stakeholders and customers.

Responsibilities

• Develop and execute the regional business development strategy for fiat rails across Africa.
• Proactively identify and engage banks, PSPs and other local and global payment partners.
• Lead commercial negotiations and onboard partners that expand payment coverage and improve fiat on-ramp and off-ramp services.
• Own and grow relationships with banking and payment partners, managing commercial terms, performance and ongoing collaboration.
• Lead, coach and manage the regional business development team, setting clear targets and maintaining accountability for results.
• Remain actively involved in prospecting, partner meetings, negotiations, onboarding and resolving key commercial or operational issues.
• Take ownership of regional fiat business performance, including partner development, payment channel growth and user acquisition.
• Work closely with operations, product, engineering and compliance teams to support partner integrations and reliable payment services.
• Oversee regional fiat operations and partner performance to ensure a consistent, efficient and high-quality customer experience.
• Coordinate regulatory and licensing matters with relevant internal teams and external stakeholders.
• Lead local business development and growth initiatives to increase adoption of fiat services.
• Build relationships within local fintech, payments and digital asset communities.
• Monitor market developments, competitor activity and customer needs to inform product, marketing and operational strategies.
• Track and report on commercial and operational performance, identifying opportunities to improve conversion, payment success rates and regional growth.