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.