We are recruiting an experienced Business Development Manager for our partner, a company operating in the international payments and fintech industry, providing payment technology solutions to businesses across global markets.

The role focuses on expanding the company's partner network by establishing and maintaining strategic relationships with payment service providers (PSPs), cashier solutions, technology platforms and referral partners.

The successful candidate will identify new partnership opportunities, negotiate commercial agreements and develop referral channels that generate qualified business opportunities. They will also manage existing partnerships, coordinate merchant onboarding and work closely with internal teams to ensure successful integrations and long term commercial growth.

We are looking for a commercially driven professional with an established network in the payments industry, strong negotiation skills and a solid understanding of payment processing and the wider fintech ecosystem.

The role reports directly to the CEO.

Based in Sofia. Relocation to Sofia is required.

Key Responsibilities

• Identify, develop and manage strategic partnerships with Payment Service Providers (PSPs), acquiring banks, payment gateways, cashier providers, payment orchestration platforms and referral partners.

• Drive new business development through partner acquisition, lead generation, merchant referrals and commercial partnerships.

• Build and maintain relationships with key partners, merchants and senior stakeholders across international markets.

• Negotiate and close partnership agreements, including revenue sharing models, referral fees, commercial terms and service level agreements (SLAs).

• Manage the partner lifecycle, from prospecting and negotiations to onboarding, integration, activation and ongoing relationship management.

• Coordinate merchant onboarding, payment integrations and go live processes with Product, Technical, Compliance and Operations teams.

• Identify opportunities for upselling, cross selling, partner expansion and revenue growth.

• Monitor partnership performance, referral pipelines, conversion rates and commercial KPIs through CRM systems.

• Support partner onboarding and compliance requirements, including KYC, KYB, AML and risk assessments.

• Represent the business at international fintech, payments and iGaming conferences, industry events and networking opportunities.

Requirements

• Exposure to international markets, particularly Asia, LATAM, GCC or Africa.

• 4+ years of experience in Business Development, Strategic Partnerships, B2B Sales or Account Management.

• Minimum 2 years of experience within Payments, Fintech, PSPs, Merchant Services or related B2B industries.

• Proven experience working with PSPs, payment gateways, acquiring banks, cashier solutions or payment orchestration platforms.

• Established network of contacts across payment providers, fintech companies, technology platforms or merchant referral networks.

• Demonstrated success in partner acquisition, business development, commercial negotiations and closing partnership agreements.

• Strong understanding of the payments ecosystem, including payment processing, acquiring, alternative payment methods (APMs), transaction routing and settlements.

• Familiarity with merchant onboarding, payment integrations, APIs, KYC/KYB, AML and risk management.

• Experience managing partnership pipelines, referral channels, CRM systems and commercial performance metrics.

• Excellent negotiation, communication, relationship management and stakeholder engagement skills.

• Fluent English, with the ability to build relationships across international markets.

• Willingness to travel for partner meetings, conferences and industry events.

• Experience within iGaming, Forex, online trading or other high risk payment sectors.

Nice to Have

• Existing relationships with iGaming operators, payment processors, payment aggregators or platform providers.

• Understanding of local payment methods, cross border payments, payment routing, approval rates and conversion optimisation.

• Experience with HubSpot, Salesforce or similar CRM platforms.

What’s in it for you?

Our partner offers an exciting opportunity to develop your career within the international payments and fintech industry. You will play an important role in expanding strategic partnerships, building relationships with industry leaders and contributing directly to business growth.

You will work in a dynamic, collaborative environment with exposure to international markets, opportunities for professional development and the chance to make a meaningful commercial impact.

Benefits:

• Monthly meal and transport allowances.

• Private health insurance.

• Birthday leave.

• Annual leave increases with tenure.

• Performance and annual bonuses.

• Life-event bonuses (e.g., birthday, wedding, newborn).

• Friendly office environment with snacks and occasional team events.