Business Development Manager (EMI experience)

TODA Pay is an international fintech company operating in the digital payments and financial infrastructure space across multiple jurisdictions. We support high-growth payment operations with multi-currency transactions, crypto payments, and complex corporate structures.

The Business Development Manager is responsible for driving the company’s growth in payment solutions and financial infrastructure for high-risk verticals, primarily Gambling and Betting. The role focuses on expanding the network of payment partners, principal members of Visa/Mastercard, and banking institutions, managing end-to-end partner onboarding, negotiating commercial terms, and optimizing liquidity and processing channels to support strategic goals.

Requirements:
5+ years of experience in business development, partnerships, payments, fintech, or an EMI-licensed environment.
Visa/Mastercard Scheme Knowledge: Practical experience working with principal members/acquirers of Visa and Mastercard, with a solid understanding of scheme rules, interchange fees, and acquiring models.
Banking & Account Mechanics: Deep understanding of how bank accounts operate within financial institutions (safeguarding, operational, Nostro/Vostro, virtual IBANs) and their operational setups.
Liquidity Providers & FX: Hands-on understanding of how Liquidity Providers (LPs) work, cross-border FX execution, settlement flows, and treasury mechanisms.
Banking & Onboarding Expertise: Experience interacting with banking partners, including bank-side onboarding workflows, institutional KYB procedures, and risk appetite criteria.
High-Risk Ecosystem Knowledge: Strong understanding of the high-risk payments ecosystem, card acquiring, APMs, and business models in Gambling / Betting.
EMI & Banking Infrastructure: Familiarity with EMI operational standards and clearing rails (SEPA, SWIFT, local clearing).
Tool Proficiency: Practical experience with CRM and workflow tools such as Pipedrive, Jira, and Confluence.
Communication & Negotiation: Excellent negotiation, commercial reasoning, and stakeholder management skills.
Language: Fluent English (both written and spoken).

Responsibilities:
Provider, Bank & Card Scheme Analysis: Analyze current payment service providers (PSPs), acquirers, Visa/Mastercard principal members, and banking partners to optimize pricing, routing, and commercial terms.
Full-Cycle Onboarding & Banking Operations: Manage the full onboarding lifecycle for payment partners, liquidity providers, and banks—from sourcing and KYB due diligence to technical integration and production launch.
Partner Network Expansion: Search for and engage new payment partners, financial institutions, and Visa/Mastercard principal acquirers in line with company strategy, C-level requests, and Account Management needs.
Relationship & Liquidity Management: Build and maintain strong relationships with banks, acquirers, PSPs, and Liquidity Providers (LPs) to support smooth settlement flows and liquidity management.
Banking & Account Infrastructure Support: Oversee operations related to bank account structures (safeguarding, operational, Nostro/Vostro, vIBANs), managing transactional limits and ongoing compliance syncs.
System Documentation: Maintain accurate documentation in Pipedrive CRM, Confluence, and comparative analytical tables of payment/banking/liquidity solutions.
Pipeline & Risk Monitoring: Track partnership pipelines, negotiation progress, bank risk appetites, and implementation timelines

Nice to have:
Existing network of contacts with Visa/Mastercard principal members, Tier-1/Tier-2 banks, Liquidity Providers, and high-risk PSPs.
Deep knowledge of multi-currency liquidity routing and cross-border settlement optimization.
Experience supporting complex commercial negotiations in fast-scaling fintechs or EMIs.
We offer:
Opportunity to work in a fast-growing international fintech company
Professional growth opportunities alongside with company
24 paid vacation days per year and 5 paid sick leave days per year
10 Public holidays days
An opportunity to work full remote or hybrid flexibility
Collaborative and friendly team
Professional education budget after 6 months working in the company
Birthday gift bonus for all our employees