Senior Business Development Manager

Location

Remote - APAC

Full time

Remote

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.

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.

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…