Partnerships & Business Development Manager
CoinsPaid is looking for a Partnerships & Business Development Manager to develop and monetize our ecosystem of external service providers across payments, banking, crypto, fintech, marketing and related industries.
This is not a traditional sales role.
CoinsPaid works with a large number of businesses that frequently need services beyond our own crypto payment solutions — such as banking, payment services, EMI solutions, on/off-ramps, marketing services, fintech infrastructure and other specialized providers.
Your job will be to understand what our clients need, know which companies can solve those needs, build relationships with those companies, negotiate referral partnerships and turn successful introductions into recurring revenue for CoinsPaid.
You will inherit an existing database of approximately 70 potential/current referral partners, while also being expected to continuously discover new companies and opportunities yourself.
The ideal candidate is naturally curious about the fintech ecosystem, enjoys researching companies and markets, is commercially minded, and can turn relationships into measurable business results.
Partnership development
- Manage and develop CoinsPaid's existing network of referral partners.
- Identify and approach new potential partners across banking, payments, crypto, fintech, marketing and related industries.
- Build long-term relationships with decision-makers at partner companies.
- Understand each partner's product, target market, geographic coverage, pricing and ideal customer profile.
- Identify where a partner's services can solve existing CoinsPaid client needs.
- Establish new referral partnerships and negotiate commercial terms.
- Continuously monitor developments across fiat payments, crypto payments, banking, fintech and related markets.
- Identify new companies, products and services that may be relevant to CoinsPaid clients.
- Track important market developments — e.g. new banks becoming crypto-friendly, PSPs entering new markets, new payment methods, fintech providers changing their risk appetite, etc.
- Maintain an up-to-date understanding of the provider landscape.
- Proactively communicate relevant market developments and opportunities internally.
- Receive and understand client requests for services outside CoinsPaid's core offering.
- Identify the most appropriate providers for each client need.
- Qualify providers based on capabilities, geography, pricing, reputation, compliance requirements and commercial fit.
- Make introductions between CoinsPaid clients and relevant providers.
- Stay involved throughout the partnership lifecycle.
- Track the progress and commercial outcome of referrals.
- Identify opportunities to expand existing partnerships and generate additional referral revenue.
- Negotiate referral fees and partnership terms directly with providers, with support from the Head of BD when necessary.
- Develop mutually beneficial commercial structures.
- Monitor partner performance and referral revenue.
- Identify underperforming partnerships and determine whether they should be developed, renegotiated or replaced.
- Maintain accurate records of partners, agreements, opportunities and revenue.
- Work closely with the Head of BD and relevant CoinsPaid teams.
- Translate client needs into potential external solutions.
- Bring market intelligence and new partnership opportunities to the business.
- Build internal knowledge of the external provider ecosystem.
Market intelligence
Referral business
Commercial management
Internal collaboration
Requirements:
- 3–5 years of experience in business development, partnerships, fintech, payments, banking, crypto or a closely related industry.
- Strong understanding of the fintech/payments ecosystem.
- Genuine interest in financial technology, payments, crypto and emerging financial infrastructure.
- Demonstrated ability to research and understand new companies, products and markets independently.
- Strong analytical and problem-solving skills.
- Experience building and maintaining business relationships.
- Experience negotiating commercial agreements or partnership terms.
- Ability to independently identify and pursue opportunities.
- Strong commercial mindset — understands that relationships need to produce measurable business value.
- Excellent written and spoken English.
- Comfortable communicating with senior people at banks, fintechs, PSPs, crypto companies and other technology businesses.
- Highly organized and able to manage multiple partnerships and opportunities simultaneously.
- Willingness to occasionally travel for conferences, partner meetings and industry events.
Nice to have:
- Previous experience in payments, crypto payments, banking or fintech infrastructure.
- Existing network among European banks, EMIs, PSPs, crypto companies or fintech providers.
- Experience with referral/affiliate/introducer business models.
- Experience negotiating revenue-share or recurring commission agreements.
- Experience working with international B2B partnerships.
- Russian language.
- Experience attending fintech, payments, banking or crypto conferences.
- Familiarity with KYC/KYB, AML, fraud, FX, acquiring, open banking, stablecoins, on/off-ramps and related infrastructure.
- Experience building a partner database or market map.
