Job Description

Key Responsibilities

Develop and execute the institutional channel strategy, expanding partnerships with banks, card schemes (Visa/Mastercard), acquirers, clearing and settlement networks, remittance and stablecoin providers
Identify and enter new channels and markets (Southeast Asia, APAC and beyond), driving channel coverage and scaled growth across multi-currency acquiring, issuing and collection.

Lead commercial negotiations of institutional agreements (pricing, settlement cycles, security deposits, service levels), driving signing and implementation
Manage the full channel onboarding lifecycle (KYB, technical integration, testing and go-live), ensuring partnerships meet the company's compliance and risk requirements.

Partner with Product and Engineering to optimise transaction routing, success rates and settlement efficiency, productising channel capabilities for reuse
Monitor channel stability and cost structure, continuously optimising unit transaction cost and capital efficiency.

Establish channel operations mechanisms (reconciliation, discrepancy handling, chargeback/dispute coordination) to ensure transaction continuity and merchant experience
Maintain senior-level relationships with institutional partners, organising regular business reviews and joint growth plans.

Work with Compliance and Risk to ensure channel partnerships meet the MAS Payment Services Act and AML/KYC, sanctions screening and other regulatory requirements
Support licence applications, maintenance and regulatory inspections with channel-related compliance materials and evidence.

Track trends in cross-border payments, card scheme rules, clearing networks, stablecoins and Web3 payments, providing channel strategy recommendations
Represent the company in industry events and ecosystem initiatives, raising its influence across the institutional landscape.

Build and lead the institutional channels team from scratch, establishing goals, processes and performance mechanisms
Coordinate collaboration across Singapore, Hong Kong and Shenzhen to build a specialised regional channel capability centre.

Bachelor's degree or above in Finance, Economics, International Trade, Business Management or related disciplines
8+ years of institutional channels / business development experience in cross-border payments, banking, acquiring or fintech, including 3+ years of team management (outstanding candidates may be considered with 5+ years of relevant experience and 2+ years of management)
Hands-on experience in channel partnerships with licensed payment institutions, banks or card schemes.

Solid knowledge of acquiring, cross-border collection/remittance and issuing flows, familiar with Visa/Mastercard scheme rules and clearing and settlement systems (SWIFT, local clearing, FAST/PayNow, etc.)
Strong institutional-level commercial negotiation and contract management skills, able to independently drive direct bank connections and channel onboarding
Understanding of FX, settlement cycles and funding cost structuring and optimisation
Familiarity with stablecoin settlement and Web3 payment channels is preferred.

Knowledge of Singapore MAS payment regulations and AML/KYC, sanctions screening requirements
Experience in payment licence applications, maintenance or regulatory engagement is preferred.

Fluent in English as the working language (Singapore office working language) proficiency in Chinese is a plus (for collaboration with China HQ, Hong Kong and Shenzhen teams)
Excellent cross-cultural communication and senior stakeholder management, comfortable in a fast-paced, multi-market environment
Results-driven, with an entrepreneurial mindset to build from zero to one.

Channel experience in stablecoin/crypto payments, card networks or services-trade verticals such as iGaming
Senior-level network within banks, card schemes or major acquirers
Regional institutional channel expansion experience in APAC
Prior experience in a licensed financial institution in Singapore, familiar with MAS inspections and audit processes.