Director of Business Development

Responsibilities

1. Team Leadership & Performance Management

Lead and manage a team of BD professionals, providing mentorship, coaching, and performance evaluations to ensure the achievement of team KPIs and revenue targets.

Define sales strategies and territory plans for the team, focusing on high-growth sectors such as e-commerce platforms, HR/Payroll, logistics, and digital media.

Conduct regular pipeline reviews and provide tactical guidance to help team members accelerate deal cycles and overcome roadblocks in complex sales processes.

2. Strategic Business Development

Oversee the expansion of ecosystem partners and platform clients (e.g., sharing economy, expense control, gaming, advertising).

Personally lead the "hunting" and relationship management of ultra-large overseas enterprise accounts and top-tier institutional partners.

Identify emerging industry trends and white-space opportunities to refine the team’s go-to-market approach.

3. Solution Architecture & Value Selling

Guide the team in designing tailored, comprehensive solutions covering wallet accounts, collections, FX, batch payments (VCC/settlement), and corporate travel payments.

Ensure the team accurately matches customer pain points with our product suite to enhance long-term customer loyalty and lifetime value.

Lead C-level negotiations and establish high-level strategic partnerships.

4. Cross-functional Collaboration & Market Intelligence

Act as the voice of the market: Research and analyze competitors, providing timely feedback to Product, Risk, and Marketing teams to influence the product roadmap and enhance competitiveness.

Coordinate with internal implementation and legal teams to ensure the timely and compliant delivery of complex projects.

Optimize internal sales processes and sales enablement tools to improve team efficiency.

Qualifications

1. Experience & Education

Bachelor’s degree with 10+ years of Key Account Sales/BD experience, or Master’s degree with 7+ years of relevant experience.

At least 2-3 years of proven experience in leading a sales or BD team, with a track record of meeting or exceeding group targets.

Deep experience serving cross-border industry giants (e.g., major e-commerce platforms, SaaS providers, logistics leaders, or digital media platforms).

2. Core Competencies

Industry Expertise: Strong knowledge of cross-border payments, foreign exchange (FX), credit, or global banking infrastructure is highly preferred.

Strategic Thinking: Ability to translate high-level business goals into actionable team sales plans.

Complex Project Management: Proven ability to manage long-cycle enterprise sales and coordinate cross-departmental resources.

3. Soft Skills

Exceptional Communication: Mastery of stakeholder management, with the ability to influence both internal executives and external C-level clients.

Resilience & Agility: Self-driven, able to thrive in a fast-paced environment, and willing to travel frequently for business.

Leadership: Passionate about developing talent and building a collaborative, high-performance team culture.

4. Language & Tools

Proficiency in English is mandatory for daily work communication and presenting to global stakeholders.

Familiarity with CRM tools (e.g., Salesforce) and data-driven sales management.