Company Overview

The organisation operates within the fintech and digital financial services industry, providing technology-driven payment solutions, financial transaction services, and digital banking infrastructure. Its commercial operations focus on developing institutional relationships, expanding payment service adoption, and delivering reliable financial technology solutions to business clients.

Role Summary

The Institutional Payments Relationship Manager will be responsible for developing and maintaining commercial relationships with institutional clients, including financial service providers, payment institutions, fintech businesses, and corporate organisations.

The position focuses on identifying business opportunities, understanding institutional payment requirements, presenting suitable financial technology solutions, and maintaining long-term client relationships. The successful candidate will work closely with product, compliance, implementation, and operations teams to support client acquisition and ensure that institutional customers receive appropriate commercial and operational support.

This role requires a commercially driven professional with a strong understanding of payment infrastructure, institutional financial services, and relationship development.

Key Responsibilities

• Develop and manage relationships with institutional clients and financial service providers.

• Identify prospective customers requiring digital payment and financial transaction solutions.

• Present institutional payment products and explain their commercial and operational capabilities.

• Understand client payment requirements and coordinate appropriate solution proposals.

• Manage the institutional sales pipeline from initial engagement through commercial agreement.

• Prepare proposals, presentations, and commercial documentation for prospective clients.

• Coordinate client onboarding activities with compliance and implementation teams.

• Maintain regular communication with existing institutional customers.

• Identify opportunities to expand existing client relationships through additional payment services.

• Monitor account performance, transaction activity, and customer satisfaction.

• Coordinate the resolution of commercial and service-related client concerns.

• Monitor competitor offerings and developments in institutional payment services.

• Maintain accurate customer relationship records and sales performance reports.

• Work towards agreed acquisition, revenue, and relationship management objectives.

Requirements and Qualifications

• Bachelor’s degree in Business Administration, Finance, Economics, Marketing, or a related discipline.

• At least four years of experience in institutional sales, payment services, fintech account management, or financial services relationship management.

• Strong understanding of payment processing, digital banking, and financial transaction services.

• Experience managing corporate or institutional client relationships.

• Demonstrated ability to develop commercial opportunities and negotiate business agreements.

• Familiarity with payment gateways, cross-border payments, and merchant payment solutions.

• Excellent presentation, communication, and negotiation skills.

• Strong customer relationship management capabilities.

• Ability to manage multiple client accounts and commercial priorities.

• Experience using CRM platforms and sales reporting tools.

• Understanding of institutional onboarding and financial services compliance requirements is advantageous.

Benefits

• Fully remote working opportunity within Estonia.

• Opportunity to develop relationships across the international fintech industry.

• Exposure to institutional payment infrastructure and financial technology products.

• Professional development and commercial training opportunities.

• Collaborative international working environment.

• Flexible remote working practices.

Application Instructions

Interested candidates should submit an updated CV highlighting their experience in institutional sales, payment services, financial technology, and relationship management. Applications should demonstrate previous success in developing institutional accounts, negotiating commercial agreements, and supporting long-term client relationships.

Are you interested in this position?

Apply by clicking on the “Apply Now” Button below!

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