Business Development & Partnerships – Commercial Lead

Key Responsibilities

Business Development

• Own pipeline generation across banks, fintechs, and enterprise ecosystem partners.

• Build and qualify a diversified pipeline aligned to VA Tech's priority segments.

• Convert market opportunity into signed, revenue-generating partnerships.

Enterprise Sales

• Lead complex, multi-stakeholder enterprise sales cycles end-to-end.

• Own commercial proposals, structuring, and negotiation within an agreed mandate.

• Drive forecasting accuracy and pipeline governance.

Strategic Partnerships

• Build and institutionalize partnerships across banks, fintechs, payment networks, ERP platforms, and technology partners.

• Structure partnership models that convert into durable, multi-year commercial relationships.

• Own partnership health and expansion for the full portfolio outside top-tier strategic accounts.

Commercial Excellence

• Institutionalize commercial playbooks, pricing frameworks, and deal-desk discipline.

• Build repeatable processes for proposal generation, negotiation, and closure.

• Drive consistency in commercial terms across the partner portfolio.

Go-To-Market

• Execute VA Tech's go-to-market strategy across defined segments and geographies.

• Translate platform capability into segment-specific commercial narratives.

• Partner with Marketing and Product to sharpen market positioning.

Market Intelligence

• Track competitive movement, pricing, and partnership models across the payments infrastructure landscape.

• Convert field intelligence into structured input for Product and the Business Head.

• Identify early signals of opportunity or risk in the banking and payments ecosystem.

Cross-Functional Leadership

• Influence Product, Technology, Operations, Finance, Compliance, and Legal to unblock commercial outcomes.

• Represent commercial priorities in cross-functional planning without owning those functions.

• Build working relationships that move deals through internal approval cycles quickly.

Sales Governance

• Own pipeline reviews, forecasting cadence, and deal-stage discipline.

• Build a single source of truth for commercial performance.

• Flag risk early — no surprises in forecast-to-close conversion.

Commercial Operations

• Own commercial reporting, contract lifecycle coordination, and deal documentation discipline.

• Build the operating rhythm — reviews, reporting, escalation paths — that lets the function scale.

• Coordinate with Finance and Legal on commercial terms and contract structuring.

Team Development

• Build and lead a commercial pod as volume justifies headcount.

• Institutionalize onboarding, coaching, and performance management for the team.

• Build a bench for future scale — this function should not be a single point of failure.