Payments - FIG Sales - Executive Director - Luxembourg

The EMEA FIG Payments Sales team manages client relationships and builds new business with Financial Institutions and Non-Bank Financial Institutions across Europe. Luxembourg's role as a hub for clearing, custody, settlement, and financial infrastructure makes this a strategically critical market. The regulatory complexity of Financial Institution coverage — spanning multiple jurisdictions, entity structures, and evolving frameworks including EU Anti-Money Laundering Directives (AMLD), EU Sanctions Regulations, and FATF Recommendations — demands a senior professional who can navigate these requirements fluently while maintaining commercial momentum. J.P. Morgan Payments is investing in this segment to support the increasingly complex treasury, liquidity, and cross-border payment needs of these institutions.

As a Payments Sales Executive Director in the EMEA FIG Payments Sales team, you will report to the Head of FIG Sales & Relationship Management Benelux. You will own the commercial strategy for a defined portfolio of complex, high-value Financial Institution relationships, driving revenue growth through origination, structuring, and execution of payments and treasury solutions. You will operate as a senior coverage banker, representing J.P. Morgan Payments at the most senior levels within client organisations and coordinating delivery across product, operations, risk, and compliance partners firmwide. A core dimension of this role is the hands-on, daily management of compliance obligations across the portfolio — ensuring KYC, AML, sanctions, anti-bribery and corruption (ABC), and tax transparency requirements are met to the highest standard.

The FIG Payments Sales Executive Director is responsible for leading and growing J.P. Morgan's payments and treasury franchise with Financial Institution clients — including systemic banks, broker-dealers, financial sponsors, fund administrators, and public sector entities — across Luxembourg and the broader Benelux region.

Job Responsibilities

• Own and execute the commercial strategy for a portfolio of Financial Institution clients (ex Asset Manager), delivering against annual revenue targets at or above target margins.
• Originate new business by identifying, qualifying, and converting prospects through structured calling plans, senior engagement, and solution-led proposals. Build and maintain a robust pipeline with clear documentation of status, assumptions, and probability-weighted forecasts.
• Price new mandates and renewals to maximise portfolio profitability, balancing commercial ambition with competitive positioning and long-term relationship value.
• Act as senior point of contact for client C-suite and treasury leadership, representing J.P. Morgan Payments with credibility and authority.
• Partner with Global Payments Executives, Global Corporate Bank coverage, and adjacent business lines (Markets, Securities Services, Lending) to drive cross-sell, deepen wallet share, and coordinate the firmwide relationship strategy.
• Lead compelling client presentations, financial analyses, and market reviews that position J.P. Morgan as the payments partner of choice.
• Take full ownership of the compliance lifecycle across the portfolio: manage KYC renewals to deadline, lead Compliance deep dives, coordinate AML and sanctions screening, and act as primary point of accountability for all compliance inquiries. Operate with fluency across AMLD 4/5/6, EU Sanctions Regulations, OFAC requirements, FATF Recommendations, and Wolfsberg Group standards for correspondent banking and Financial Institution due diligence.
• Maintain daily discipline around compliance obligations — tracking renewal timelines, ensuring documentation accuracy, resolving queries with urgency, monitoring sanctions developments (EU consolidated list, UN sanctions, OFAC SDN list), and partnering with Compliance, Legal, and Operations to prevent lapses. Zero tolerance for overdue compliance items.
• Ensure all client onboarding meets regulatory and internal policy standards end-to-end, with particular attention to multi-jurisdictional and multi-entity complexity, CRS/FATCA tax transparency obligations, and ABC due diligence requirements.
• Prepare and maintain client account plans, senior officer briefing materials, and portfolio management reporting to a standard appropriate for regional and global leadership reviews. Identify and escalate risk, legal, compliance, and operational issues proactively.
• Mentor and develop junior team members, building compliance awareness, regulatory literacy, and commercial discipline within the team. Represent the FIG Payments franchise internally, educating partners on the segment and its strategic opportunity.

Required Qualifications, Capabilities, and Skills

• Extensive experience in a Financial Services Sales or Relationship Management role, with a demonstrable track record of originating and closing complex payments, cash management, or treasury mandates with Financial Institution clients.
• Deep, practical knowledge of KYC, AML, sanctions, and financial crime compliance frameworks as applied to Financial Institution clients — including direct working familiarity with AMLD 4/5/6, FATF Recommendations, Wolfsberg Group principles, OFAC and EU sanctions regimes, and CRS/FATCA obligations. Demonstrated through hands-on management across a live portfolio.
• Proven ability to manage the compliance lifecycle independently: tracking deadlines, coordinating documentation, resolving queries, and engaging Compliance and Legal partners to maintain full portfolio compliance without escalation.
• Deep understanding of the Financial Institutions landscape in Luxembourg and/or the Benelux, including regulatory environment, market infrastructure, and competitive dynamics.
• Proven ability to build, maintain, and deepen relationships at C-suite and senior treasury level within banks, broker-dealers, or public sector entities. Strong commercial judgement with experience pricing and structuring bespoke solutions for sophisticated institutional counterparties.
• Excellent leadership, presentation, and written communication skills, with the gravitas to represent J.P. Morgan at the most senior client forums. Experience working across cultures and geographies.
• Ability to operate autonomously, manage multiple complex priorities, and drive outcomes with minimal oversight. Ambitious, delivery-focused, and resilient under pressure.

Preferred Qualifications, Capabilities, and Skills

• Bachelor's degree or equivalent in Finance, Banking, Economics, or a related discipline; advanced degree or professional qualification (e.g., ICA Diploma in AML, ACAMS certification) is a differentiator.
• Direct experience covering banks, broker-dealers, clearinghouses, central securities depositories, or public sector financial entities.
• Familiarity with the Luxembourg corporate banking and financial infrastructure landscape.

• Working 

  knowledge of payments market regulation (PSD2, instant payments, SEPA evolution) and its implications for Financial Institution clients.

• Experience navigating multi-jurisdictional compliance requirements across complex entity structures typical of Financial Institutions in Luxembourg — including correspondent banking due diligence, nested relationships, and downstream clearing arrangements.
• Fluency in English is required; French, Dutch, or German is a strong advantage given the Benelux client base.