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Flutterwave is a pan-African payment infrastructure company enabling consumers and businesses across Africa and internationally to make and receive payments in a borderless manner.
You will own the growth, retention, and profitability of Flutterwave's highest-value merchant portfolio. This is a strategic revenue-driving role, not an account-servicing function. You will design and lead the strategy, relationships, and commercial discipline that maximize revenue and margin from the company's most significant merchants across all markets.
Key Responsibilities:
Portfolio Strategy & Growth: Define criteria and target verticals for the high-margin merchant segment; identify and win new high-value merchants in partnership with Sales and Business Development; set and deliver revenue, margin, and volume targets; assess competitive landscape and pricing environment to protect market share.
Merchant Relationship Management: Serve as senior relationship owner for strategic, highest-margin merchants, building C-level relationships; develop account plans to deepen wallet share and improve retention; resolve escalations quickly with Product, Risk, and Operations; conduct regular business reviews translating merchant feedback into commercial and product priorities.
Pricing & Margin Optimization: Own pricing strategy and commercial terms balancing competitiveness with profitability; build framework for margin analysis, deal structuring, and commercial approvals; partner with Finance to monitor unit economics and identify margin improvement opportunities; lead contract negotiations and renewals for largest merchants.
Risk, Compliance & Governance: Ensure all merchant relationships comply with regulatory, risk, and internal governance requirements across markets; partner with Risk and Compliance on due diligence and monitoring; maintain audit-ready commercial records.
Cross-Functional Collaboration: Act as voice of high-margin merchants internally, influencing product roadmap and pricing policy; work with Marketing, Product, and Customer Success on premium merchant experience; partner with Finance and Data on performance reporting.
Leadership: Lead and develop a small, high-performing team; instill culture of ownership, discipline, and customer obsession; operate as trusted partner to commercial leadership and executive team.
Requirements:
- Minimum 10 years' experience in commercial leadership, key account management, or business development, ideally in payments, fintech, or financial services
- Strong track record managing and growing high-value client/merchant portfolios with evidence of revenue and margin growth
- Proven domain expertise within the iGaming sector
- Demonstrated experience in pricing strategy, deal structuring, and commercial negotiation
- Experience operating across multiple markets; African market experience strongly preferred
- Comfort owning P&L or revenue targets and accountability for commercial outcomes
- Exposure to regulated industries (financial services, technology) advantageous
- Professional qualifications in business, finance, or related field advantageous
Desired Attributes: Commercially minded builder energized by designing strategy and playbooks; strong relationship and negotiation instincts with high attention to detail; comfortable owning commercial and operational dimensions of high-value portfolio; calm and credible under pressure; clear communicator across Sales, Product, Finance, and business.
