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Pliant is a modular B2B payments platform combining commercial card issuing, payment accounts, FX, and spend management. The company serves 5,000+ businesses and 40+ partners across Europe and the US, operating as a principal member of Visa and Mastercard with the ability to issue commercial cards in 13 currencies across 32 countries.
You will drive commercial growth through indirect sales and strategic channel partnerships, leading efforts to embed Pliant's offering into platforms, service providers, and vertical SaaS companies. This role focuses on building a highly-leveraged growth channel by working with partners who already own distribution, data, or trust in target verticals.
Key responsibilities include:
- Developing the UK roadmap for acquiring and growing non-banking partnerships, identifying key categories (spend platforms, procurement software, accounting software, HR tech) and prioritizing high-value partner types
- Sourcing strategic partner opportunities, leading commercial outreach, solution evaluation, and negotiations through agreement
- Evaluating both embedded finance and co-sell/white-label models
- Supporting partner onboarding, integration, co-marketing, and joint pipeline generation
- Owning KPIs for sourced revenue, new partner activation, and joint customer acquisition
- Establishing clear reporting cadence and growth targets
- Collaborating with Product on integration use cases (issuing APIs, spend control, onboarding flows)
- Coordinating with Legal and Compliance on deal structures and risk considerations
- Co-creating messaging, enablement materials, and campaigns with Marketing and Growth
You will report to the Director of Strategic Partnerships in Berlin and work cross-functionally with Product, Compliance, Marketing, and Legal.
REQUIREMENTS:
- 4-6 years of experience in B2B commercial roles with strong focus on corporate/enterprise-level sales or embedded finance projects
- Strong and relevant network of contacts across vertical SaaS platforms, marketplaces, and fintech service providers in the UK market
- Track record of building and scaling large contracts with platforms, marketplaces, or vertical SaaS companies
- Deep understanding of embedded finance models, revenue-sharing structures, credit lines, and technical integrations
- Strong commercial acumen and experience negotiating complex agreements
- Excellent relationship management and stakeholder engagement skills (internally and externally)
- Familiarity with the UK fintech and payments landscape, particularly indirect sales channels
- Experience managing sales forecasts, partner enablement processes, and CRM hygiene
- Entrepreneurial drive, strategic mindset, and ability to thrive in fast-moving environment
- Exceptional verbal and written communication skills in English
