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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 United States, operating as a principal member of Visa and Mastercard with the ability to issue commercial cards in 13 currencies across 32 countries.
In this Senior Business Development Manager role, you will lead Pliant's expansion in the UK travel vertical—one of the company's most strategic markets. You will identify, engage, and convert travel-focused businesses including OTAs, travel operators, and B2B travel marketplaces. Working closely with commercial and product teams, you'll tailor messaging and solution design to address travel-specific pain points such as payment delays, reconciliation, fraud risk, and chargebacks.
Key responsibilities include:
- Sourcing and qualifying new prospects across the B2B travel space
- Managing the full sales cycle from prospecting through closing, following structured processes and achieving targets
- Developing industry-specific messaging that resonates with travel sector decision-makers
- Serving as a market expert and thought leader, representing Pliant at industry events and client meetings
- Staying current with UK fintech and travel landscape developments, competitor offerings, and customer needs
- Spearheading UK market expansion and helping define local go-to-market strategy
- Collaborating with sales, growth, and RevOps teams to ensure alignment with business goals
- Supporting marketing campaigns, events, case study generation, and co-marketing initiatives
The role is UK-based with remote flexibility; co-working spaces are available in London and Manchester if you prefer in-office time.
REQUIREMENTS:
- 5+ years of sales or business development experience with travel industry clients or adjacent verticals (hospitality tech, payments, B2B platforms)
- High interest in financial technology, credit, lending, and B2B payments
- Excellent communication, negotiation, and interpersonal skills
- Experience launching and scaling products/services in new markets, ideally the UK
- Strategic thinker with hands-on problem-solving and customer acquisition approach
- Familiarity with CRMs (HubSpot, Salesforce) and sales methodologies (SPIN, MEDDIC, Challenger)
- Self-motivated and goal-oriented, able to work autonomously in a fast-paced startup environment
- Strong analytical and reporting skills to assess market opportunities and identify growth levers
- Fluency in English (written and spoken)
