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About the Role
Drive commercial growth through indirect sales and strategic channel partners by embedding Pliant’s offering into the ecosystems of platforms, service providers, and vertical SaaS companies. Build a highly-leveraged growth channel by working with partners who own distribution, data, or trust in target verticals. Develop partner frameworks, sign and launch new revenue-generating alliances, and enable technical and commercial success. Report to the Director of Strategic Partnerships and collaborate cross-functionally with Product, Compliance, Marketing, and Legal.
Responsibilities
- Define and own the partner sales strategy for the UK, including roadmap development for acquiring and growing non-banking partnerships.
- Identify and prioritize key categories and high-value partner types.
- Source strategic partner/client opportunities and lead commercial outreach, solution evaluation, and negotiations.
- Evaluate embedded finance and co-sell/white-label models.
- Collaborate with internal teams to support partner onboarding, integration, co-marketing, and joint pipeline generation.
- Own KPIs for sourced revenue, new partner activation, and joint customer acquisition.
- Establish clear reporting cadence and growth targets.
- Work closely with Product to support integration use cases.
- Coordinate with Legal and Compliance on deal structures and risk considerations.
- Co-create messaging, enablement materials, and campaigns with Marketing and Growth to drive partner success.
Requirements
- 4-6 years of experience in B2B commercial roles, with a strong focus on corporate/enterprise level sales, or embedded finance projects.
- A 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 a fast-moving environment.
- Exceptional verbal and written communication skills (English required).
Skills
- B2B commercial roles
- Corporate/enterprise level sales
- Embedded finance projects
- Network of contacts
- Vertical SaaS platforms
- Marketplaces
- Fintech service providers
- Embedded finance models
- Revenue-sharing structures
- Credit lines
- Technical integrations
- Commercial acumen
- Negotiating complex agreements
- Relationship management
- Stakeholder engagement
- UK fintech and payments landscape
- Indirect sales channels
- Sales forecasts management
- Partner enablement processes
- CRM hygiene
- Entrepreneurial drive
- Strategic mindset
- Communication skills
Location
- London, UK
Work Type
- Hybrid
- Remote
Experience Level
- Senior
Benefits
- Attractive remuneration
- Choice of preferred OS (Windows or Mac)
- Flat hierarchy and transparent communication
- Opportunity to develop talent
- Flexibility and possibility to work remotely
- Pliant Card with monthly credit
About the Company
- Pliant is a modular B2B payments platform combining commercial card issuing, payment accounts, FX, and spend management.
- Businesses use Pliant to manage complex payment workflows with cards, backed by credit lines Pliant underwrites itself.
- Fintechs and software platforms embed Pliant's payment infrastructure into their own products.
- Banks use Pliant's Card & Spend OS on their own infrastructure to run card programs.
- Founded in 2020 and headquartered in Berlin, Pliant serves 5,000+ businesses and 40+ partners across Europe and the United States.
- A principal member of Visa and Mastercard, Pliant issues commercial cards in 13 currencies across 32 countries.
Equal Opportunity
- Pliant is an equal opportunity employer. We welcome applications from people of all backgrounds, identities and abilities, and are committed to an inclusive hiring process. If you need any accommodations during the interview process, please let us know.