Pine Labs
Website:
pinelabs.com
Job details:
The Head – Bank Partnerships will lead Pine Labs’ strategic relationships with banking partners for the Offline Payments Business. The role will be responsible for strengthening and expanding the bank partnership ecosystem, creating differentiated merchant propositions, and identifying opportunities to grow sustainable revenue through existing and new relationships. As a senior business leader, the role will bring together partner strategy, commercial leadership, solutioning, and cross-functional execution to create long-term value for Pine Labs and its banking partners. This builds on the scope reflected across the existing Head of Banking Partnerships and Banking Relationships roles.
Business Context
Pine Labs’ Offline Payments Business operates through a broad ecosystem of merchants, banks, financial institutions, and other partners. Bank partnerships play an important role in expanding merchant reach, developing relevant propositions, and creating new revenue opportunities. As the business continues to scale and the payments ecosystem evolves, Pine Labs requires senior leadership to deepen strategic bank relationships, expand its partner network, and develop new opportunities in collaboration with Product, Engineering, Sales, and other teams.
Key Outcomes & Impact
- Strengthen Pine Labs’ strategic relationships with large partner banks and financial institutions, creating deeper and more sustainable engagement.
- Expand the bank partnership network by identifying and establishing new relationships that create value for Pine Labs, partner banks, and merchants.
- Sustain and grow significant revenue lines through existing partnerships, new propositions, and cross-selling opportunities.
- Develop differentiated merchant and payments propositions jointly with banking partners, aligned with emerging market opportunities.
- Build a strong pipeline of partnership and business opportunities that expands Pine Labs’ relevance, reach, and revenue.
- Establish effective senior-level engagement across partner institutions and Pine Labs to enable execution of strategic opportunities.
Key Responsibilities
- Define and lead the bank partnership strategy for the Offline Payments Business, including plans for deepening existing relationships and acquiring new strategic partners.
- Own senior relationships across a portfolio of large banks and financial institutions, developing account plans and identifying opportunities to expand the partnership.
- Create compelling value propositions with partner banks, including new merchant propositions, acquiring solutions, and opportunities to cross-sell Pine Labs’ suite of products.
- Identify new partnership and revenue opportunities by understanding partner priorities, technology roadmaps, go-to-market plans, and evolving payments and fintech trends.
- Lead commercial discussions and negotiations with strategic banking partners to establish mutually beneficial partnership structures.
- Work closely with Product, Engineering, Sales, Business Development, Finance, Legal, Marketing, and other relevant teams to translate partnership opportunities into scalable propositions and successful launches.
- Maintain a robust pipeline of opportunities and track key commercial and partnership metrics to support business planning and decision-making.
- Lead and develop the Bank Partnerships team, creating clear accountability and a high-performing approach to partner management and business growth.
Capabilities & Competencies
Core Capabilities
- Strategic bank partnership and relationship management
- Merchant acquiring and payments ecosystem understanding
- Business development and solution selling
- Commercial negotiation and deal structuring
- Revenue and portfolio management
- Senior stakeholder management
- Cross-functional leadership
- People leadership
Additional Strengths (Preferred)
- Ability to develop differentiated propositions jointly with banks and internal product teams
- Ability to operate effectively across complex stakeholder environments
- Strong understanding of emerging payments, fintech, and banking trends
Experience & Qualifications
- Senior leadership experience across Bank Partnerships, Merchant Acquisition, Fintech, Payments, and/or Solution Selling is preferred.
- Experience managing strategic relationships with large banking institutions and developing opportunities across the merchant acquiring ecosystem is preferred.
- Demonstrated experience in structuring and negotiating complex commercial partnerships with banking institutions is preferred.
- Experience leading teams and working across multiple business, product, technology, and functional stakeholders is preferred.
- The existing Head of Banking Relationships benchmark indicates 12–14 years of experience, including the last five years in leadership roles.
- An MBA and/or relevant technology, business, or equivalent qualification is preferred.
What Will Help You Succeed in This Role
- The ability to build credibility and trusted relationships with senior stakeholders across partner banks and Pine Labs.
- A strong ownership mindset, with the ability to move from strategic opportunity identification through commercial alignment and execution.
- The ability to navigate complex stakeholder environments while maintaining clarity on business priorities and outcomes.
- A collaborative leadership approach that combines high standards, effective decision-making, and accountability for delivery.
Growth & Exposure
This role provides significant exposure to senior leadership across Pine Labs and its banking ecosystem, while working at the intersection of payments, merchant acquiring, banking partnerships, product, and technology. The role offers the opportunity to shape strategic partnerships at scale, contribute to the evolution of merchant propositions, and broaden leadership responsibility as the Offline Payments Business continues to grow.
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