Business Development Manager - Channel Partnerships

About us: Airtm is a financial-infrastructure company building the future of the online-work economy. We are on a mission to empower the world's growing number of Digital Entrepreneurs in the Global South, giving them the financial freedom to thrive. The problem is clear: in emerging markets, accessing the dollar economy is difficult. Cross-border payments are slow, expensive, and often lose value to inflation. This limits the potential of millions of talented individuals. Airtm’s solution is a swift and comprehensive financial platform that facilitates low-value cross-border payments and local cash-outs. As pioneers in stablecoin-payment infrastructure, Airtm has built the most advanced cross-border payment system available on the market. As a company married to the world of online work, Airtm will go beyond payments to build the necessary infrastructure the online-work economy needs to thrive. We are fostering an entirely new economy, giving individuals, communities, and countries the tools to take control of their financial destinies.  About the role We're hiring a Business Development Manager to build and scale our channel partnership program, a critical pillar of our 2026 strategy. You'll be responsible for identifying, structuring, and activating channel partnerships to drive 25% of our new monthly active users through enterprise-to-retail flows. This role reports directly to the SVP Enterprise Sales and offers significant upside: you'll have the autonomy to build processes from scratch, the visibility that comes with working on company-critical objectives, and the opportunity to become an expert in stablecoin payment infrastructure at a pivotal moment in fintech evolution. What you’ll be responsible for: Partnership Development (60%) - Build a systematic pipeline of potential channel partners across payments, remittances, payroll, and marketplace categories. - Lead outreach, qualification, and relationship development with target partners. - Structure partnership proposals that align Airtm's capabilities with partner needs and business models - Negotiate partnership terms and close 20+ channel partnerships in 2026. Partnership Activation & Management (30%) - Design and implement structured onboarding processes for new channel partners. - Develop activation playbooks, integration guides, and success metrics for each partnership type. - Monitor partnership performance and identify optimization opportunities. - Coordinate cross-functionally with Product, Operations, and Customer Success to ensure partner success. Strategic Analysis (10%) - Conduct market research on partnership opportunities in priority markets (crisis markets, high-volume corridors). - Track competitive partnership strategies and emerging trends in stablecoin/crypto payments. - Report on partnership pipeline health, conversion metrics, and contribution to MAU targets. Experience & skills: - 2-4 years in business development, partnerships, or sales—preferably in fintech, payments, remittances, or cryptocurrency/blockchain - Demonstrated ability to structure deals and close partnerships (you've done this multiple times, not just supported it) - Proven experience building repeatable processes and frameworks in ambiguous environments - Familiarity with stablecoin infrastructure, cross-border payments, or emerging market fintech (you understand the landscape) Core Capabilities: - Structured thinker: You bring methodology to chaos—you build frameworks, create repeatable systems, and document what works - Relentless executor: You don't just make introductions; you drive deals to close with urgency and follow-through - Commercially savvy: You understand unit economics, can model partnership potential, and prioritize opportunities that move the business forward - Self-starter: You thrive in environments where you need to figure it out, not wait for instructions Nice to have:  - Experience with B2B2C or platform partnership models - Understanding of compliance/regulatory considerations in cross-border payments - Previous work in Latin America, Africa, or Southeast Asia markets - Fluency in Spanish or Portuguese