Senior Business Development Manager

About UR and Windranger Labs

UR, by Windranger Labs, is a borderless smart money app designed to simplify spending and off-ramping digital assets. It caters to both crypto natives and the crypto curious, streamlining the movement between digital assets and fiat currencies. Self-custodial, fast, and intuitive, UR transforms complex crypto workflows into a seamless everyday experience.

We are actively seeking a Senior Business Development Manager to bridge the gap between sales, product, and solution engineering. This role involves identifying and securing high-impact partnerships, and working closely with product and engineering teams to craft solutions beneficial for both UR and our partners.

Key Responsibilities for the Senior Business Development Manager

• Own and grow a high-quality partnership pipeline
  • Identify and prioritize target partners including wallets, neobanks, fintechs, PSPs, L2s, stablecoin issuers, payroll/EOR platforms, and web3 apps operating at the crypto–fiat intersection.
  • Conduct structured discovery to thoroughly understand partner use cases such as card issuing, global payout, crypto on/off-ramp, treasury, and B2B accounts.
  • Qualify opportunities, manage them through the sales funnel, and maintain precise pipeline health metrics using CRM for forecasting and tracking next steps.
• Drive solutioning & pre-sales with a product mindset
  • Develop a deep understanding of UR’s product stack, APIs, and product roadmap.
  • Translate partner requirements into concrete solution designs covering account structures, flows, ledgers, KYC/AML setup, card configurations, and settlement flows.
  • Collaborate with product and engineering to assess feasibility, scope integrations, and structure MVP versus Phase 2 solutions.
  • Prepare clear diagrams, flows, and documentation (decks, notes, solution briefs) for partners’ product and tech teams.
  • Support RFPs with structured, clear responses and create relevant sales and product materials.
• Negotiate and close commercial deals
  • Build compelling business cases and ROI narratives for each partner, considering revenue share, per-account/MAU pricing, volume tiers, and FX/interchange upside.
  • Structure and negotiate commercial terms including pricing, SLAs, launch milestones, and exclusivity where applicable, in collaboration with leadership.
  • Manage the final stages of the deal, aligning internal and external stakeholders, handling objections, and securing signatures.
• Partner onboarding & handover
  • Work with internal teams to ensure a smooth transition from “closed won” status to implementation and live operations.
  • Remain involved during early go-live to resolve issues, maintain momentum, and ensure partners quickly realize value.
  • For strategic accounts, provide ongoing relationship management, support Quarterly Business Reviews (QBRs), and identify expansion opportunities.
• Market intelligence & feedback into product
  • Maintain a close watch on the market, including competitor offerings (banking-as-a-service / crypto-fiat infra players), new use cases, and regulatory trends.
  • Provide structured insights and partner feedback to product, compliance, and leadership (e.g., missing APIs, new corridors, card features, stablecoin rails).
  • Collaborate on refining UR’s channel partner program, pricing models, and Go-to-Market (GTM) playbooks.
• Evangelism & external representation
  • Represent UR at conferences, hackathons, and ecosystem events.
  • Conduct product demos and solution workshops for product, tech, and founder audiences.
  • Partner with marketing to create case studies, decks, and content that highlight partner successes with UR.

Ideal Background / Experience

We are seeking candidates with approximately 5–7 years of experience, though we are flexible for the right individual, possessing most of the following:

• Experience in B2B Business Development, sales, or partnerships within:
  • Fintech, payments, or neobanks.
  • Developer tooling, APIs, or infrastructure (BaaS, payment gateways, card issuing, etc.).
  • Crypto/web3 infrastructure (custody, wallets, on/off-ramps, stablecoin platforms).
• Proven track record of closing deals with tech companies and startups, ideally involving products that require buy-in from both business and technical stakeholders.
• Exposure to pre-sales or solution consulting, comfortable with solution architecture, integration scoping, and close collaboration with product/engineering.

Bonus Qualifications

• Experience working with or selling to web3 companies (exchanges, on-chain wallets, gaming, DeFi apps, L2s).
• Background in early-stage startups or as an early employee, where building GTM motion from scratch was a core responsibility.
• Hands-on familiarity with banking, payments, or card schemes (SEPA, SWIFT, acquiring, issuing, BIN sponsorship, FX, KYB/KYC flows).

Skills & Qualifications

• Proficient in mapping customer architectures and flows (e.g., UR account placement, fund movement, KYC processes, stablecoin integration).
• Familiarity with basic crypto/web3 concepts (wallets vs exchanges, chains & L2s, stablecoins, on/off-ramps, gas, bridges, custody vs non-custody), demonstrating curiosity and comfort with the domain.
• Strong ability to articulate value in terms of revenue, cost reduction, speed to market, and risk mitigation, beyond just feature sets.
• Experience with complex, multi-stakeholder sales involving compliance, legal, product, and tech teams.
• Confident in structuring commercial models (SaaS, usage-based, revenue share, hybrid) and explaining them clearly.
• Excellent negotiation and objection-handling skills, capable of driving deals to close while nurturing long-term relationships.
• Operates with a builder mentality: proactive, resourceful, comfortable with ambiguity, and action-oriented.
• Enjoys collaborative work with product and engineering, rather than merely handing off tasks.
• Comfortable with travel for conferences, partner meetings, and on-site workshops.

Key skills/competency

• Business Development
• Partnerships Management
• Fintech Sales
• Crypto & Web3
• Solution Architecture
• Commercial Negotiation
• API Integrations
• Go-to-Market Strategy
• Market Intelligence
• Stakeholder Engagement