Director Payments Gateway Commercialisation

Location London
Salary: £120,000 Plus Package
Contact name: David Earles

Contact email:

About the company

Our client are the UK's largest Digital, Retail and Commercial Bank with a focus on Helping Britain Prosper. They are on the mission to build the bank of the future, and they need your help do it. Continuing their extensive transformation programme, they are redefining what a bank is from the inside out. There technology, culture, and mind-set is changing to craft a true engineering-led organisation.

As the UK’s largest retail and commercial bank, we have a footprint that touches nearly every community and household in the UK. That gives us a big responsibility to support the UK economy.

As part of our clients key strategic priorities, they're developing their gateway products to meet the evolving of merchants: Their mission is to become the partner of choice for UK merchants to accept payments across all channels, and they're now recruiting for an individual to manage the commercialisation of their proposition.

About The Opportunity

This is a lead commercialisation role, sitting within the product team. Accountable for the go-to-market strategy for our clients payment gateway solutions across the different segments and markets. The role involves working closely with the rest of the product team and supporting the sales and relationship management teams in support of the agreed P&L objectives for the products.


Strategy & Execution

  • Lead on the development of annual commercial objectives and multi-year outlook strategy for gateway products.

  • Collaborate closely with the Gateways Product & Innovation team on setting the innovation strategy and product roadmap, as well as with the Gateways Partnerships & Third Parties team on setting partnership roadmap, in order to ensure alignment in setting and delivering strategy, and prioritisation through strong business cases & client demand

  • Keep a client-centric approach passionate about delivering solutions for merchant needs by proactively finding and implementing strategic commercial harmonies within the broader team, and beyond

  • Develop close cross-functional relationships internally and externally to influence and prioritise to secure plan success

  • Host regular sessions to cover strategy, pipeline and progress against goals for both products

Product Commercialisation

  • Leading the go to market strategy for the gateway products through portfolio analysis, clear segmentation opportunities & identification of strategic merchants

  • Developing the growth strategy by looking at commercial opportunities in new segments, as well as expanding in existing segments

  • Set the strategy for scanning the market and analyse competitors, to identify commercial opportunities, strategic differentiating factors and unique selling points

  • Developing pricing strategies, evaluating the efficacy of pricing on strategic goals and, based on recommendations received, decide on adjustments/reorientation

  • Based on ongoing analysis of the commercialisation strategy via progress reports, updates, dashboards, etc. produced within the team or externally, identify objectives that are off track and readjust strategy

  • Work closely with sales and RM teams to align with gateways strategy, brand/product identity and storytelling guidelines

  • Identify scalability opportunities, such as commercialisation via third parties or self-serve digital journeys and ensure they are project-managed within the team

  • Identify needs for reporting and insights on gateways commercial opportunities

  • Lead on forensic reviews for deals not won, helping shape sales strategy and product roadmaps

Marketing and Communications

  • With the support of the Gateways Product & Innovation team, identify the needs for sales collateral and marketing materials.

  • Identify training needs and coordinate with the team who are responsible to organise delivery.

  • Identify and support external marketing activities and key industry events

  • Identify relevant client case studies and revisions of digital narrative and sales collateral and ensure they are produced within the team


  • Manage and empower a small team of dedicated individuals, leading by example to develop a culture of teamwork

  • With a diverse and inclusive approach, build a safe space for the team to share and collaborate toward a joint purpose

  • Develop the team’s talent and fuel motivation, ensuring personal growth as well team success

  • Define resources and skill-set required to achieve goals

  • Manage team operations (planning, expenses, etc.)

About The Desired Candidate

If you're passionate about customer-centric innovation in the payments space and you enjoy being part of tangible change, this is the right company for you. We welcome applications from all who are excited by the prospect of delivering a best-in-class merchant services proposition and who can demonstrate the following:

Essential skills:

  • Planning, organisational and communication skills (both written and oral).

  • Great interpersonal skills to enable effective liaison.

  • Good analytical skills

  • Proactive thinking and highly self-motivated

  • Commercial mentality

  • Ability to always keep customers’ best interests in mind

  • Strong leadership skills

  • People-first mentality


  • Experience in the payments acceptance industry is required for this role

  • 7+ years management in a merchant services/gateway environment

  • An up to date knowledge of Industry related technical and regulatory development

  • Knowledge of relevant third party suppliers and partners

  • Proven ability to build and maintain relationships

  • Proven success in managing cross-functional relationships and influencing at the highest level

  • A commercialisation/business development background

  • Experience in people management