SVP, Strategic Verticals at CluneTech in USA

TransferMate, a subsidiary of CluneTech, was established in 2010 when we began working with regulators around the world to secure licences to operate as a global payments provider. With a global payments network covering 200+ countries and territories, TransferMate has established partnerships with some of the largest banks, fintechs and software providers in the world. The combination of our regulated network, award-winning technology and strategic partnerships culminated in 2022 when the business achieved Unicorn status.

Our team is dedicated to delivering the best possible experience for our partners and their customers. We know that a happy team is one that performs at the highest level, and our #OneTeam ethos encourages mutual support, respect, recognition and rewards. In Ireland, we have been recognised as a Great Place to Work for 11 consecutive years. With 35 offices worldwide, we do business across 100+ countries every day.

The Role

TransferMate's industry verticals, such as travel, legal and insurance, are among our most significant and fastest-growing revenue streams, and we are investing heavily to scale them further. As SVP, Strategic Verticals, you will own the revenue, strategy and commercial organisation for TransferMate's portfolio of strategic verticals worldwide.

You will set the direction for which verticals we prioritise, how we win in each, and how we grow existing relationships across the full payments lifecycle, from supplier payments and client receivables to trust account, claims and premium payments, all delivered through TransferMate's licensed global network.

Reporting to the President and the Chief Commercial Officer, this is a senior executive role for a commercially driven leader who has built and scaled global businesses across multiple segments. You will shape the portfolio and go-to-market strategy, allocate investment and talent across verticals, build and lead a team of vertical heads and their sales organisations, personally lead the most strategic deals and partnerships, and be accountable for the number.

Key Responsibilities

Revenue & Growth

• Own the global revenue target for all strategic verticals, covering net-new revenue and growth from existing customers.

• Set and manage vertical-level targets, ensuring each vertical has a clear path to its number and the portfolio delivers in aggregate.

• Drive acquisition of new customers and partners across each vertical's ecosystem, including platforms, software providers, aggregators, in-country partners and enterprise buyers.

• Grow existing accounts through expanded corridors, currencies, payment types, use cases and volumes, maximising lifetime value and net revenue retention.

• Deliver accurate forecasting, pipeline management and performance reporting to the President, CCO and executive leadership team.

Portfolio Strategy

• Define and execute the global go-to-market strategy for each strategic vertical, including target segments, priority markets, pricing and routes to market.

• Assess, prioritise and launch new verticals, using clear criteria on market size, margin, competitive position and fit with TransferMate's network.

• Allocate investment, headcount and executive attention across the portfolio, rebalancing as markets and performance change.

• Identify strategic partnerships, M&A-adjacent opportunities and product extensions that can accelerate growth across verticals.

• Bring market intelligence and customer insight to Product and executive leadership to influence investment and product priorities.

• Position TransferMate's regulated network, local payment rails, FX and reconciliation capability against vertical-specific and horizontal competitors.

Commercial Leadership

• Lead the most complex, high-value negotiations, including pricing, FX, service levels, funding models and commercial contract terms.

• Act as executive sponsor for TransferMate's largest strategic customers and partners, building trusted relationships with CEOs, CFOs, Treasury, Product and other C-suite stakeholders.

• Work with Legal, Compliance and Treasury to structure deals that are commercially attractive and compliant across multiple jurisdictions.

• Establish consistent commercial frameworks, pricing governance and deal-approval standards across verticals.

Organisation & Team Building

• Build, lead and scale a global organisation of vertical heads, Business Development Managers and Account Managers across key regions.

• Hire and develop vertical leaders with deep domain expertise, and give them clear accountability for their segment.

• Set clear targets, coaching standards and sales processes, creating a culture of accountability, performance and #OneTeam collaboration.

• Design a scalable operating model that shares playbooks, tooling and talent across verticals while preserving domain focus.

Cross-Functional Collaboration

• Partner with Product, Technology, Onboarding, Operations, Treasury and Compliance to ensure a seamless customer experience from initial sale through implementation and ongoing delivery.

• Champion vertical-specific customer requirements internally, shaping the product roadmap for use cases such as API integration, embedded payments, bulk payments, payment timing, claims payouts and client money handling.

• Represent TransferMate as a senior executive at industry events, conferences and partner forums across target vertical ecosystems.

Skills & Experience

• 15+ years' experience in payments, fintech, FX, treasury or enterprise sales, including at least 7 years leading and scaling multi-region commercial organisations.

• Experience leading leaders: managing vertical, segment or regional heads and their teams.

• A proven track record of owning and exceeding large global revenue targets across multiple segments, both new business and account growth.

• Deep knowledge of one or more payments-intensive verticals (such as travel, legal or insurance), and the ability to quickly master new ones.

• Experience building a business case for, launching and scaling new verticals or market segments.

• Strong experience negotiating complex enterprise and partnership agreements across multiple jurisdictions.

• An established senior network across platforms, software providers and enterprise buyers in relevant verticals is highly desirable.

• Understanding of cross-border payment infrastructure, FX, local payment rails and the global regulatory landscape for payments.

• Strategic thinker who can turn a portfolio vision into an actionable plan and execute with discipline.

• Excellent communication, presentation and stakeholder management skills, with credibility at board and C-suite level.

• Comfortable working across time zones in a fast-paced, high-growth environment with a high degree of ambiguity.

• High levels of drive, resilience and accountability, with a strong focus on results.

What We Offer

• Competitive executive base salary with an attractive incentive and commission structure.

• Excellent benefits.

• The opportunity to lead and shape TransferMate's portfolio of highest-growth business lines, with direct access to the President and CCO.

• A collaborative culture with real influence over company strategy and product direction.

• Flexible, global working model and ongoing professional development support.

Recognised as both a Great Place to Work and a Deloitte Best Managed Company, we believe that recognition goes much deeper than financial rewards. In addition to a competitive salary, we offer an exclusive benefits package that includes:

• Competitive pension

• Flexible Working Policy with a combination of remote and office working and a flexible approach to working hours

• Competitive annual leave and a number of other leaves, including IVF, compassion, marriage, maternity and paternity leave

• Employee-led CSR Programme, CluneTech Cares, with one paid Volunteer Day per year

• Death in Service Benefit

• Milestone Recognition Programme

• Professional & Personal Development

• Rewards & Recognition

• Employee Wellbeing Programme, CluneTech Life

Benefits may vary by country of employment.

TransferMate is an Equal Opportunity Employer and is committed to the principle of equal employment opportunity for all employees. We are committed to building and maintaining a culture which is free from discrimination and harassment and where all employees can bring their best selves to work.