(Senior) Business Development Manager - Travel / Hospitality / Ticketing in London

Trust Payments is an MFSA-regulated company in Malta and an FCA-regulated company in the UK. We provide a range of payments and commerce solutions, with market-leading technology and data insights. Our global offices cater to the most demanding business sectors, including retail, travel, hospitality, forex, and financial services. Driving value for our clients and demonstrating genuine care for their success is a core value of ours. We also believe in striving to build a better, more sustainable tomorrow and conducting our business ethically, driving social and environmental change. We have a passionate, collaborative, and diverse culture that recognises that every employee contributes to our business success.

Trust Payments is seeking a (Senior) Business Development Manager to drive new business acquisition within high-risk, high-margin verticals including Gaming, Forex, Crypto, and regulated financial services across EU markets. This role is centred around new business, with a particular focus on profitability from self-generated relationships. The successful applicant will be able to learn about our core and value-added proposition, applying our solutions to solve customer challenges. Historic sales success is desired, and we would welcome applicants that have experience in successfully engaging with prospects in our primary vertical industries such as EU regulated crypto exchanges, forex brokers, financial services, and similar verticals.

Responsibilities:

• Seek new prospective merchants and introducers proactively, promoting the benefits of Trust Payments' range of products and services.
• Identify key challenges for merchants and partners and offer solutions by applying the correct range of products and services, whilst sustaining profitable terms.
• Use existing industry networks within Gaming, Forex, Crypto, and financial services to generate qualified opportunities.
• Navigate complex regulatory requirements (MGA, CySEC, FCA, etc.) and position Trust Payments' solutions accordingly.
• Develop and maintain deep vertical expertise in target industries, staying current with market trends, regulatory changes, and competitive landscape.
• Qualify opportunities based on profitability potential, risk profile, and strategic fit.
• Build business cases and ROI models demonstrating value proposition to prospects.
• Negotiate commercial and contractual terms with full support available from Line Manager and Department Director.
• Manage onboarding and the initial aftercare of your new customers, until ready to be migrated to an Account Manager.
• Work closely with product, project management, and marketing to create a value proposition for Trust products and solutions.
• Regularly update our CRM system for the purpose of accurate reporting, forecasting, and pipeline management.
• Represent our business at trade events where required.

Qualifications:

• Minimum 3 years' B2B sales experience in payments, financial services, or fintech, with demonstrable track record of self-generated new business.
• Direct experience selling to Gaming, Forex, Crypto, or high-risk merchant verticals - must be able to evidence existing relationships and market knowledge.
• Ability to consistently meet/exceed revenue targets through self-generated pipeline.
• Understanding of payment processing, merchant services, and acquiring in regulated environments.
• Experience navigating complex regulatory frameworks (MGA, CySEC, FCA, or similar).
• Commercial acumen with ability to structure profitable deals whilst remaining competitive.
• Consultative selling approach - ability to understand merchant pain points and position solutions accordingly.
• Negotiation skills with experience managing complex, multi-stakeholder sales cycles.
• Proficient with CRM systems (Salesforce preferred) for pipeline management and forecasting.
• Excellent communication and negotiation skills in English (written and verbal); additional European language capabilities are valued, with particular preference for Bulgarian and Romanian speakers.
• Self-motivated, resilient, and comfortable working autonomously in a target-driven environment.
• Willingness to travel across EU markets and attend industry events.
• Existing book of contacts within Gaming, Forex, or Crypto sectors.
• Experience with PSP, gateway, or acquiring solutions.
• Knowledge of alternative payment methods (APMs), crypto payments, or open banking.
• Understanding of risk management and fraud prevention in high-risk verticals.
• Excellent written and verbal communication skills in English; fluency in additional European languages is beneficial, particularly Spanish, Bulgarian, and Romanian.
• Relevant industry qualifications or certifications.

Additional Information:

Trust Payments is an Equal Opportunities Employer. We are a growing business with an aspiration to create a truly inclusive working environment, where each employee can reach their full potential. We celebrate the differences that exist within our teams. We encourage our people to bring their own opinions and thoughts to work, to be authentic and help us to innovate. We do this by embracing people as individuals and appreciating that what works for one person doesn’t work for everyone. We are committed to equal employment opportunity for all, regardless of race, heritage, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or any other protected characteristic.

If you require reasonable adjustments to be made to enable you to apply for a role with us, or wish to provide feedback about the accessibility of this website, please contact the Talent Acquisition Team.

Next Steps:

Ready to revolutionise fintech? If you're excited about this opportunity, we'd love to hear from you! To submit your resume for this opportunity, please complete the application form and click 'Submit Application' now. Our Talent Acquisition Team will review your application promptly. We'll contact successful candidates via email and phone to discuss the next steps, including our inclusive interview process.

We offer comprehensive benefits to support our team members and their families' well-being. Our robust benefits package includes (subject to local office benefits policy):

• Be part of a dynamic, market-leading Fintech experiencing rapid growth.
• Flexible work arrangements tailored to role requirements and business needs.
• Comprehensive wellness initiatives, including mental health resources supported by internally qualified mental health first aiders.
• Extensive leave provisions, encompassing annual, volunteering, and birthday allowances.
• Progressive family-oriented policies and benefits, including Maternity, Paternity, and Adoption leave.
• Robust compensation package, including pension scheme, healthcare plans, and life assurance.
• Regular corporate events fostering team cohesion and company culture.
• Diverse company culture and global working environment.
• Continuous professional development and career advancement opportunities.

Offer of employment with Trust Payment is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.