Head, High Margin Merchants

Flutterwave was founded on the principle that every African must be able to participate and thrive in the global economy. To achieve this objective, we have built a trusted payment infrastructure that allows consumers and businesses (African and International) to make and receive payments in a convenient borderless manner.

About the role

The Head, High Margin Merchants role owns the growth, retention, and profitability of Flutterwave's highest-value merchant portfolio. You will be responsible for building and leading the strategy, relationships, and commercial discipline that maximise revenue and margin from our most significant merchants across every market we operate in.

This is deliberately not an account-servicing role. In a fast-moving, competitive, and regulated payments environment, this function is a strategic revenue driver, and we are looking for someone who will design and lead it as such. You will be expected to bring commercial rigour, deep relationship capability and strong pricing discipline to this function, building the processes and playbooks that allow it to scale profitably.

Responsibilities include but are not limited to:

1. Portfolio Strategy and Growth

Own the strategy for the high margin merchant segment, defining the criteria, target verticals, and growth plan for the portfolio

Identify, prioritise, and win new high-value merchants, building a strong and qualified pipeline in partnership with Sales and Business Development

Set and deliver revenue, margin, and volume targets for the segment, tracking performance rigorously against plan

Continuously assess the competitive landscape and pricing environment to protect and grow Flutterwave's share of high-value merchant volume

2. Merchant Relationship Management

Serve as the senior relationship owner for Flutterwave's most strategic and highest-margin merchants, building trusted, C-level relationships

Develop and execute account plans that deepen wallet share, cross-sell additional products, and improve merchant retention

Resolve escalations and commercial issues quickly, working closely with Product, Risk, and Operations to protect key relationships

Conduct regular business reviews with top merchants, translating merchant feedback into clear commercial and product priorities

3. Pricing and Margin Optimisation

Own pricing strategy and commercial terms for high margin merchants, balancing competitiveness with profitability

Build and maintain a clear framework for margin analysis, deal structuring, and commercial approvals

Partner with Finance to monitor unit economics by merchant and segment, identifying opportunities to improve margin

Lead contract negotiations and renewals for the segment's largest merchants

4. Risk, Compliance, and Governance

Ensure all merchant relationships and commercial arrangements comply with regulatory, risk, and internal governance requirements across markets

Partner with Risk and Compliance teams to ensure appropriate due diligence, monitoring, and controls for high-value merchants

Maintain clean, audit-ready commercial records and approvals for the portfolio

5. Cross-Functional Collaboration

Act as the voice of high margin merchants internally, influencing product roadmap, pricing policy, and service levels

Work closely with Marketing, Product, and Customer Success to ensure a seamless, premium experience for top merchants

Partner with Finance and Data teams to build reporting that gives leadership clear visibility into segment performance

6. Leadership

Lead, develop, and grow a small, high-performing team, building genuine capability and commercial depth

Instil a culture of ownership, discipline, and customer obsession within the team

Operate as a trusted partner to commercial leadership and the broader executive team

Required competencies to be a Waver:

Minimum of 10 years' experience in commercial leadership, key account management, or business development, ideally within payments, fintech, or financial services

Strong track record of managing and growing a high-value client or merchant portfolio, with clear evidence of revenue and margin growth

Proven track record and domain expertise within the igaming sector

Demonstrated experience in pricing strategy, deal structuring, and commercial negotiation

Experience operating across multiple markets, with African market experience a strong advantage

Comfort owning a P&L or revenue target and being held accountable for commercial outcomes

Exposure to a regulated industry such as financial services or technology is an advantage

Relevant professional qualifications in business, finance, or a related field are an advantage

Other attributes we are looking for:

A commercially minded builder who is energised by designing strategy and playbooks, not just running a book of business

Strong relationship and negotiation instincts, with high attention to detail and accuracy

Comfortable owning both the commercial and the operational dimensions of a high-value portfolio

Calm and credible under pricing, negotiation, and deadline pressure

A clear communicator who can partner across Sales, Product, Finance, and the business

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