Business Development Lead / Partnerships Lead

Business Development Lead – Partnerships

Cardiff/London based - Hybrid - 1 or 2 days a week in office

£90,000 - £120,000 + bonus/benefits

Business Platforms

We are looking for a Business Development Lead to join a growing Partnerships function.

Partnerships is a key growth engine, focused on identifying, securing and scaling external collaborations that create access to new markets, capabilities and customers. The aim is to build partnerships that are commercially strong, compliant, scalable and repeatable.

This is a pivotal first hire into the Business Development Lead role. You will be responsible for originating new partnerships, delivering deals and then owning the commercial growth and retention of those relationships over time.

You will own a defined market vertical and become the internal expert in that space, translating market insight into high-quality partner opportunities and commercially valuable relationships.

Initial focus: Business Platforms

The priority sector for this role will be business platforms, including:

• Digital banks and SME finance platforms
• Accounting and bookkeeping software providers
• Payroll, HR and employee platforms
• Embedded finance and payments ecosystems

You will be responsible for mapping the market, identifying the right segments and players, shaping compelling propositions and securing partnerships that unlock scalable distribution.

Key responsibilities

• Own growth within a defined vertical and develop a clear strategy for partner acquisition and expansion
• Research target markets, identify whitespace and build a strong qualified partnership pipeline
• Lead outreach, pitching, negotiation and deal structuring through to signed agreements
• Shape sector-relevant propositions that translate internal capabilities into value for platform partners and their customers
• Own senior partner relationships post-signature, driving commercial performance, renewals and expansion
• Manage deal performance and economics, working closely with Finance, Product and Operations to ensure partnerships are profitable and scalable

What success looks like

Success in this role will be measured across three key areas:

Revenue and market growth

• Number and value of new partnerships secured
• Contribution to portfolio P&L
• Partnership renewal rates

Strategic fit and partner management

• Alignment with a repeatable “build once, deploy many” partnership model
• Partner satisfaction and NPS
• Quality of the partnership pipeline

Collaboration and behaviours

• Strong internal cooperation and knowledge sharing
• Clear representation of company values and ways of working

About you

We are looking for a commercially minded Business Development or Partnerships leader with experience in B2B sales, partnerships or platform-led growth.

You will bring:

• Proven experience in business development, partnerships or B2B sales
• Experience working with platforms, fintech, insurtech, mobility or financial services ecosystems
• Strong negotiation and deal structuring skills
• The ability to research markets, identify whitespace and articulate where the business can create differentiated value
• Confidence engaging senior stakeholders and navigating ambiguity
• A self-starter mindset: entrepreneurial, disciplined, resilient and commercially focused
• Experience managing multiple partnerships and driving measurable commercial outcomes

Sector-specific insurance experience would be helpful, but it is not essential. The priority is strong platform partnership origination, commercial proposition building and the ability to turn insight into scalable partnership growth.