Head, High Margin Merchants

About this role

The Head, High Margin Merchants at Flutterwave in Lagos will own the growth, retention and profitability of the firm’s highest-value merchant portfolio across markets. It is a strategic revenue role focused on building strategy, senior relationships and pricing discipline to maximise revenue and margin, rather than simply servicing accounts.

What you would do

• Own the strategy for the high-margin merchant segment, defining criteria, target verticals and growth plan.
• Identify, prioritise and win new high-value merchants, building a strong pipeline with Sales and Business Development.
• Set and track revenue, margin and volume targets for the segment and monitor performance against plan.
• Manage senior relationships with top merchants, develop account plans, deepen wallet share and resolve escalations with cross-functional teams.
• Lead pricing strategy and margin optimisation, including deal structuring, commercial approvals and working with Finance on unit economics.
• Ensure regulatory, risk and governance compliance for merchant arrangements across markets, maintaining audit-ready records.

What they are asking for

• At least 10 years of experience in commercial leadership, key account management or business development, ideally in payments, fintech or financial services.
• Proven track record of growing a high-value merchant portfolio with revenue and margin growth.
• Domain expertise in the igaming sector.
• Demonstrated experience in pricing strategy, deal structuring and commercial negotiation.
• Experience operating across multiple markets; African market experience is a strong advantage.
• Comfortable owning a P&L or revenue target and working in a regulated environment; relevant qualifications in business or finance are an advantage.

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