Job Description

Purpose of the role

As a Relationship Director in FinTech Coverage within the Corporate Bank, you are responsible for managing and growing a portfolio of FinTech relationships, delivering strong client outcomes and returns, and ensuring disciplined risk management across the franchise.

• Manage a portfolio of existing and prospective FinTech clients, building deep relationships and delivering excellent client service through a hub-and-spoke global coverage model.

• Grow the portfolio by increasing wallet share and winning new mandates across Corporate Bank products (Payments, Liquidity Solutions, Escrow, Trade & Working Capital, and Transactional FX) as well as DCM, LevFin, and FX/Risk Solutions, in partnership with Investment Bank.

• Drive client returns consistent with Barclays’ guidance and performance expectations.

• Ensure effective risk management for existing customers and new opportunities.

• Contribute to the US Corporate Bank FinTech strategy and collaborate with global colleagues to execute it.

• Coach, develop, and lead team members to deliver consistently high performance.

Accountabilities

Strategy, Sales & Service (50%)

Deliver financial and customer objectives by:

• Drive year-on-year improvement in the positioning, sale, and implementation of corporate solutions.

• Embed sector and product expertise to deliver the right solutions to clients.

• Partner with product teams and the wider Barclays Group to increase wallet share.

• Coordinate with Relationship Directors in other booking locations to deliver coherent, global coverage for complex clients.

• Lead and contribute to cross-group deal teams to deliver the full Barclays offering, in close partnership with Payments Coverage in Investment Banking.

• Adhere to pricing policies for credit balances and money transmission.

• Build robust deal teams and provide clear leadership, direction, momentum, and execution discipline.

• Lead deal teams on relationship lending and, where appropriate, bespoke financing transactions.

• Ensure comprehensive, accurate handover of won deals to implementation teams and business-as-usual owners.

• Provide excellent service to existing clients and be recognised as a trusted advisor.

• Develop new relationships and win new business with prospective clients.

• Partner with Operations to ensure effective processes and controls and that transaction turnaround times meet committed timeframes.

• Work with Finance to ensure revenues are accurately attributed to the portfolio.

• Apply the Barclays sales and client management framework to run a customer-centric, professional sales process, including:

• Preparing effectively for client meetings.

• Building a deep understanding of the client’s business and needs.

• Leading negotiation, pricing, and due diligence with discipline.

• Becoming a trusted partner to the client.

• Maintaining accurate, timely pipeline reporting.

• Completing call reports for all client meetings.

• Maintaining a wallet share plan and client account strategy for each relationship.

Thought Leadership, Training & Development (10%)

• Monitor industry activity so Barclays maintains a clear, current point of view on market developments and continuously evolves its proposition.

• Drive ICA Americas and the FinTech team’s thought leadership on innovation, partnerships, and FinTech.

• Partner with Product and Marketing to raise Barclays’ and FIG’s external profile.

• Represent Barclays at industry forums and events, and be recognised as a credible sector expert.

• Coach and challenge deal teams on solutions, market developments, and opportunities to engage the broader Barclays Group to improve returns.

• Challenge and contribute to product development and strategy.

Risk Management & Control (30%)

Deliver risk and control objectives by:

• Maintain a strong working knowledge of international payments regulation (with a focus on the US, UK, Europe, India, and the UAE) and AML/compliance best practices.

• Partner with 1st Line Risk colleagues to complete enhanced due diligence for high-risk clients.

• Drive continuous improvement of high-risk governance processes and procedures for the sector.

• Ensure effective risk management across the portfolio.

• Operate within BC&I risk appetite and lending procedures.

• Own high-quality