Business Development Lead (Regulatory Payments)

About The Opportunity

Through our fractional HR partnership, One People Team (OPT) is working alongside a growing FinTech organisation in Malaysia to scale its regulatory payments and national payment infrastructure capabilities.

The organisation builds and operates payment infrastructure supporting banks, regulators, and national financial systems, enabling critical financial transactions across the ecosystem.

As the organisation continues to grow, they are looking for a Business Development Lead to drive the growth and evolution of regulatory payments and national payment infrastructure solutions.

This role offers the opportunity to shape new product directions, engage with major financial institutions, and drive commercial growth in a highly regulated and rapidly evolving payments environment.

About The Role

You will drive the growth and evolution of regulatory payments and national payment infrastructure solutions.

This is a hybrid role that combines business development and strategic product development, where you will engage with major financial institutions, run pre-sales, structure deals, and close commercial agreements.

Beyond selling existing solutions, you will identify new opportunities, shape product offerings, and bring new payment infrastructure capabilities to market.

You will work closely with product, engineering, and banking stakeholders to develop and commercialise new solutions, while leading a team of Business Analysts supporting regulatory payments initiatives.

Why This Role Matters

Malaysia’s financial ecosystem is evolving rapidly with the growth of real-time payments, national payment infrastructure, and digital banking.

This role is critical in driving innovation and expansion within regulatory payments, identifying new product opportunities, shaping solutions for financial institutions, and strengthening the organisation’s role within the national payments ecosystem.

By combining commercial leadership with product thinking, this role ensures the organisation continues to deliver relevant, scalable, and impactful payment infrastructure solutions.

Key Responsibilities

Business & Product Development

• Identify opportunities to develop new regulatory payment products and infrastructure solutions.
• Lead development of product concepts, proposals, and commercial models for new capabilities.
• Work closely with engineering and product teams to translate business opportunities into technical solutions and product roadmaps.

Strategic Client Engagement

• Engage with major financial institutions, regulators, and payment ecosystem players to understand evolving market needs.
• Build and maintain strong relationships with banks, digital banks, regulators, and ecosystem stakeholders.
• Shape and present solution proposals to large financial institutions and national payment stakeholders.

Commercial Ownership

• Own commercial proposals including pricing, contract structure, and negotiations through to close.
• Develop and maintain commercial frameworks such as tiered pricing, volume models, and SLA-linked terms.
• Work with finance and legal teams to ensure commercial terms are viable and consistent.
• Track revenue performance and identify opportunities for expansion and renewal.

Payment Infrastructure Expansion

• Drive growth of solutions across national payment infrastructure and regulatory systems, including integrations with platforms such as DuitNow, JomPAY, and RENTAS.
• Identify opportunities to expand existing platforms into new services and use cases.

Product Commercialisation

• Own the end-to-end lifecycle of new payment infrastructure solutions from concept to launch and adoption.
• Work cross-functionally with engineering, operations, and leadership teams to bring new products to market.

Team Leadership

• Lead and mentor a team of Business Analysts supporting regulatory payments initiatives.
• Ensure strong collaboration between business, product, and technical teams.

Key Requirements

Product & Business Development Experience

• 10–15 years of experience in product development, fintech solutions, or payment infrastructure platforms.
• Ability to take ideas from concept to commercial product or platform.
• Demonstrated experience owning commercial negotiations and deal structuring with large financial institutions.

Payments & Banking Domain Knowledge

• Deep understanding of banking systems, payment infrastructure, or financial services technology.
• Familiarity with payment systems such as real-time payments, clearing systems, or payment gateways is highly beneficial.

Technical & Problem-Solving Mindset

• Strong ability to work with engineering teams to translate business opportunities into technical solutions.
• Comfortable engaging with technical teams and understanding system-level discussions.

Enterprise Stakeholder Management

• Experience engaging with large banks, financial institutions, or national payment ecosystem stakeholders.
• Ability to build credibility with both technical and business leaders.

Leadership & Ownership

• Experience managing teams or leading cross-functional initiatives.
• Strong ownership mindset with the ability to drive initiatives independently and proactively.

Expected Outcomes From This Role

• Build a strong pipeline of opportunities with banks, regulators, and ecosystem partners.
• A steady stream of market-informed product ideas feeding into the roadmap.
• Launch new regulatory payment products or infrastructure capabilities.
• Strengthen the organisation’s position as a key provider of national payment infrastructure solutions.
• Develop a high-performing team of Business Analysts and Product Managers supporting payments initiatives.
• Drive measurable growth in the regulatory payments product portfolio.