Flutterwave is a payments technology company focused on enabling African consumers and businesses to make and receive payments through a trusted, borderless payment infrastructure.
Job Overview
Flutterwave is recruiting a Head, High Margin Merchants to lead the growth, retention, and profitability of its highest-value merchant portfolio.
The Head, High Margin Merchants will develop and execute the commercial strategy for high-value merchants, build senior-level relationships, drive revenue and margin growth, and establish scalable processes for managing the portfolio.
The role combines strategic commercial leadership, relationship management, pricing, negotiation, risk and compliance, and cross-functional collaboration within a regulated payments environment.
This opportunity is relevant to professionals seeking Merchant Management Jobs in Lagos, Fintech Jobs in Nigeria, Commercial Leadership Jobs in Lagos, and Key Account Management Jobs.
Key Responsibilities
Portfolio Strategy and Growth
- Own the strategy for the high-margin merchant segment, including target criteria, priority sectors, and portfolio growth plans.
- Identify, prioritise, and acquire new high-value merchants in collaboration with Sales and Business Development teams.
- Establish and deliver revenue, margin, and transaction-volume targets.
- Monitor competitive conditions and pricing trends to protect and grow Flutterwave’s share of high-value merchant transactions.
Merchant Relationship Management
- Serve as the senior relationship owner for strategic and high-margin merchants.
- Build and maintain trusted relationships with C-level stakeholders.
- Develop account plans to increase wallet share, cross-sell products, and improve merchant retention.
- Resolve commercial escalations and relationship issues in collaboration with Product, Risk, and Operations teams.
- Conduct regular business reviews and translate merchant feedback into commercial and product priorities.
Pricing and Margin Optimisation
- Own pricing strategies and commercial terms for high-margin merchants.
- Establish frameworks for margin analysis, deal structuring, and commercial approvals.
- Work with Finance to monitor merchant and segment-level unit economics.
- Identify opportunities to improve profitability and margins.
- Lead contract negotiations and renewals for major merchants.
Risk, Compliance, and Governance
- Ensure merchant relationships and commercial arrangements comply with applicable regulatory and internal governance requirements.
- Partner with Risk and Compliance teams on due diligence, monitoring, and controls.
- Maintain accurate and audit-ready commercial records and approvals.
Cross-Functional Collaboration
- Represent the needs of high-margin merchants internally and influence product, pricing, and service decisions.
- Collaborate with Marketing, Product, and Customer Success teams to provide a strong experience for key merchants.
- Partner with Finance and Data teams to develop reporting that provides leadership with visibility into segment performance.
Leadership
- Lead, develop, and grow a high-performing team.
- Build commercial capability and depth within the team.
- Promote a culture of ownership, discipline, and customer focus.
- Serve as a trusted partner to commercial leadership and the wider executive team.
Requirements and Qualifications
- Minimum of 10 years of experience in commercial leadership, key account management, or business development.
- Experience in payments, fintech, or financial services is preferred.
- Proven experience managing and growing a high-value client or merchant portfolio, with measurable revenue and margin growth.
- Proven domain expertise and experience within the iGaming sector.
- Strong experience in pricing strategy, deal structuring, and commercial negotiations.
- Experience operating across multiple markets; African market experience is an advantage.
- Experience owning a P&L or revenue target and being accountable for commercial outcomes.
- Experience in 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.
Core Competencies
The ideal candidate should demonstrate:
- Strong commercial judgment and strategic thinking.
- Ability to build strategies and scalable commercial playbooks.
- Excellent relationship management and negotiation skills.
- Strong attention to detail and commercial accuracy.
- Ability to manage both strategic and operational aspects of a high-value portfolio.
- Confidence when handling pricing, negotiations, and tight deadlines.
- Strong communication and stakeholder-management skills.
- Ability to collaborate effectively with Sales, Product, Finance, Risk, and other business functions.
Salary and Benefits
- Salary: Not Specified
- Benefits: Not Specified
Application Closing Date
Not Specified
How to Apply
Interested and qualified candidates should apply online through the Flutterwave careers application portal.
