Partnerships Manager - US

About Onerway

Onerway is a fast-growing, cross-border payment service provider (PSP) delivering secure and efficient payment and corporate banking solutions to businesses worldwide. Headquartered in London, with offices in Los Angeles, Amsterdam, Singapore, Hong Kong and other key financial hubs, Onerway provides reliable, compliant and borderless financial infrastructure to support global business growth.

We operate under multiple financial licenses across key jurisdictions, including a UK Electronic Money Institution (EMI) license, European Payment Institution (PI) license, Hong Kong Money Service Operator (MSO) license, Singapore Major Payment Institution (MPI) license, and U.S. Money Services Business (MSB) registration.

We enable businesses to accept global card payments across all major card networks, with infrastructure designed for high authorization rates, robust fraud controls, and seamless cross-border payment experiences. As part of our continued US expansion, Onerway is registered as an MSB with FinCEN and is in the process of obtaining and maintaining state-level Money Transmitter Licenses (MTLs).

About the Role

This is a founding US role with real breadth. At its core, you will own the origination and structuring of the banking and payments-infrastructure partnerships that make our US business possible — sponsor banks, BIN sponsors, card networks, processors, and BaaS / program-manager platforms. Getting Onerway banked, sponsored, and connected to US rails is the priority.

From that foundation, the role wears many hats. As we grow, you'll also build and structure fintech, reseller, and pipeline-generating partnerships — the broader ecosystem of solution providers, channel partners, and platforms that extend Onerway's reach. This is a small US team by design, so we're looking for someone versatile who can move between infrastructure partnerships and commercial partnerships as the business needs.

You will work directly with the President & GM — with high ownership, direct influence over how Onerway US is built, and the mandate to shape the partnership function from the ground up. We're intentionally offering director-level scope and ownership in a founding seat: the chance to build and own something, not inherit it.

Please read before applying. The foundation of this role is hands-on experience developing PSP, payout, card-issuing, or acquiring partnerships with fintechs and banks — including direct work with sponsor banks, BIN sponsors, processors, or BaaS / program-manager platforms. If you have not personally originated, structured, and launched banking or payments-infrastructure partnerships of this kind, this is not the right role for you, and we ask that you not apply. The role is broad and includes reseller and pipeline partnerships — but that breadth is built on top of the banking foundation, not in place of it. Merchant-services-sales-only or ISO/ISV-reseller-only backgrounds, without the banking/infrastructure experience, are not a fit.

What You'll Own

• Originate and structure Onerway US's sponsor-bank, BIN-sponsorship, and payments-infrastructure relationships — leading applications, diligence / EDD, term-sheet negotiation, and program launch. (The priority.)
• Identify, evaluate, and onboard strategic infrastructure partners — sponsor banks, BIN sponsors, card networks, processors, acquirers, and BaaS / program-manager platforms.
• Build and structure fintech, reseller, and pipeline-generating partnerships that extend Onerway's reach and create commercial momentum.
• Lead commercial negotiations covering pricing, settlement terms, interchange economics, and partnership structures.
• Serve as the US-based owner who coordinates cross-functional and cross-border teams (Banking, Product, Operations, Risk, Compliance) to launch partnership integrations — bringing distributed workstreams into a single, coherent US-facing effort.
• Develop the standards and processes for clean channel integration that comply with institutional and regulatory policies.
• Monitor partner performance and drive continuous optimization of routing, cost efficiency, and service quality.
• Provide market insight, reporting, and strategic recommendations that shape Onerway US's roadmap.

What You Bring (Required)

• Experience originating and structuring banking and payments-infrastructure partnerships — with sponsor banks, BIN sponsors, card networks, processors, and/or BaaS / program-manager platforms.
• Direct, hands-on experience developing PSP, payout, card-issuing, or acquiring partnerships between fintechs and banks. This is the core requirement.
• Demonstrated experience taking a fintech or PSP through a sponsor-bank relationship end to end — application, diligence / EDD, term-sheet negotiation, and launch.
• Fluency in the economics and mechanics of the payments stack — interchange, settlement, BIN structure, scheme membership, and flow of funds.
• Existing relationships across the banking and fintech ecosystem that you can bring to the table.
• Strong commercial-negotiation skills and the judgment to structure partnerships (economics, risk allocation, SLAs), not just manage them.
• A versatile, roll-up-your-sleeves operator comfortable wearing many hats on a small team — moving between infrastructure and commercial partnerships as needed.
• Excellent written and verbal communication in English, with the credibility to engage bank risk committees and senior institutional stakeholders.

Nice to Have

• Experience with cross-border payment flows and/or China-corridor commerce.
• Fintech, reseller, or channel-partnership experience beyond the banking core.
• Background at a BaaS / program-manager / issuer-processor platform, a sponsor bank, or a cross-border fintech that stood up US issuing or acquiring.
• Fluency in Mandarin.
• Comfort operating in an early-stage, build-from-scratch environment, and coordinating across time zones.

Logistics

• Los Angeles based, hybrid; some travel based on business requirements.
• Founding US hire alongside a small, growing team — high ownership, director-level scope, direct access to the President & GM, and real influence over how Onerway US is built.

Onerway is an equal-opportunity employer. We evaluate all qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, or any other protected characteristic.