Regional Partner Relations Lead EMEA
Skills
About This Role
Overview
- Role description (goals and objectives)
- Own and nurture relationships with key regional partners (e.g., processors such as Fawry, Capitec, Paystack, PayU and similar players) and relevant new payment method regulators, becoming dLocal s face in the market.
- Translate global strategy into local execution: jointly define and run joint business plans with priority partners to unlock TPV, improve economics, and strengthen our product capabilities.
- Drive partner performance and resilience: monitor health (conversion, uptime, SLAs, costs), coordinate incident follow-up, and push for redundancy and new capabilities where needed.
- Bridge external stakeholders and internal teams (Product, Ops, Finance, Fraud, Compliance, Legal, Public Affairs) so that commercial opportunities and regulatory changes turn into concrete, on-time deliveries.
- Anticipate and shape regulatory and scheme agendas in the region, working hand-in-hand with regulators, card schemes and industry forums where relevant.
Key responsibilities
- Partner & regulator relationship management
- Build and maintain senior, multi-level relationships (C-level, product, ops, risk, regulatory) with:
- Priority local partners (e.g., Fawry, Capitec and similar financial institutions in Africa and Asia).
- Regulators, and central banks relevant to our business (directly or via Public Affairs / Legal).
- Act as a single point of contact for your region for key partners, ensuring consistent communication and fast, coordinated responses to issues and opportunities.
- Joint business planning & execution
- Lead joint business plans with selected partners: TPV growth, product roadmap, marketing initiatives, and performance / cost targets.
- Identify and prioritize new workstreams: new countries, products (APMs, BNPL-like rails, wallets), features (network tokens, 3DS, card-present, RTP), or commercial models (rev-share, incentives).
- Work with internal teams to secure resources and unblock decision-making (e.g., pricing, tech investment, risk appetite) needed to deliver on those plans.
- Performance, economics & risk
- Monitor partner health scores: approval rates, latency, uptime, incident volume, SLAs, and TPV/margin contribution by corridor and merchant cluster.
- Proactively drive cost and NTR improvements (pricing, FX spreads, fee tiers, incentives), in coordination with Finance and Global Partners & Enablement.
- Ensure redundancy for critical flows (fallback providers, alternative routes) in your region, aligned with global resilience targets.
- Regulatory & scheme alignment
- Track regulatory and scheme developments affecting our operations in the region; turn them into clear impact assessments and action plans for internal teams.
- Support license, audit, and compliance work by providing local context, partner input, and market benchmarks as needed.
- Internal leadership & collaboration
- Be the regional go-to person for partner and regulator topics for Growth Ops & Partnerships, Core Ops, and Commercial teams.
- Contribute to playbooks, onboarding materials, and templates so that partner management becomes scalable and repeatable across countries and teams.
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