Head, High Margin Merchants

About the role

The Head, High Margin Merchants owns the growth, retention, and profitability of Flutterwave's highest‑value merchant portfolio. This strategic position drives revenue and margin across all markets, focusing on commercial discipline rather than routine account servicing.

Key responsibilities

• Define and execute the portfolio strategy for high‑margin merchants, setting revenue, margin and volume targets while building a qualified pipeline with Sales and Business Development.
• Serve as the senior relationship owner for top merchants, developing account plans, cross‑selling products, and managing escalations with Product, Risk and Operations.
• Own pricing strategy and commercial terms, maintain margin analysis frameworks, and lead contract negotiations and renewals.
• Ensure compliance with regulatory and governance requirements, partnering with Risk and Compliance teams.
• Collaborate cross‑functionally to influence product roadmap, pricing policy, and service levels, and provide leadership to a small high‑performing team.

Required profile

• Minimum 10 years of commercial leadership, key account management or business development experience, preferably in payments, fintech or financial services.
• Proven track record of growing high‑value client portfolios with measurable revenue and margin growth, especially in the iGaming sector.
• Experience operating across multiple African markets and comfort owning P&L or revenue targets.
• Strong negotiation, pricing strategy and deal‑structuring expertise.
• Relevant professional qualifications in business, finance or a related field are an advantage.