Director, FinTech / Financial Institutions Coverage, International Corporate Banking Americas

Additional Job Description

The Financial Institutions Group (FIG) covers Banks, Broker-Dealers, FinTech firms, Funds & Asset Managers, Insurance Companies, and Insurance Brokers across the Americas.

The FinTech team manages Corporate Bank clients classified as Payment Service Providers, including some of the most innovative firms in the Americas. The portfolio includes card schemes, high-growth FinTechs, global cash remitters, and FX payments firms. The Corporate Bank provides transaction banking products including trade, cash management, clearing, debt, and FX. The team is accountable for coverage, revenue, and governance across the FinTech portfolio, and partners closely with stakeholders across FIG and non-bank FI product, Risk, Financial Crime, Credit, Compliance, Operations, Barclaycard, and the Investment Bank.

Salary / Rate Minimum: 220,000

Salary / Rate Maximum: 300,000

The minimum and maximum salary/ rate information above include only base salary or base hourly rate. It does not include any other type of compensation or benefits that may be available.

This role is based in New York.

Barclays is required by law to confirm that you have the Legal Right to Work in any role that you apply for. If you currently hold a work visa sponsored by Barclays, or you should require sponsorship from Barclays, you must declare this as part of your application. Sponsored visas are role and entity specific, and any changes must be reviewed. It is important that you ensure you are always working on the correct visa. Failure to accurately disclose your visa status or Legal Right to Work may result in your application or any employment offer being withdrawn at any time.

Purpose of the role

As a Relationship Director in FinTech Coverage within the Corporate Bank, you are responsible for managing and growing a portfolio of FinTech relationships, delivering strong client outcomes and returns, and ensuring disciplined risk management across the franchise.

• Manage a portfolio of existing and prospective FinTech clients, building deep relationships and delivering excellent client service through a hub-and-spoke global coverage model.

• Grow the portfolio by increasing wallet share and winning new mandates across Corporate Bank products (Payments, Liquidity Solutions, Escrow, Trade & Working Capital, and Transactional FX) as well as DCM, LevFin, and FX/Risk Solutions, in partnership with Investment Bank.

• Drive client returns consistent with Barclays’ guidance and performance expectations.

• Ensure effective risk management for existing customers and new opportunities.

• Contribute to the US Corporate Bank FinTech strategy and collaborate with global colleagues to execute it.

• Coach, develop, and lead team members to deliver consistently high performance.

Accountabilities

Strategy, Sales & Service (50%)

Deliver financial and customer objectives by:

• Drive year-on-year improvement in the positioning, sale, and implementation of corporate solutions.

• Embed sector and product expertise to deliver the right solutions to clients.

• Partner with product teams and the wider Barclays Group to increase wallet share.

• Coordinate with Relationship Directors in other booking locations to deliver coherent, global coverage for complex clients.

• Lead and contribute to cross-group deal teams to deliver the full Barclays offering, in close partnership with Payments Coverage in Investment Banking.

• Adhere to pricing policies for credit balances and money transmission.

• Build robust deal teams and provide clear leadership, direction, momentum, and execution discipline.

• Lead deal teams on relationship lending and, where appropriate, bespoke financing transactions.

• Ensure comprehensive, accurate handover of won deals to implementation teams and business-as-usual owners.

• Provide excellent service to existing clients and be recognised as a trusted advisor.

• Develop new relationships and win new business with prospective clients.

• Partner with Operations to ensure effective processes and controls and that transaction turnaround times meet committed timeframes.

• Work with Finance to ensure revenues are accurately attributed to the portfolio.

• Apply the Barclays sales and client management framework to run a customer-centric, professional sales process, including:

• Preparing effectively for client meetings.

• Building a deep understanding of the client’s business and needs.

• Leading negotiation, pricing, and due diligence with discipline.

• Becoming a trusted partner to the client.

• Maintaining accurate, timely pipeline reporting.

• Completing call reports for all client meetings.

• Maintaining a wallet share plan and client account strategy for each relationship.

Thought Leadership, Training & Development (10%)

• Monitor industry activity so Barclays maintains a clear, current point of view on market developments and continuously evolves its proposition.

• Drive ICA Americas and the FinTech team’s thought leadership on innovation, partnerships, and FinTech.

• Partner with Product and Marketing to raise Barclays’ and FIG’s external profile.

• Represent Barclays at industry forums and events, and be recognised as a credible sector expert.

• Coach and challenge deal teams on solutions, market developments, and opportunities to engage the broader Barclays Group to improve returns.

• Challenge and contribute to product development and strategy.

Risk Management & Control (30%)

Deliver risk and control objectives by:

• Maintain a strong working knowledge of international payments regulation (with a focus on the US, UK, Europe, India, and the UAE) and AML/compliance best practices.

• Partner with 1st Line Risk colleagues to complete enhanced due diligence for high-risk clients.

• Drive continuous improvement of high-risk governance processes and procedures for the sector.

• Ensure effective risk management across the portfolio.

• Operate within BC&I risk appetite and lending procedures.

• Own high-quality credit applications; ensure robust ongoing monitoring and sound judgement at all times.

• Maintain high standards of data quality.

• Continuously develop credit knowledge, structuring capability, and documentation discipline.

• Build effective working partnerships with Credit colleagues.

• Ensure compliance with mandatory risk policies and procedures covering credit conformance and regulatory, operational, legal, and financial crime risk.

• Manage Early Warning List clients to reduce risk, including timely escalation to Credit and Business Support colleagues.

Team Working (10%)

• Support, coach, and develop team members.

• Seek, share, and embed best practices regionally and nationally.

• Fully participate in Performance Development and World Class Banker training, and proactively build skills across sales process, products, and industry knowledge.

• Contribute to the team “Your View” plan.

• Make an active contribution to Barclays International at local, regional, and national levels.

• Support and strengthen Barclays International’s position in the local community.

Director Expectations

• Manage a business function and provide significant input to function-wide strategic initiatives. Contribute to and influence policy and procedures, and plan/manage/consult on multiple complex, critical strategic projects (which may be business-wide).

• Set direction for a large team or sub-function, leading other people managers and embedding a performance culture aligned to business values. As an individual contributor, lead organisation-wide projects and act as a deep technical expert and thought leader—identifying new ways of working, collaborating cross-functionally, and coaching less experienced specialists—while providing insight that informs long-term profitability, organisational risk, and strategic decisions.

• Provide expert advice to senior functional management and committees to influence decisions made outside of own function, offering significant input to function wide strategic initiatives.

• Manage, coordinate and enable resourcing, budgeting and policy creation for a significant sub-function.

• Escalates breaches of policies / procedure appropriately.

• Foster a strong compliance culture by ensuring regulations are observed and appropriate processes are in place to support adherence.

• Focus on the external environment, regulators, or advocacy groups to both monitor and influence on behalf of Barclays, when appropriate.

• Demonstrate extensive knowledge of how the function integrates with the business division / Group to achieve the overall business objectives.

• Maintain broad and comprehensive knowledge of industry theories and practices within own discipline alongside up-to-date relevant sector / functional knowledge, and insight into external market developments / initiatives.

• Use interpretative thinking and advanced analytical skills to solve problems and design solutions in often complex/ sensitive situations.

• Exercise management authority to make significant decisions and certain strategic decisions or recommendations within own area.

• Negotiate with and influence stakeholders at a senior level both internally and externally.

• Act as principal contact point for key clients and counterparts in other functions/ businesses divisions.

• Mandated as a spokesperson for the function and business division.

All Senior Leaders are expected to demonstrate leadership behaviours that create an environment where colleagues thrive and deliver consistently excellent standards. The four LEAD behaviours are: L – Listen and be authentic; E – Energise and inspire; A – Align across the enterprise; D – Develop others.

All colleagues are expected to demonstrate the Barclays Values—Respect, Integrity, Service, Excellence, and Stewardship—and the Barclays Mindset: Empower, Challenge, and Drive.