Director of Business Development (Merchant - Gaming)

PingPong is on a mission to digitize trade, simplifying global growth for businesses. With $200B in payments processed, we're one of the world’s leading cross-border platforms – and we’re just getting started. PingPong currently has 38 offices in 15 countries and over 1,500 employees. Our international presence helps businesses solve complex payment needs in every major economy across all time zones.

Now, we're scaling and looking for a seasoned Director of Business Development (Merchant / Gaming) to drive merchant acquisition and strategic partnerships across the gaming value chain—publishers, platforms, studios, marketplaces, and gaming fintechs.

WHAT’S THE CHALLENGE

This role will build a scalable merchant portfolio, optimize payment performance (authorization, fraud, chargebacks), and tailor cross‑border solutions to enhance player experience and revenue. You’ll navigate complex commercial negotiations, partner integrations, and data‑driven growth strategies to establish PingPong as the preferred payment partner for U.S. gaming merchants.

WHO YOU’LL BE WORKING WITH

External: Senior stakeholders at gaming publishers, studios, platforms, marketplaces, and payment solution providers.

Internal: Sales, Product, Engineering, Compliance, Risk/Fraud, Operations, and Analytics teams to deliver seamless go‑lives and ongoing optimization.

Ecosystem: Card schemes, acquiring banks, anti‑fraud vendors, and localization/payment experience partners.

WHAT YOU’LL BE DOING

• Merchant Acquisition & Partnerships: Prospect, pitch, and close partnerships with mid‑market and enterprise gaming merchants; structure commercial terms and long‑term growth plans.
• Go‑to‑Market Execution: Create vertical‑specific value propositions, collateral, and playbooks for gaming; drive pipeline from lead to contract to live.
• Integration & Launch: Coordinate cross‑functional teams to ensure robust integrations (payments, refunds, subscriptions), risk controls, and compliant go‑live.
• Performance Optimization: Monitor KPIs (auth rates, conversion, chargebacks, fraud), run experiments (routing, retries, 3DS/SCA), and deploy data‑driven improvements.
• Monetization Advisory: Advise merchants on payment architecture for in‑app purchases, subscriptions, micro‑transactions, regional pricing, and virtual currency flows.
• Market Intelligence: Track trends (new platforms, monetization models, regulatory shifts), identify whitespace, and shape product requirements for the gaming vertical.
• Stakeholder Management: Influence senior merchant stakeholders and internal leadership; prepare business cases and QBRs with clear ROI.
• Forecasting & Reporting: Own pipeline health, forecasts, and revenue targets; maintain accurate CRM hygiene and executive‑ready reporting.

WHAT YOU BRING

• 5–10 years in merchant business development, partnerships, or enterprise sales in payments or gaming (publishers/platforms/marketplaces).
• Strong understanding of gaming monetization (IAP, DLC, subs), payment UX, fraud patterns (account takeovers, friendly fraud), and chargeback dynamics.
• Proven track record negotiating complex commercial agreements with enterprise merchants and delivering revenue growth.
• Comfortable discussing APIs, payment flows, tokenization, subscription logic, risk tools, and data/BI requirements with product/engineering stakeholders.
• Ability to interpret performance data and translate insights into tangible merchant and product actions.
• Executive‑level communication and relationship‑building skills; adept at navigating matrixed organizations.
• Bachelor’s degree in Business, Economics, Engineering, or related field (MBA a plus).

WHO YOU ARE

• A strategic thinker with a passion for building long-term partnerships.
• Comfortable working in a fast-paced, global environment.
• Customer-centric, analytical, detail-oriented.
• Able to change projects to support business objectives, demonstrates a willingness and ability to accept additional responsibilities
• Ability to work well with both technical and non-technical individuals up and down the organization, capable of absorbing large amounts of information and the ability to distil it down to the essentials.
• Ability to juggle several projects and shift priorities as needed.
• Exhibiting a creative and innovative, forward-thinking approach to problem-solving.
• Ability to stay calm and collected and focus on solving problems.
• Excellent verbal, written, interpersonal, presentation, negotiating and organizational skills.
• Understanding of software development lifecycle process.
• Fluent in English, both in writing and speaking.

Pursuant to Section 8-102 of title 8 of the New York City administrative code, the base salary range for this role is $200,000 - $220,000. Total compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.

PingPong is proud to be an equal opportunity employer with a global culture that embraces diversity.

We are committed to providing an environment free of unfair discrimination and harassment.