ABOUT PLIANT

Pliant is a European fintech specializing in B2B payment solutions. Our modular, API-first platform helps businesses streamline spending, improve cash flow, and integrate payments into their financial workflows. Designed for industries with complex payment needs, such as travel and fleet, Pliant enables greater efficiency, control, and profitability.

We focus on two primary customer segments:

1. P&C/Life/Health carriers, MGAs, TPAs, and benefits administrators looking to modernize payments with intuitive apps and powerful APIs—unlocking stronger controls, operational efficiency, and cash‑flow flexibility through extended credit lines and virtual cards.
   
   
2. Platforms & financial software providers (e.g., insurance cores, ERPs, benefits admins, banks) looking to launch or enhance card programs via embedded finance/white‑label issuing, strengthening customer engagement and creating new revenue streams.

Founded in 2020 and headquartered in Berlin, Pliant supports over 3,500 businesses and more than 20 partners globally. As a licensed e-money institution (EMI), we issue Visa-powered credit cards in 11 currencies across more than 30 countries, helping companies streamline and simplify payments.

Learn more at
www.getpliant.com

ABOUT THE ROLE

We’re hiring a Head of Partnerships, Insurance & Benefits – US to accelerate Pliant’s entry into one of our most strategic verticals. You’ll identify, engage, and convert US insurance and benefits organizations that can benefit from virtual cards, embedded issuing, controlled disbursements, and automated AP — including P&C/Life/Health carriers, MGAs, TPAs, benefits administrators (HSA/FSA/HRA, commuter), provider payment networks, self‑funded employer plans, and leading insurtechs.

You’ll work closely with commercial, product, and compliance teams to shape messaging and solution design for use cases like claims payouts, provider/vendor payments, broker commissions, premium refunds, and benefit/stipend cards. This is a high‑impact role with significant ownership and growth potential.

This role is remote‑friendly (US‑based; East Coast preferred) with occasional travel to clients, team onsites, and industry events (e.g., ITC Vegas, RIMS, AHIP, SIIA, LIMRA, Guidewire Connections, Duck Creek Formation).

WHAT YOU’LL DO

• Acquire Insurance & Benefits Logos: Source, develop, and qualify new opportunities across P&C, Life & Health, MGAs, TPAs, benefits admins, provider networks, and insurtechs.
  
  
• Own the Full Sales Cycle: Drive complex, multi‑stakeholder enterprise deals end‑to‑end — discovery, value mapping, solution design, ROI, security/compliance reviews, proposal, negotiation, and close.
  
  
• Vertical Messaging & Value Cases: Articulate how Pliant solves domain‑specific pain points — slow, check/ACH‑based payouts; poor claimant/provider experience; high reconciliation effort; fraud/chargebacks; data & compliance overhead — and quantify ROI (time‑to‑funds, cost‑to‑serve, rebate/cashback economics).
  
  
• Ecosystem Co‑Selling & Partnerships: Build motions with ISVs and SIs (e.g., Guidewire, Duck Creek, Sapiens, Majesco, Salesforce), benefits platforms (e.g., Alegeus ecosystem), and channel allies (networks, sponsor banks, processors) to accelerate deals.
  
  
• RFPs, Infosec & Compliance Orchestration: Coordinate responses and reviews (e.g., SOC 2, PCI DSS, HIPAA BAAs/DPAs, GLBA), partnering with Product, Security, and Legal to remove blockers.
  
  
• Field Feedback → Roadmap: Feed structured insights on integrations, SLAs, payout rails (e.g., push‑to‑card, RTP, ACH), reconciliation/reporting, and claims/benefits workflows (ACORD, EDI 835/837/820) into product and GTM content.
  
  
• Forecasting & Hygiene: Maintain accurate pipeline and activity data in HubSpot/Salesforce, ensuring crisp forecasting, stage definitions, and stakeholder mapping.
  
  
• Market Intelligence & Marketing Support: Track US insurance/benefits trends, competitor moves, and policy shifts; partner with Marketing on campaigns, events, case studies, and co‑marketing.
  
  

WHAT YOU’LL BRING

• 8+ years of experience in B2B commercial roles at fintech/payments/insurtech, building and scaling ecosystems with carriers, MGAs, TPAs, benefits administrators, provider networks, and large self‑funded employers; proven track record driving partner‑sourced and partner‑attached revenue.
• Deep domain fluency in US insurance & benefits workflows—claims adjudication and disbursements, provider/vendor payments, premium collection/refunds, commission payouts, and HSA/FSA/HRA programs—and the ability to design joint solutions with partners around these flows.
  
  
• Expert understanding of payment rails & trade‑offs—virtual/commercial cards, push‑to‑card (Visa Direct/Mastercard Send), RTP/FedNow, ACH/wires, checks—with the ability to architect multi‑rail partner offerings and negotiate commercial models (rev share, interchange split, fees, float).
  
  
• Ecosystem & integrations savvy: familiarity with ACORD and EDI 835/837/820, and experience launching and scaling integrations/marketplace listings with Guidewire, Duck Creek, Sapiens, Majesco, Salesforce; comfort prioritizing co‑builds and shaping joint roadmaps with partner PM/engineering teams.
  
  
• Partner program leadership: source, evaluate, and contract partners (ISVs, SIs, sponsor banks, networks, processors); stand up co‑sell and co‑market motions, enablement, certification, MDF, solution playbooks, and governance (QBRs, OKRs, pipeline influence).
  
  
• Compliance & deal orchestration: collaborate with Legal, Security, and Compliance to align partner solutions to HIPAA/BAA, GLBA, Reg E, state unclaimed property, KYC/KYB/OFAC, and enterprise InfoSec; steer complex MSA/SOW negotiations to closure.
  
  
• Executive influence & communication: crisp value storytelling, C‑suite alignment, and stakeholder management across Claims Ops, Treasury/Finance, Product/IT, Compliance/Legal, Procurement; adept at navigating long, multi‑threaded cycles and partner‑led sales.
  
  
• Bonus: existing relationships across carriers/TPAs/benefits admins; hands‑on experience with Guidewire/Duck Creek partner programs; familiarity with SOC 2, PCI DSS; operational knowledge of Salesforce/HubSpot and PRM tooling; prior success launching US partnerships from an international (EMEA) base.
  
  
  
  

WHAT WE OFFER

• Competitive salary and performance-based incentives
• An influential role shaping U.S. market growth at an international fintech
• Opportunities for professional growth and ownership from day one
• A remote-friendly environment with support for work-life flexibility
• Health, wellness, and retirement benefits

• Access to a diverse and ambitious team driven by impact, innovation, and transparency
  
  
  

Ready to apply ? Pliant Careers