Validation Services Product Manager - Payments - Vice President

As a Validation Services Product Manager within the Trust & Safety organization, you will own pipeline conversion, manage client-facing commercialization activities, enable clients for the use of Validation Services, and interface with the strategic coverage teams comprising of Bankers and Payments Sales leads. This Product role is responsible for originating and converting Validation Services (VS) product client opportunities into sustainable revenue while ensuring disciplined execution across sales, product, implementations, operations, and ongoing client management. The role combines product and partnership management skillsets to scale new commercial GTM use-cases, across new channels.

In this role, within the Trust & Safety organization, you will own pipeline conversion, manage client-facing commercialization activities, enable clients for the use of Validation Services, and interface with the strategic coverage teams comprising of Bankers and Payments Sales leads. You manage cross-functional collaboration with Sales, Onboarding, Legal, KYC, and Product teams to move new client opportunities from organic and strategic partnership referrals through to signed mandate and successful onboarding and client product usage. 

Job responsibilities

• Develop and communicate a product strategy and product vision that aligns client needs, commercial priorities, and platform scalability goals.
• Grow and manage the commercial pipeline by proactively identifying and qualifying business growth opportunities across target segments to secure client mandates.
• Respond to inbound and partner referrals within defined SLAs and convert qualified referrals into active opportunities.
• Lead discovery and market research to validate client problems and integrate findings into roadmap and commercialization priorities.
• Lead client pitches and solution positioning, tailoring value propositions to client objectives and risk posture.
• Elicit and develop requirements to advance product development and follow through product development lifecycle of new requirements.
• Maintain adherence to product sell-box, sales procedures, and support client enablement e2e.
• Build and report KPI frameworks covering pipeline health, win rates, forecast accuracy, cost/risk/reliability metrics, and execute structured handover to strategic coverage teams once relationships are stable.
• Develops and streamlines client onboarding processes, ensuring efficient time-to-market and adherence to risk and control standards.

Required qualifications, capabilities, and skills

• 7+ years of experience in product & partnership management, or a related client-facing role.
• Proven record of pipeline growth, mandate conversion, and delivery against measurable targets.
• Experience and relationships within various buying centers such as procurement, fraud risk, product, and treasury.
• Proven experience in external partnership management and external client facing roles.
• Client first approach, ownership mindset, and strong PnL focus.
• Strong experience in referral management, client pitching, and deal progression across complex stakeholder environments.
• Hands-on experience with client onboarding workflows, and cross-functional delivery coordination.
• Strong pipeline analytics, KPI reporting, and communication skills, including forecasting, conversion funnel analysis, and executive-ready updates.
• Bachelor's degree required

Preferred qualifications, capabilities, and skills

• Experience in Trust and Safety, Identity, or Payments-adjacent product sets.
• Experience in highly matrixed organizations with strong governance and control requirements.
• Understanding of B2B products & services.
• Advanced degree preferred.