Payables Finance Fee Income & Infrastructure Monetization, Director
Citi · New York, United States · 20d ago
Position Overview
Citi is seeking an exceptional Director of Payables Finance Fee Income & Infrastructure Monetization to lead a transformative growth agenda within our Payables Finance business. This is a high-impact, revenue-generating leadership role responsible for scaling our fee income from the current $100MM+ baseline to a diversified, multi-product revenue engine by leveraging our world-class infrastructure across non-credit consuming payables solutions.
This position will drive commercial strategy, product monetization, and market expansion across our full suite of Payables Finance offerings—including Dynamic Discounting, Book-to-Sell, FX solutions, and emerging Infrastructure-as-a-Service (IaaS) opportunities. The successful candidate will be a strategic entrepreneur within Citi, combining deep product expertise, commercial acumen, and stakeholder leadership to unlock new revenue streams and competitive differentiation.
Key Responsibilities
Revenue Growth & Monetization Strategy
- Set the strategy: Work with global trade stakeholders to define the mid and long term product roadmap and strategy for fee growth and platform monetization.
- Own and expand fee income from current $100MM+ baseline (primarily sell-down skim) to a diversified portfolio spanning Dynamic Discounting, Book-to-Sell, FX, and new product innovations
- Develop use cases that can be commercialized across various segment of clients – Corporate, FI/ NBFI, PS.
- Develop and execute commercial strategies to monetize Citi's payables infrastructure across non-credit consuming product sets
- Identify, evaluate, and launch new fee-generating opportunities, including Infrastructure-as-a-Service models, platform partnerships, and white-label solutions
- Drive pricing strategy, value proposition design, and margin optimization across all payables fee products
- Establish revenue targets, KPIs, and performance dashboards to track fee income growth and product profitability
Product Leadership & Innovation
- Lead end-to-end product strategy for all non-credit consuming Payables Finance solutions, ensuring alignment with client needs, market trends, and Citi's strategic priorities
- Champion product innovation by identifying market gaps, competitive threats, and emerging client demands; translate insights into actionable product roadmaps
- Oversee product lifecycle management from concept through launch, scale, and optimization, ensuring seamless coordination across Product, Technology, Operations, Risk, and Compliance
- Drive client value propositions, segmentation, and targeting strategies to achieve preferred partner status and maximize wallet share
- Manage strategic partnerships and alliances with fintechs, platforms, and third-party providers to enhance product capabilities and accelerate time-to-market
- Own the development and funding plan including BOW for the incremental developments that will drive business growth over the next 3-5 years.
Stakeholder Management & Cross-Functional Leadership
- Serve as the senior commercial leader for payables fee income, engaging C-suite stakeholders, regional heads, and global product leadership
- Build and maintain strategic relationships across Franchise, Banking, Sales, Risk, Compliance, Technology, and Operations to ensure alignment and execution excellence
- Lead cross-functional initiatives requiring coordination across geographies, business lines, and functional teams
- Represent Payables Finance in senior forums, steering committees, and strategic planning sessions; influence firm-wide priorities and resource allocation
Team Leadership & Talent Development
- Build, lead, and mentor a high-performing team of product managers, commercial analysts, and subject matter experts
- Foster a culture of innovation, accountability, and client-centricity within the team
- Conduct performance management, talent development, and succession planning to ensure organizational capability and continuity
- Drive collaboration and knowledge-sharing across global payables teams to leverage best practices and scale successful initiatives
Risk, Compliance & Governance
- Ensure all fee income initiatives comply with applicable laws, regulations, and Citi policies, including AML, KYC, sanctions, and consumer protection requirements
- Appropriately assess risk when making business decisions, demonstrating particular consideration for the firm's reputation and safeguarding Citigroup, its clients, and assets
- Establish robust governance frameworks for product approval, pricing, and client onboarding
- Escalate, manage, and report control issues with transparency and accountability
Required Qualifications
Experience
- 15+ years of progressive experience in trade finance, payables finance, supply chain finance, platform offerings or related transaction banking products
- Proven track record of revenue generation and P&L management, with demonstrated success scaling fee income and launching new products
- Deep expertise in non-credit consuming payables solutions, including Dynamic Discounting, Reverse Factoring, Book-to-Sell, FX, and platform-based models
- Experience monetizing infrastructure, platforms, or technology-as-a-service offerings in financial services or fintech environments
- Senior stakeholder management experience, including engagement with C-suite executives, global product heads, and regional leadership
- Strong commercial and analytical skills, with ability to develop business cases, pricing models, and financial projections
Skills & Competencies
- Strategic thinker with entrepreneurial mindset: ability to identify opportunities, challenge the status quo, and drive transformational change
- Exceptional communication and influencing skills: ability to articulate complex concepts, build consensus, and inspire action across diverse audiences
- Results-oriented leader: track record of delivering against ambitious targets in fast-paced, matrixed environments
- Global perspective: ability to work effectively across cultures, time zones, and geographies
- Analytical rigor: strong quantitative skills with ability to leverage data and insights to inform decision-making
- Collaborative leadership style: ability to build trust, empower teams, and drive cross-functional alignment
Education
- Bachelor's degree in Business Administration, Finance, Economics, or related discipline (required)
- Master's degree (MBA or equivalent) strongly preferred
Why This Role Matters
This is a rare opportunity to shape the future of Citi's Payables Finance business and drive meaningful impact on the firm's fee income trajectory. You will have the autonomy to build new revenue streams, the platform to innovate at scale, and the support of a world-class organization committed to leading the market in transaction banking.
If you are a visionary leader with a passion for commercial growth, product innovation, and client value creation, we invite you to join us in this exciting journey.
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Job Family Group:
Product Management and Development------------------------------------------------------
Job Family:
Product Management------------------------------------------------------
Time Type:
Full time------------------------------------------------------
Primary Location:
New York New York United States------------------------------------------------------
Primary Location Full Time Salary Range:
$170,000.00 - $300,000.00
In addition to salary, Citi’s offerings may also include, for eligible employees, discretionary and formulaic incentive and retention awards. Citi offers competitive employee benefits, including: medical, dental & vision coverage; 401(k); life, accident, and disability insurance; and wellness programs. Citi also offers paid time off packages, including planned time off (vacation), unplanned time off (sick leave), and paid holidays. For additional information regarding Citi employee benefits, please visit citibenefits.com. Available offerings may vary by jurisdiction, job level, and date of hire.
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Most Relevant Skills
Please see the requirements listed above.------------------------------------------------------
Other Relevant Skills
For complementary skills, please see above and/or contact the recruiter.------------------------------------------------------
Anticipated Posting Close Date:
Sep 15, 2026------------------------------------------------------
Automated Processing and AI
We use automated processing, including artificial intelligence, for our legitimate business interests (or our reasonable and appropriate business purposes) to identify and align the candidate's skills and abilities with a specific job opening. Additionally, if you so choose, or consent, we can match your skills and abilities to other suitable roles at Citi.
Importantly, all our hiring processes and decisions, including determining your suitability for a role, are conducted, checked, and decided by individuals. Our automated processing and AI do not involve relying on automatic or autonomous decision-making. Please refer to any Jurisdictional Considerations, with specific provisions for your country (where relevant) for further details.
Illinois residents – AI Notice and Right
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