Emerging Markets Lead - MENA

About the role

You will own the full lifecycle of expanding Column's banking infrastructure across the Middle East and North Africa, acting as the primary architect of our regional growth hypothesis. This role requires you to translate high-level strategic vision into executable partnership playbooks that directly influence product adoption and revenue trajectory. You will serve as the indispensable bridge between our product and engineering teams and the nuanced expectations of financial institutions operating in complex regulatory environments. Expect to spend significant time engaging with founders, banking executives, and regulators to shape narratives around digital transformation and infrastructure modernization. You will be accountable for defining market entry strategies, prioritizing target institutions, and ensuring that every interaction reinforces Column's position as a trusted, technology-forward banking partner. Success in this position will be measured by your ability to initiate and close strategic alliances that lay the foundation for sustainable, long-term regional dominance.

Key facts

What you'll do

Drive the identification and prioritization of target banking and fintech partners across MENA, establishing a clear pipeline of high-potential opportunities.

Conduct deep-dive market assessments to evaluate macroeconomic trends, regulatory frameworks, and competitive dynamics that impact our expansion roadmap.

Develop and execute tailored value propositions that address the specific pain points of correspondent banking and financial infrastructure modernization.

Establish and maintain C-level relationships with key decision-makers, ensuring consistent engagement and alignment on strategic objectives.

Orchestrate end-to-end deal execution, coordinating proposals, negotiations, and contract finalization in collaboration with internal legal and compliance specialists.

Champion customer discovery initiatives, gathering qualitative and quantitative feedback to refine product positioning and feature requirements.

Build and leverage a comprehensive network of industry influencers, consultants, and ecosystem partners to accelerate opportunity awareness.

Define and implement standardized playbooks for onboarding, due diligence, and relationship management to ensure consistency and scalability.

Monitor and report on key performance indicators, providing data-driven insights to inform leadership decisions and resource allocation.

Champion cross-functional collaboration, ensuring product, engineering, and operations teams are aligned to deliver seamless partner experiences.

Translate regional market feedback into actionable product improvements, acting as the voice of the customer in internal roadmap discussions.

Proactively identify and mitigate operational risks, ensuring all partnerships adhere to legal, regulatory, and compliance standards.

Cultivate a culture of continuous learning, staying current on industry best practices and emerging technologies in banking and fintech.

Own the forecasting and pipeline management processes, providing transparent and accurate updates to senior leadership on business progress.

Requirements

6+ years of experience in business operations, growth, or partnerships in a high-caliber environment; prior experience at a top-tier technology company or management consulting firm is required.

4+ years of specific business experience within the MENA region, demonstrating a deep understanding of local market dynamics and stakeholder expectations.

Native fluency in Arabic is mandatory, with proven experience managing business relationships and communications with Arabic-speaking clients and stakeholders.

A track record of successfully managing complex partnerships and high-value deals with executive-level stakeholders across multiple organizations.

A natural networker who thrives on building trust and establishing long-term relationships with senior executives, market experts, and key decision-makers.

Strong strategic thinking skills, including the ability to assess market opportunities, evaluate potential partners, and formulate strategic recommendations for senior leadership.

A hyper-organized approach to project management, with the ability to coordinate efforts across multiple teams and simultaneously manage a high volume of projects and priorities.

A scrappy, roll-up-your-sleeves attitude, committed to working harder, thinking more creatively, and maintaining zero ego when executing demanding operational tasks.

Nice to have

Prior experience working within the banking, financial services, or fintech sectors, specifically on infrastructure or payments products.

Experience navigating regulatory frameworks related to digital banking and financial technology within the Middle East.

Knowledge of correspondent banking models and the broader banking stack that underpins financial services.

Practical notes

This role is based in Dubai, UAE, requiring regular travel throughout the Middle East region and quarterly travel to our headquarters in San Francisco.