Product Manager - Institutional Onboarding & Verification

About the role

The role defines how businesses and institutions access Luno and the infrastructure built on its rails. It delivers onboarding and verification as a configurable platform for every business line and region. You own the end-to-end product journey for institutional onboarding and verification, translating ambiguous problems into clear product requirements. You define how configuration and orchestration power distinct business lines while ensuring the platform remains robust across regions. You act as the central interface between compliance, operations, engineering, and external vendors to align on priorities. You gather qualitative feedback from institutional customers and translate it into quantifiable product experiments. You are responsible for the roadmap, the metrics that matter, and the trade-offs that determine what gets built and when. You ensure that the product decisions you make today will scale securely and remain compliant tomorrow.

Key facts

What you'll do

Outcomes are measured by time-to-onboard and abandonment, with leak points identified and experiments designed to improve institutional conversion. You map the end-to-end onboarding journey, quantify friction, and prioritise improvements that reduce drop-off and manual effort. Relationships with verification vendors are managed to define integration, performance, cost, and the roadmap for identity checks. You negotiate and formalise contracts and service-level agreements to ensure vendor capabilities align with product needs. Manual effort per case is reduced through operations collaboration, so specialists handle complexity while automation handles scale. You define the configuration options that allow operations teams to streamline exceptions without engineering involvement. Requirements are translated into clear technical specifications so engineers can implement reliable and maintainable solutions. You use data rigorously to find journey leaks, quantify cost, and prioritise improvements that move core metrics. You own delivery together with engineering teams in a continuous rhythm, holding yourself accountable for what ships and its outcomes. You manage stakeholders to align operations, vendors, and institutional customers, communicating risks early through clear, concise writing. You work with compliance, legal, and risk teams to balance customer experience with regulatory obligations. You have managed third-party vendors as product dependencies, covering selection, integration, and ongoing performance. You represent the product credibly to external stakeholders, including institutional customers, vendors, and partners. You use AI in discovery, analysis, writing, and prototyping, and you can show where it has changed your output, not just your tooling.

Requirements

You bring 3+ years of product management experience in a regulated fintech, crypto, or financial services business. You have built products in onboarding, identity, KYC/KYB, compliance tooling, or an adjacent domain. You are technically comfortable where product meets integration, including vendor APIs, environment configuration, and how identity data moves between systems enough to make sound trade-offs with engineers. You use data rigorously to find journey leaks, quantify cost, and prioritise improvements. You own delivery together with engineering teams in a continuous rhythm, holding yourself accountable for what ships and its outcomes. You manage stakeholders to align operations, vendors, and institutional customers, communicating risks early through clear, concise writing. You work with compliance, legal, and risk teams to balance customer experience with regulatory obligations. You have managed third-party vendors as product dependencies, covering selection, integration, and ongoing performance. You represent the product credibly to external stakeholders, including institutional customers, vendors, and partners. You use AI in discovery, analysis, writing, and prototyping, and you can show where it has changed your output, not just your tooling.

Practical notes

The position requires South African residency rights. Typical interview steps

Product interviews often include a product sense round, an analytical round, and a behavioral round. Candidates may be asked to design a feature, prioritize a backlog, or estimate a metric. Some loops include a case exercise. Strong candidates show structured thinking and customer empathy. Interviewers want to see how you prioritize when everything matters. Walking through your decision criteria out loud is a strong habit in product interviews.

Good to know

Product managers in regulated fintech often bridge compliance, engineering, and operations to turn constraints into usable workflows. Identity verification, KYB, and screening rely on structured data and integration with external vendors and internal systems. Stablecoins and on-chain settlement are reshaping institutional finance, and identity infrastructure sits at the center of adoption. Toolchains typically include product analytics, workflow configuration, and API gateways to support configurable onboarding journeys. Success depends on balancing new feature development with the integrity of existing integrations and compliance processes.

Career growth

Product careers usually move from associate to product manager, then to senior, group, or director levels. Some people specialize in growth, platform, or enterprise products. Others move into general management. Success depends on shipped outcomes rather than shipped output. Product careers often reward generalists early and specialists later. Experience shipping measurable outcomes is the strongest signal for promotion.