🇨🇳 Shenzhen + willingness to travel (on the ground, in-market)
💰 Competitive (incl. equity)
About Zuba
Careers @ Zuba
About the role
China is Zuba's most important corridor. We're looking for a GTM Lead to own it on the ground.
Chinese exporters lose money on FX every time they collect from emerging markets, especially Africa, through layers of banks, aggregators and offshore fintechs. Zuba replaces that chain with one licensed counterparty that collects locally and settles same day, in fiat. Today we settle Chinese exporters in USD, and a direct Alipay integration adds CNY payouts to mainland consumer wallets.
You'll be Zuba's commercial presence in China: the person in the room with exporters, trading companies and payment institutions, taking them from first conversation to signed contract to live settlement. Alongside winning clients, you'll build the institutional relationships the corridor runs on. In the medium term that means partnerships with licensed Chinese payment institutions and a first infrastructure financing mandate. In the long term it means an anchor Chinese bank relationship, like the one we are already building with a US bank, covering rails for Chinese exporters and strategic infrastructure projects in East Africa and Asia that Zuba originates for the bank to finance.
There's no team to inherit and no playbook to follow. You'll work directly with the founders and build the China function from zero.
What you'll do
- Win Chinese exporters, in person. Originate, qualify and close exporters and trading companies selling into Africa and other emerging markets. Run discovery on how they collect today, show what the FX chain is costing them, and drive each deal through pricing, KYB and onboarding to first live settlement.
- Build the China GTM motion 0 to 1. Decide which export hubs, sectors and channels we go after first, and in what sequence. Set up the prospecting, qualification and activation process, document what works, then hire and lead the team as we grow.
- Partner with licensed Chinese payment institutions. Identify, negotiate and activate partnerships with licensed payment institutions and cross-border platforms that put Zuba's collection rails in front of their exporter base.
- Build towards an anchor Chinese bank. Open and deepen relationships with Chinese banks, with the goal of one anchor relationship covering exporter rails and infrastructure finance.
- Close a first infrastructure financing mandate. Work with the founders to bring strategic infrastructure projects in East Africa and Asia, originated by Zuba, to Chinese financiers, and take the first one to a signed mandate.
- Be Zuba's face in China. Represent us with exporters, trade associations, chambers of commerce, banks and at the trade fairs that matter. Bring structured feedback on why deals are won or lost back into product and pricing.
- Work cross-functionally. Coordinate with compliance on KYB, with treasury on corridor capacity and FX, with engineering on the CNY payout flows, and with our Hong Kong entity as its licensing progresses.
Who you are
- You've sold financial products to Chinese businesses. 3+ years in B2B sales or business development in cross-border payments, trade finance, FX or banking, selling to Chinese exporters, trading companies or the institutions that serve them. You've run full cycles yourself and closed deals that required navigating compliance and onboarding.
- You're based in mainland China and already in the market. You have a live network among exporters, trading companies, payment institutions or banks, and you win business face to face.