Q&A with Julie, Business Development Manager at TransferWise

Business DevelopmentLondon

Working with freedom and autonomy is sort of like being your own boss. My lead is more of a coach to me, and all the rest I do myself. If I feel I need their help, we talk, but they never check what I’m doing.

Why did you join TransferWise?

I had just finished a Master’s Degree in Finance and was looking to get a job in a FinTech. I’ve been an expat all my life, so when I came across TransferWise, I could really relate to the product. Hearing about the culture and values here, I knew it was exactly what I wanted. 

Coming straight out of university, I was attracted to the autonomous way of working. As a fresh graduate, you don’t just want to be told what to do, you want to have a real impact. TransferWise seemed so disruptive and I loved it.

In a nutshell, what do you do at TransferWise?

My role is to meet businesses around the world that are too big and complicated to self-onboard to TransferWise. I work directly with them to develop and deliver solutions that solve their payment pain-points. I manage the sales cycle end-to-end. From researching business verticals, pitching our value proposition, working with our Product teams on the tech integration to contracting and onboarding.

I love my job because we’re solving a real problem for global businesses today. In this role, I get to influence product change that then allows more businesses to self-serve, growing the number of businesses that TransferWise can support globally.

Business development in action

Have you done any other roles at TransferWise?

I was previously in the Partnerships and Affiliates team, where we pitched TransferWise to companies who would promote our products to their customers. The role focused on building strong relationships and exploring synergies with various companies, but it was an indirect sell. I wanted to get closer to our customers and to our products. Now I promote our solutions directly to the end customer.

What did you learn changing roles?

I learnt that there are endless opportunities at TransferWise. You can really shape your career here. I joined for the culture and have been able to navigate what best suits my skills and career ambitions. People here are very open to telling you about what they do. When I was figuring out what the best position for me would be, I chatted with 10 different people, getting to know what they do in their roles – and that’s when I met my new team!

What’s the biggest challenge working here?

You need to be very self-driven. Nobody’s telling you what you need to do. There’s so much flexibility to pick your projects, timelines and deliverables. You’re sort of your own boss here, so it can be a challenge to figure everything out on your own. Of course your colleagues are here to help and give feedback, but you need to wake up in the morning thinking you want to make a difference.

What’s the most interesting project you’ve worked on?

Being involved in building out the vision and strategy for the Business Development team. We’ve been working with lots of people in our different offices to help us better understand the business landscape in different markets. For example, what are the verticals and business practices in Asia? And then we’ve been developing our business solutions and awareness of our product in different markets. It’s been interesting to work on improving our knowledge regionally through our own employees and internal resources. It’s been a real team effort.

Most interesting place you’ve used your TransferWise card?

In the Colombian Amazon! My whole family has the card, and we were all using it on our trip to Colombia. It was funny when we were splitting a bill, and there were four bright green cards on the table.

Tell us about a time you disagreed with your lead and why

In my previous role there was a partnership we really wanted to close, but it was a new, unproven type that we hadn’t done before. My lead was unsure of the area as we knew we had more well-tested things that we could focus on. But I really wanted to explore the idea. The beauty of TransferWise is that I was able to dedicate some of my time to the partner as a test. In the end, the partnership worked out really well, and I was able to show the data to my lead and go full steam ahead with this new type of partnership.

What’s the craziest thing you’ve done at TransferWise?

Escaping an abandoned textile factory in the middle of the night, at the Estonian-Russian border, during Summer Days 2018.