Ryan Glancy
Tonbridge,Kent
Summary
Demonstrated success in leadership, sales, client management, and partnerships, with a consistent record of achieving results. Extensive experience in both large corporate environments and high-growth startups driving complex commercial negotiation and strategy execution to drive measurable outcomes. A team player with a positive outlook and strong interest in people development.
Overview
22
22
years of professional experience
3
3
years of post-secondary education
Work history
Senior Director - Account Development
Cloudpay
2023.02 - 2026.04
- Created and led a new account development team to drive upsell revenue to an Enterprise customer base.
- Generated over $60m in new ARR from payroll services, global payments, earned wage access and FX products.
- Built an end-to-end growth strategy, implemented new internal processes and built a tailored value proposition.
- Complex global negotiations and successes with Boeing, S&P Global, Expedia, Air BnB, and London Stock Exchange.
- Working closely with key partners like Workday and Visa, Ebury, Navro and Wise.
- Reporting to the Chief Revenue Officer providing regular detailed forecasts and updates to shareholders.
UK Country Manager
Biller- Banking Circle Group
2022.04 - 2023.02
- First person on the ground in UK setting strategy for B2B BNPL including targets, culture and hiring team of 6.
- Signed key E Commerce integration partnerships (Big Commerce and Shopwired) and distribution deals with PSPs.
- Signed over £35m in Biller volume in less than 12 months.
- Regular speaker at events (Including Financial Times Global Banking Summit) as a thought leader for B2B payments.
Director of Growth
Openpay Plc
2020.01 - 2022.04
- Reported to UK CEO and built E2E growth strategy and teams for UK brand launch following ASX listing in Nov 2019.
- Led full growth process including SDR, Integration, Business Development, Partnerships and Customer Success.
- From a standing start we achieved £40m in online transaction volume in Year 1 and £75m in Year 2 including key retail accounts such as JD Sports, HUT Group, Ideal TV and Monsoon.
- Signed over 25 new distribution partnerships across PSP’s (FIS, Amex and Checkout.com), E Commerce providers (Shopify, Woo Commerce and Big Commerce) and specialist software providers.
- Launched full digital onboarding process with embedded KYC for new customers.
- Launched exclusive in store product with healthcare partner “Software of Excellence” in Oct 2020. This delivered on average around 100 signed dental practices per month.
Head of Enterprise Sales and Customer Success
Dojo Payments
2019.01 - 2020.01
- Built a new sales team, strategy and value proposition to grow Enterprise merchant accounts and revenue.
- Hired and managed team of 5 Enterprise BD’s to secure over £150m in incremental business turnover in 12 months.
- 100% Enterprise portfolio growth achieved across all sales channels from 1,000 accounts to 2,000 in 2019.
- Implemented commercial agreements with software and EPOS partners to accelerate growth and lead generation.
- Personally negotiated contracts with Heineken pub group and Henry Schein worth over £35m in card volume each.
- Hired customer success team of 12 members and set metrics for success based on NPS, revenue and retention.
- Implemented new merchant on boarding process creating operational efficiencies and improved customer satisfaction.
- Built new merchant contracts to meet Enterprise requirements including Interchange ++ pricing and growth incentives.
- Implemented new CRM tools to improve reporting and relationship management capabilities.
Bank Partnerships– Middle East and North Africa
American Express (GNS)
2016.05 - 2019.01
- Supported execution of all shareholder related matters and developed strategic growth across the region.
- Leveraging global best practices to drive business across two JV partners’ covering 20 markets and $4Bn in revenue.
- Full P&L visibility across card issuing and acquiring on consumer, merchant and corporate business.
- Secured B2B cross border corporate payments opportunity between “ABM” and “Apple Inc.” Deal worth up to $300m.
- Built acquiring strategy and new merchant pricing in Saudi Arabia, UAE and Bahrain.
- Drove 25% more Amex coverage and $175m in new billings from SME’s and Enterprise clients including Al-Futtaim group (Ikea, Nike & Toyota)
- Collaboration and negotiation with multiple teams to build business case and launch a new “Saudia Airways” Co-Brand card.
- Key benefit included automatic silver tier status after 1st international flight. Billings exceeded $50m in year 1.
- Led tender and presented to board executives at Emirates and Qatar Airways for a co brand Amex card proposition.
- Negotiated and launched 3rd party acquiring agreements with national banks in Middle East (QNB) and regional aggregators (Pay Fort) to accelerate growth in heavily regulated and higher risk markets.
- Coordinated technology teams to negotiate costs, develop solutions and launch Contactless, Apple Pay, Samsung Pay, BNPL and “Pay with Points” functionalities across UAE.
Client manager / Team Leader for Travel, Hospitality and Everyday spend portfolio
American Express (GMS)
2013.06 - 2016.05
- Largest portfolio of clients in UK management team including Eurostar, Easyjet, Air B&B, Thomas Cook, McDonalds, Pizza Express, Firmdale Hotels, Maybourne Hotel Group, ATG Theatres and Manchester United FC.
- Total personal portfolio annual volume worth over £1B. 100% client retention. 140% growth target achieved.
- New card acceptance agreements signed with 15 major accounts including Thomas Cook, Eurostar, Pret a Manger and Casual Dining Group. Negotiated contract volumes worth over $2bn.
- Managed 2 direct reports and coached both to a promoted role.
- Introduced NPS committee to improve client satisfaction. The UK improved from a +2 score in 2012 to +50 in 2015.
- Managed strategic relationships across Insurance and Pharmaceutical industries including RBS Insurance, Admiral Group, Bupa, Superdrug and Boots Ltd. Total portfolio volume worth over £500m in transaction volume.
- Boots agreement negotiated to enable Amex contactless payments at over 800 retail sites nationwide.
Bank Partnerships UK– Merchant Services
American Express (GMS)
2010.12 - 2013.06
- Managing 3rd party bank partner merchant sales relationships with Elavon and FDMS (First Data).
- FDMS increase in Amex volume up 80% in 2011 generating £40m in new business volume from SME’s
- Negotiated updates and liaised with legal teams to draft all PSD 1 regulation requirements into bank partner contracts.
- Implemented first UK outsourced partner model for merchant recruitment and management.
- Launched “back book” sales campaigns with HSBC and Barclays adding over 10k new merchants to the network and £60m in new billings.
National Sales Manager
American Express (GMS)
2007.10 - 2010.12
- Business sales manager in Central London, acquiring merchants. $5.2m new business achieved in 2009 (91% target). $10.5m achieved in 2010 (161% target). Signed HR Owen, Mercedes Benz, Volvo, Superdry and Yo! Sushi.
Business Development Manager
Iron Mountain Europe Ltd
2006.08 - 2007.09
- Detailed contract negotiation and consultative commercial sales at board level for data protection and off site storage.
On-Trade Field Sales
Philip Morris International
London
2004.05 - 2006.07
- Negotiating contracts with restaurants, hotels, bars and clubs for Marlboro brand visibility.
- Signed agreements for branding and VIP hospitality at Formula 1, Isle of White Festival, and London Fashion week.
Education
LPC - Law
College of Law
London 2003.09 - 2004.06
LLB degree - Law
University of Southampton
Southampton 1999.10 - 2002.06
Skills
- Executive decision-making
- Board engagement
- Sales strategy
- Cross-selling strategies
- Strategic leadership
- Team building
- Revenue generation
Accomplishments
- Visa Partnership award given in 2024 recognizing my work at Cloudpay for driving a Global "Earned Wage Access" strategy.
- Appreciation award presented for outstanding services to American Express’ Joint Ventures in the Middle East 2016-2018.
- Graduation from American Express Harvard leadership academy and President’s award for highest sales performance 2011-12.
- Won a College of Law presentation competition at the House of Lords judged by the Attorney General.
References
References available upon request.
INTERESTS AND ACHIEVEMENTS
- Founder and non-exec director for Zaura. Zaura was a mobile payments platform for SME’s using QR code technology.
- Raised £5,000 for Children with Leukemia by running the 2005 Flora London marathon.
- I play Football, Golf and Tennis and in 1999 captained Great Britain in the U.S Junior Open Real Tennis finals held in Philadelphia. I like to spend time with family but also enjoy travelling to new places and playing drums in a rock band.
Timeline
Senior Director - Account Development
Cloudpay
2023.02 - 2026.04
UK Country Manager
Biller- Banking Circle Group
2022.04 - 2023.02
Director of Growth
Openpay Plc
2020.01 - 2022.04
Head of Enterprise Sales and Customer Success
Dojo Payments
2019.01 - 2020.01
Bank Partnerships– Middle East and North Africa
American Express (GNS)
2016.05 - 2019.01
Client manager / Team Leader for Travel, Hospitality and Everyday spend portfolio
American Express (GMS)
2013.06 - 2016.05
Bank Partnerships UK– Merchant Services
American Express (GMS)
2010.12 - 2013.06
National Sales Manager
American Express (GMS)
2007.10 - 2010.12
Business Development Manager
Iron Mountain Europe Ltd
2006.08 - 2007.09
On-Trade Field Sales
Philip Morris International
2004.05 - 2006.07
LPC - Law
College of Law
2003.09 - 2004.06
LLB degree - Law
University of Southampton
1999.10 - 2002.06