Strategic Onboarding Manager

About the role

As a Strategic Onboarding Manager at Equals, you will play a pivotal role in assessing high-risk and complex customer relationships, ensuring they align with the firm’s risk appetite and regulatory requirements. This role is onboarding-focused, meaning you will be directly involvedwith onboarding a wide range of different customers operating primarily in the financial services sectors.

You will be responsible for conducting high-level risk pre-assessments, enhanced due diligence and customer meetings & visits on prospective customers, and making decisions on whether to approve their applications.

This role requires a strong risk mindset, deep regulatory knowledge, and the ability to influence decision-making at all levels of the business.

About you

We believe that certain skills are essential in order to be successful in this role and these are detailed below. You may not have all the other skills we have outlined as desirable; we

understand that and will still welcome your application. We will carry out individual interviews for shortlisted candidates and assess who is best suited for the role after we have discussed everything with you.

Responsibilities

• Conducting Enhanced Due Diligence on a wide range of different financial institution

customers’ applications, both UK-based and overseas. This will include verifying the

customer has sufficient AML controls, through documentation, desktop reviews and on-

site visits.

• Conducting high-level risk pre-assessments of prospective customers that fall outside

Equals’ standard risk appetite criteria, ensuring accurate risk evaluation before

onboarding.

• Conducting suitability assessments with prospective customers, to ensure they are

being onboarded under an appropriate model - this includes Whitelabel, EMD Agent

and BIN Sponsorship models.

• Present risk-based assessments to the Head of Strategic Onboarding and the Group

Head of Onboarding, providing clear and well-documented recommendations on the

viability of new customer relationships.

• Attend customer meetings and site visits for both existing and prospective clients, to

verify business substance, operational legitimacy, and AML controls/processes

• Support the wider Onboarding teams throughout the customer onboarding journey,

offering advisory support.

• Provide guidance to commercial teams on how to appropriately support complex clients

and businesses operating within higher-risk sectors and jurisdictions.

• Work closely with Sales, Account Management, and first-line teams, advising on new

business opportunities, ensuring alignment with Equals’ risk appetite, and declining

unsupportable cases.

• Attend industry expos and networking events alongside Sales teams, providing risk-

based insights on new client relationships and business opportunities

• Mentoring and supporting the development of more junior colleagues within the

Onboarding teams.

• Contributing to the development and enhancement of internal Enhanced Due Diligence

guidance documents, questionnaires and acceptance criteria manuals.

• Deputising for the Head of Strategic Onboarding when required.

Essential Skills

• Strong risk assessment and analytical skills, with the ability to evaluate complex client

structures, financial models, and risk profiles.

• In-depth knowledge of KYC, AML, EDD, and regulatory requirements, particularly

relating to high-risk sectors, jurisdictions, and complex business models.

• Experience in complex client onboarding, including financial institutions.
• Ability to interpret financial crime risks and effectively communicate these risks to

stakeholders.

• Strong communication and presentation skills, with the ability to present risk-based

decisions to stakeholders.

• Confidence in leading client meetings and site visits, and attending industry expos.
• Strong decision-making abilities, particularly in making risk-based decisions.
• Collaborative approach to working with cross-functional teams, including Compliance,

Financial Crime, and Account Management.

• High level of accuracy in documentation, audit trails, and reporting, ensuring

transparency and accountability in risk decision-making.

Preferred Qualifications:

• 3+ years of experience in onboarding within the Payments industry, including financial

institutions

• Experience of onboarding or overseeing EMD Agent and BIN Sponsorship customers
• Certification in AML/KYC (e.g., ICA, ACAMS) is highly desirable
• Experience with onboarding and compliance management systems
• Experience of onboarding customers operating within the cryptocurrency sector.