Flexible Work & Competitive Pay: Keys to Talent Retention

Commercial Roles in High Demand – Insights from Lisa Gambino, Senior Payments Recruiter

As we progress through 2026, commercial hiring in fintech is gaining renewed momentum. Companies across Europe are sharpening their focus on revenue‑driving roles, leadership capabilities, and operational readiness as they navigate an increasingly competitive landscape.

“We’ve seen a strong rise in demand for Business Development Managers and Partner Acquisition Managers,” says Lisa Gambino, Senior Payments Recruiter at PaymentGenes. “Both early‑stage startups and established players are expanding or restructuring to increase their market impact.”

Strategic Roles Expected to Dominate in 2026

While technical talent remains essential, fintechs reaching post‑product maturity are prioritising roles that ensure scalability, compliance, and commercial growth. According to Lisa, three categories stand out:

• Compliance – critical for navigating evolving financial regulations
• Finance – senior accounting, FP&A, and reporting roles to support resilience
• Business Development – driving partnerships, revenue, and market expansion

“These roles increasingly sit at ‘Head of’ or Director level, reflecting the need for leadership with both strategic and regulatory awareness.”

Sectors Accelerating Growth in 2026

Fintech continues to diversify, with several sectors standing out for rapid expansion:

• Payment orchestration platforms – addressing increased payment complexity
• Embedded finance – gaining traction as adoption broadens across industries
• Crypto & digital asset services – maturing and scaling faster, creating niche hiring needs

These emerging areas are shaping new types of commercial and operational roles.

Hiring Challenges Companies Must Navigate

Lisa sees two main friction points as fintech hiring accelerates in 2026:

1. Salary Expectations vs. Offers

Some companies continue to aim for top‑tier talent while maintaining outdated compensation structures.
“Candidates notice misalignment immediately, and it affects trust,” she notes.

2. Flexibility Requirements

Return‑to‑office mandates remain a dealbreaker for many professionals.
“Two days in the office is manageable, but three or four often leads to talent loss. Flexibility has become a critical competitive advantage.”

Candidate Expectations in 2026: Compensation, Flexibility & Clarity

Candidates have become more selective, seeking:

• Competitive total compensation packages
• Equity or stock options, especially in startups and scale‑ups
• Remote-first roles or hybrid models capped at two office days per week

Recommendations for 2026

For Hiring Companies: Transparency & Speed Matter More Than Ever

To secure top commercial talent, companies should:

• Be transparent about salary, expectations, flexibility, and process
• Avoid long hiring cycles — multi‑stage processes increase drop‑offs
• Stay competitive and avoid lowball offers that undermine trust
• Invest in retention to reduce costly turnover later in the year

For Candidates: Clarity, Goals & Measurable Impact

Professionals aiming to grow in 2026 should:

• Set clear career goals—advancement, upskilling, or pivoting
• Highlight measurable achievements with numeric outcomes
• Prioritise industry‑recognised qualifications (ACCA, CIMA, ICAEW in finance; formal certifications in compliance)
• Enter hiring processes with clear intent to avoid mismatched expectations

“Too many commercial candidates still overlook numeric wins on their CVs—these make a real difference.” Lisa emphasises the importance of professionalism on both ends: delays, ghosting, or miscommunication can harm both employer brands and candidate credibility.

About the Report

This interview is part of the PaymentGenes Salary & Hiring Trends Report, developed in collaboration with MPE. The report combines detailed salary benchmarks with direct insights from industry recruiters, offering companies and candidates a data‑driven view of the current and future state of fintech hiring.

👉 Download the full report to access benchmark salaries, role‑specific insights, and expert guidance for navigating today’s fintech job market.