Product Manager - Institutional Onboarding & Verification

About us: Luno has spent over a decade making digital assets safe to own. Since 2013, we've helped millions of people across more than 40 countries buy, store and invest in crypto, working with regulators in every market and holding all customer crypto 1:1. That discipline built the licences, banking relationships, custody and compliance machinery that the next era of this market will run on The financial system is moving on-chain. Stablecoins are the only digital asset class operating at institutional scale today, and while 98% of supply is dollar-pegged, roughly half of global payment flows are not. That gap is the opportunity, and it is largest in exactly the markets Luno has spent twelve years building in. About the team: You will join the Product Management team building Luno’s institutional business: the activation, digital asset account infrastructure and issuance products that let businesses, institutions and partners operate on the rails Luno has spent over a decade building. The portfolio spans Luno Institutional and BlockTower, the group’s stablecoin issuance business. The role in a nutshell: You will own how businesses and institutions get access to Luno, and to everything built on Luno’s rails. Whatever door a customer comes through, whether it’s institutional, a partner’s brand, or another business line in the group, your job is to make access fast, trusted and configurable. You will run onboarding and verification as a single platform: one machine, configured per business line and per region, where each business line owns its own risk appetite and due diligence policy and you own everything that executes it. You will sit with institutional customers to understand where onboarding loses them, work directly with verification vendors, and treat evolving regulators’ requirements as design inputs rather than blockers. You’re joining the team that built and maintains Luno’s entire identity verification system across all markets for retail and institutional customers and will need to carefully balance how we build new features, while maintaining the integrity of our existing integrations and processes. Your mission will be: Own the business and institutional onboarding platform end-to-end: KYB, verification, screening, periodic refresh, and the journey from first application to first transaction Configuration per business line: Luno Institutional and BlockTower each carry their own CDD standards and risk appetite, in segregated environments, on the platform you own Measure time-to-onboard and abandonment: find where institutions drop out, discover why, and design the changes that fix it Own the relationship with verification vendors: integration, performance, cost and our roadmap Extend the platform to multi-region and global onboarding: working with legal, risk and country teams to turn a regulatory position into a compliant product Partner with our operations teams: reduce manual effort per case, so specialists handle the complex work and automations handle the rest A little about you: You have 3+ years of experience as a Product Manager in a regulated fintech, crypto or financial services business You have built products in onboarding, identity, KYC/KYB, compliance tooling or an adjacent domain You are technically comfortable where product meets integration: vendor APIs, environment configuration, and how identity data moves between systems, in enough depth to make good trade-offs with engineers You are rigorous with data: you can find where a journey leaks, quantify what it costs, and prioritise accordingly You own delivery, not just definition: you work with engineering teams in a continuous rhythm and hold yourself accountable for what ships and what it achieves You manage stakeholders as a craft: keeping operations, vendors and institutional customers aligned, communicating risks early, and garnering support through clear, concise writing You work well with compliance, legal and risk teams, and you can hold a p…