Brian, Global Key Account Director at SUNRATE, engaged in one of his favourite pastimes — rock climbing.
At SUNRATE, we’re powered by people — individuals who bring a global mindset, deep industry expertise, and a shared passion for building intelligent financial infrastructure. In this edition of Faces of SUNRATE, we speak with Brian, our Global Key Account Director, who shares how his background in the travel industry has shaped his approach to client partnerships — and why he believes that trust, clarity, and consistency are key to long-term success.
Tell us a bit about yourself, Brian. What do you do at SUNRATE?
I lead SUNRATE’s global key account strategy, managing both direct clients—such as those using virtual commercial card (VCC) solutions—and institutional clients, including fintechs and other payment providers. My focus is on building long-term, value-driven partnerships across key markets like Europe, Southeast Asia, and the Middle East.
Outside of work, I have a strong passion for adventure sports—from kayaking and mountaineering to rock climbing. I’ve always believed in bringing that same energy into team bonding activities, which is why I suggested Krabi as the destination for one of our team-building trips last year, where we went kayaking together.
What drives you, personally and professionally?
Curiosity is a big driver for me—whether it’s exploring new technologies or understanding different cultural perspectives. Professionally, I’m motivated by solving complex challenges for clients. There’s something incredibly rewarding about co-creating solutions that don’t just address current needs but also support long-term growth and global expansion.
You’ve worked in travel industry environments. How have those experiences influenced your leadership or working style?
My background in travel—both as an entrepreneur and consultant—has taught me to see things from multiple angles, whether it's from an employee’s perspective or a management viewpoint. Many of my clients today are from the travel sector, and I’m able to empathise with their pain points and offer insights based on real-world experience.
That foundation has shaped how I lead: I focus on distilling complexity into clarity, asking the right questions, and aligning priorities across stakeholders. It’s about being strategic, but it’s also practical.
What’s one challenge you've faced at SUNRATE, and how did you overcome it?
One of the biggest challenges has been breaking into new markets with limited precedent. In many cases, I was the first point of contact, with minimal guidance. As SUNRATE is still relatively new in some regions, I had to build credibility from the ground up.
To overcome this, I sought advice from industry veterans—both within SUNRATE and through partners like Amadeus and Sabre. I leaned on my network, did my own research, and stayed persistent. Convincing clients who were initially hesitant took time—sometimes months—but by referencing partnerships with respected industry players and showing proven results, we earned their trust.
What’s next for you at SUNRATE?
We’re entering an exciting phase of growth. I’ll be focusing on strengthening relationships with our existing key accounts, expanding our footprint in untapped markets and continuing to drive SUNRATE’s vision of becoming the go-to global payments partner for businesses worldwide. At the same time, I’m also passionate about mentoring the next generation of client success leaders. Ultimately, I want to help shape a culture that is proactive in understanding and addressing client needs—one that leads with insight and initiative.