Principal Partnerships Manager

At Remitly, we believe everyone deserves the freedom to access, move, and manage their money wherever life takes them. Since 2011, we've tirelessly delivered on our promise to customers sending money globally, providing secure, simple, and reliable ways to manage their money, ensuring true peace of mind. Whether it's supporting loved ones back home, growing a business across continents, or pursuing new opportunities abroad, we're not just here to move money - we're here to move our global customers forward. About the role: We are hiring a Business Development Manager to help build the next phase of Remitly's partnerships ecosystem. You will be responsible for identifying, developing, and closing new B2B partnerships that leverage Remitly's global payments infrastructure. You will work across marketplaces, gig and workforce platforms, fintechs, banks, wallets, financial institutions, and other businesses that need reliable cross-border payment and mass payments capabilities. This is a consultative enterprise sales role. You will sell more than a product - you will help prospective partners understand how Remitly's rails, regulatory infrastructure, FX capabilities, and global reach can become part of their own product and payments strategy. What You Will Do Build and manage a qualified pipeline of strategic B2B opportunities. Identify and develop new prospects across marketplaces, gig economy and workforce platforms, fintechs, banks, EORs, and other businesses with cross-border payment and mass payments needs. Own the sales process from prospecting and qualification through commercial negotiation and close. Develop strong relationships with senior decision-makers across payments, product, finance, operations, treasury, and executive leadership. Understand a prospect's business model, payment flows, customer needs, target markets, and growth plans and translate those needs into a compelling Remitly partnerships solution. Partner with Product, Compliance, Legal, Treasury, Operations, and other internal teams to develop commercially viable solutions. Bring compliance, licensing, flow-of-funds, and operational considerations into partner conversations early enough to shape viable deals. Build business cases, commercial proposals, pricing models, and partnership structures in collaboration with the GM. Manage complex, multi-stakeholder sales cycles with multiple decision-makers and competing priorities. Negotiate commercial terms and drive opportunities to signed agreements. Maintain accurate pipeline forecasts, deal stages, next steps, and expected revenue/volume. Work closely with Strategic Account Management to ensure a smooth transition from signed agreement to implementation and live volume. Develop repeatable sales approaches, messaging, and playbooks. Represent Remitly partnerships at industry events and build a strong network across the payments ecosystem. What We Are Looking For 5-10+ years of B2B business development, enterprise sales, partnerships, or payments experience, with a demonstrated track record of closing complex partnerships. Experience selling payments, financial infrastructure, fintech, banking, SaaS, or related technology solutions. Strong understanding of cross-border payments, money movement, or payment infrastructure. Experience navigating complex enterprise sales cycles involving multiple stakeholders. Demonstrated ability to source opportunities rather than relying exclusively on inbound leads. Strong consultative selling skills and the ability to understand a customer's business before positioning a solution. Commercially sophisticated; comfortable discussing pricing, economics, payment flows, and business cases. Comfortable partnering with Legal, Compliance, Product, Operations, and technical teams throughout the sales process. Excellent executive communication, presentation, negotiation, and relationship-building skills. Highly self-directed and comfortable operating in a developing business with evolving processes. Strong analytical and organizational skills with disciplined pipeline management. Preferred Existing relationships with marketplaces, gig/workforce platforms, fintechs, banks, wallets, or other companies with cross-border payment needs. Experience selling cross-border payments or mass payments infrastructure. Experience with API-based payments or embedded financial services. Experience selling into multiple geographies. Experience working with compliance, licensing, treasury, or flow-of-funds considerations. This Role Is Not For You If you are primarily a transactional seller looking for a high-volume, short sales-cycle environment. You rely on inbound leads and are uncomfortable building your own pipeline. You prefer to sell a standardized product without understanding the customer’s underlying business or payment flows. You are uncomfortable navigating complex internal stakeholders and ambiguous deal structures. You hand off a deal immediately after signature without caring about whether it ultimately launches and generates volume. Why Remitly Partnerships You will be joining a business with the infrastructure, global reach, and regulatory foundation of a scaled public company - while having the opportunity to help build a new B2B growth engine. The partnerships you close will put Remitly’s cross-border payment capabilities directly into the products and experiences of businesses around the world. Compensation Details The starting base salary range for this position is typically $184,000-230,000. In the U.S., Remitly employees are shareholders in our Company and equity is part of our total compensation plan. Your recruiter can share more information about medical benefits offered, as well as other financial benefits and total compensation components offered with this role. Benefits Flexible paid time off Health, dental, and vision + 401k plan with company matching Paid parental, medical, military and family care leave Mental Health & Family Forming Benefits Employee Stock Purchase Plan (ESPP) Continuing education and travel benefits Our Connected Work Culture Driving Innovation, Together At Remitly, we believe that true innovation sparks when we come together. Our "Connected Work Culture" fosters dynamic in-person collaboration, where ideas ignite and challenging problems find solutions faster. For corporate team members, we have an in-office expectation of at least 50% of the time monthly, typically achieved by coming in three days a week. This creates consistent, meaningful overlap that supports team norms and business needs. Managers also have the flexibility to set higher expectations based on their team's specific needs. These intentional in-office moments are vital for deepening relationships, fueling creativity, and ensuring your impact is felt where it matters most. At Remitly, we are dedicated to ensuring that our workplace offers equal employment opportunities to all employees and candidates, in full compliance with applicable laws and regulations. We are committed to nondiscrimination across our global organization and in all of our business operations. Employment is determined based upon personal capabilities and qualifications without discrimination on the basis of race, creed, color, religion, sex, gender identification and expression, marital status, military status or status as an honorably discharge/veteran, pregnancy (including a woman's potential to get pregnant, pregnancy-related conditions, and childbearing), sexual orientation, age (40 and over), national origin, ancestry, citizenship or immigration status, physical, mental, or sensory disability (including the use of a trained dog guide or service animal), HIV/AIDS or hepatitis C status, genetic information, status as an actual or perceived victim of domestic violence, sexual assault, or stalking, or any other protected class as established by law. Remitly is an E-Verify Employer. Remitly is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees Remitly is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Remitly is a leading digital financial services provider for immigrants and their families in over 170 countries around the world. Remitly helps immigrants send money home in a safe, reliable and transparent manner. Its digitally-native, cross-border remittance app eliminates the long wait times, complexities and fees typical of traditional remittance processes. Building on its strong foundation, Remitly is expanding its suite of products to further its mission and transform financial services for immigrants all around the world. #J-18808-Ljbffr Remitly, Inc.