Principal Partnerships Manager

Job Description: 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. We’re looking for builders, reimaginers, and global thinkers who want to work at the intersection of technology, trust, and transformation. If that’s you and you’re ready to do the most meaningful work of your career – we invite you to join over 2,800 passionate Remitlians worldwide who are united by our vision to transform lives with trusted financial services that transcend borders. About the role We’re hiring a Principal Partnerships Manager to own deal origination and execution across two sides of our ecosystem. You’ll build pipeline, run complex multi-stakeholder deals, and close agreements that drive real payment volume across both sender-side (embedding Remitly into financial platforms) and receiver-side (becoming the preferred payout rail for marketplaces, EOR platforms, and regional wallets) motions. What You’ll Do Sender-Side Partnerships Identify, pitch, and negotiate partnerships with SMB financial platforms – AP tools, spend management, accounting software – where cross-border payment is a product gap. Structure commercial terms covering volume thresholds, revenue share, and API integration SLAs. Build relationships with commercial and digital-first banks (UK, Europe, US) that serve SMBs but lack deep EM corridor infrastructure. Navigate complex procurement and compliance processes across product, treasury, legal, and risk stakeholders. Receiver-Side Partnerships Close disbursement partnerships with gig and freelance platforms that have high concentrations of EM-based workers, tying commercial terms to payout volume and account activations. Own the EOR and payroll vertical: source and close disbursement API partnerships with global EOR and contractor management platforms; build pipeline across staffing and outsourcing providers with EM contractor bases. Deepen receive-side rail partnerships with regional wallets and neobanks in priority corridors: Pakistan, Philippines, Bangladesh, Colombia, Nigeria, Kenya, and others. Deal Execution Own the full deal cycle: origination through contract execution and early partner success. Coordinate across Legal, Compliance, Finance, Product, and Engineering to keep deals moving. Maintain a stage-gated CRM pipeline with accurate forecasting; contribute to a scalable partnership playbook. Help define how the team operates — contributing to frameworks, deal structures, and partnership principles that others can learn from and build on. What You’ll Bring 8+ years in business development, partnerships, or B2B sales with majority in fintech, payments, or financial services. Proven track record closing B2B commercial agreements with product or API integration components. Direct experience with at least one of: SMB financial platforms, digital/commercial banks, EOR/payroll platforms, or freelancer/gig marketplaces. Working knowledge of cross-border payment rails (ACH, SWIFT, FX, local disbursement) and the EOR/payroll ecosystem. Strong commercial instincts: ability to construct and evaluate deal economics including rev share and volume commitments. High independence, structured communication, and a builder’s mindset – the playbook doesn’t fully exist yet. Warm network in partner categories actively exploring cross-border payout upgrades. Prior experience at a global payroll or EOR platform (Deel, Remote, Rippling, etc.). Experience with receive-side disbursement partnerships or API-first BD deals. Ability to influence without authority – you naturally bring people along, whether it’s a cross-functional stakeholder or a junior teammate looking for guidance. Comfortable operating as a force multiplier: you make the deals around you better, not just your own. This Role Isn’t For You If: You come from enterprise SaaS without fintech depth, prefer inbound-heavy or SDR-supported motions, or are primarily a relationship maintainer rather than a deal closer. Compensation Details The starting base salary range for this position is typically $168,000-210,000. 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. #LI-Hybrid Our 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. #J-18808-Ljbffr Remitly