Business Development (Embedded Finance) Lead

Why join us the company is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, the company enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. the company’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on the company, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek. Working at the company allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career. Business Development (“BD”) at the company The primary focus of the BD team is to drive growth of the company’s Embedded Finance platform. We are the company’s Zero to One team, responsible for originating, launching, and scaling partnerships that drive nonlinear corporate card spend. This can include new vertical and market exploration, embedded distribution models, and other strategic bets. We are responsible for strategy, sourcing, negotiation and cross-functional leadership throughout the partner lifecycle. Every member of our team directly impacts our bottom line as we work closely with infrastructure and application partners (*Mastercard, Netsuite, Oracle, Coupa, etc.*) to drive non-linear growth in revenue. In the past twelve months, our BD business has experienced immense growth, with 200% YoY increase in volume through our partners. This growth underscores the significant potential of embedded payments and highlights our technology's growing appeal, making platforms the fastest-growth pillar within the company. What You’ll Do As a Senior Manager, Business Development you will help generate revenue for the company by developing a pipeline of partners and then executing on a go-to-market strategy for several anchor partners to drive card volume. You will combine prior experience in partnerships/channel sales with the unique technology, partnerships and market opportunity at the company. Some of our engagement models include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product/Engineering, Sales, Product Marketing, Legal and other teams. This is a full-stack BD role - you will lead the entire partnership lifecycle from sourcing and contracting through to product integration and activation of the first 50 customers. You’ll collaborate cross-functionally to structure bespoke embedded payment solutions, develop joint go-to-market plans, and ensure the company’s platform is deeply embedded in our partners' workflows. This role is ideal for an ex-founder or high-agency operator with both product and go-to-market instincts, who thrives in ambiguity and wants to build something zero to one. Some of our engagement models include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal and other teams. Where You'll Work This role will be based in our San Francisco office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work! Responsibilities Proactively identify and source net-new partners while expanding existing partner relationships through end-to-end execution (sourcing, business case creation, legal contracting, product integration, and early customer activation) Develop strategies for partner acquisition and expansion, identifying new verticals, market segments, and GTM pathways to support the company’s “bend the curve” growth goals Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing teams to launch complex integrations and activate early usage Navigate ambiguity, distill complexity into actionable decisions, and take initiative in new, undefined opportunity areas Transition-activated partnerships to scaled go-to-market execution and performance tracking in collaboration with AE teams Support the company’s growth into strategic customer segments through targeted partnerships instead of fixed vertical ownership Operate like a founder with ownership across strategy, documentation, integration execution, and driving impact Requirements 6+ years of experience in strategic partnerships, product partnerships, or enterprise sales in B2B industry, preferably at a high-growth startupProven track record of revenue responsibility, exceeding quota targets and achieving strategic objectivesProven ownership of the full engagement lifecycle from discovery, scoping, pricing, contracting, and delivery with accountability of results High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments Comfortable managing multiple workstreams in a fast-paced, constantly evolving environment while maintaining clarity and focusBusiness acumen spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the businessSelf-starter with a drive to win by serving customers and growing revenue Up to 25% travel required Bonus Points Ex-Founder experience or hybrid backgrounds combining strategy, product, and GTMFintech or embedded finance experienceExperience integrating financial products into SaaS or workflow platformsBackground in management consulting with operating experience in startups Compensation The expected OTE range for this role is $226,000 - $282,500. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package. #J-18808-Ljbffr United States Digital Space LLC