Director, Strategic Business Development – Fintech & Payments

About this role

<div class="content-intro"><h3><strong>About Engine<br></strong></h3> <p>At Engine, we’re transforming business travel into something personalized, rewarding, and simple. For too long, managing travel and spend has been overwhelming and fragmented — we’re here to change that. We believe the future of travel should be seamless and powered by technology that delights customers at every step. That’s why we’re building a platform that brings together corporate travel, a powerful charge card, and modern spend management in one place.</p> <p>To make this vision real, we’re looking for exceptional, mission-driven people to help redefine how businesses manage and experience travel.</p> <p>More than 30,000 companies already rely on Engine to support over 1 million travelers and billions in annual bookings each year. Cash flow positive with rapid growth, we pair exclusive Engine-only rates, industry-leading rewards, and intelligent automation to help businesses save money while delivering world-class personalization and convenience.</p> <p>Backed by Telescope Partners, Blackstone, and Permira, Engine has been recognized as one of the fastest-growing travel and fintech platforms in North America, with honors including the Deloitte Fast 500 and Built In’s Best Places to Work.</p></div><p>Engine is redefining how businesses experience travel — and the strategic partnerships that power our growth are central to that mission. As Director, Strategic Business Development – Fintech & Payments, you will own our most consequential Fintech & Payments partnerships from first conversation through long-term scale. This is a full-cycle role: you source it, negotiate it, close it, and grow it. You will build deep executive relationships across the Fintech & Payments landscape, structure complex high-value deals, and ultimately build and lead a team beneath you as this vertical scales. If you thrive at the intersection of strategic thinking and relentless execution — and you want to build something that matters at a category-defining company — this is your role.</p> <h3><strong>What You'll Do</strong></h3> <ul> <li><strong>Full-Cycle Partnership Ownership: </strong>Own the end-to-end lifecycle for Fintech & Payments partnerships — from initial outreach and qualification through negotiation, close, onboarding, and long-term growth. You bring it in, you scale it.</li> <li><strong>Pipeline Development: </strong>Identify, qualify, and build a high-value pipeline of Fintech & Payments partnerships, each with the potential to reach $100M+ in annual volume. Manage a named account list, tier opportunities strategically, and self-source with creativity and urgency.</li> <li><strong>Executive-Level Negotiation: </strong>Lead complex, multi-stakeholder deal negotiations with C-suite and VP-level decision-makers at Fintech & Payments organizations. Craft compelling partnership structures that drive durable mutual value.</li> <li><strong>Vertical Expertise & Market Intelligence: </strong>Develop and maintain deep knowledge of the Fintech & Payments landscape — key players, buying dynamics, competitive forces, regulatory considerations, and partnership models that unlock distribution or revenue at scale.</li> <li><strong>Post-Close Relationship Leadership: </strong>Serve as Engine's primary executive relationship owner for Fintech & Payments partners post-close. Drive retention, expansion, and partner satisfaction across your portfolio.</li> <li><strong>Cross-Functional Collaboration: </strong>Partner with Product, Marketing, Revenue Operations, and Finance to craft tailored proposals, support partner onboarding, and ensure Engine's platform capabilities match Fintech & Payments partner needs.</li> <li><strong>Industry Representation: </strong>Represent Engine at Fintech & Payments-relevant conferences, industry events, and executive forums. Build Engine's brand and credibility in the market.</li> <li><strong>Pipeline Rigor & Forecasting: </strong>Maintain a well-organized, accurate pipeline in Salesforce. Forecast clearly, communicate progress to leadership, and leverage tools like ZoomInfo, Outreach, and Gong to drive efficiency.</li> <li><strong>Team Building: </strong>As the Fintech & Payments vertical matures and scales, recruit, develop, and lead a high-performing BD team beneath you. You're not just a dealmaker — you're building a business within a business.</li> </ul> <h3>What We're Looking For</h3> <ul> <li><strong>Fintech & Payments Expertise: </strong>10+ years of strategic BD, partnerships, or enterprise sales experience with a demonstrated focus in Fintech & Payments. Deep network and established credibility within the Fintech & Payments ecosystem.</li> <li><strong>Partnership Track Record: </strong>Proven history of sourcing, structuring, and closing complex B2B partnerships at significant scale — not just transactional deals. You've managed high-value portfolios and know what it takes to win and keep strategic accounts.</li> <li><strong>Executive Presence: </strong>Strong executive presence with the ability to navigate complex organizations, build trust with senior stakeholders, and lead high-stakes conversations at the C-suite level.</li> <li><strong>Builder's Mindset: </strong>You create the playbook as you go. You thrive in environments without a defined script, identify the right path…