Manager, Business Development

About this role

<div class="content-intro"><p><img style="display: none; max-width: 100%;" src="https://click.appcast.io/greenhouse-te8/a31.png?ent=34&e=22630&t=1701374353806" width="1px"> <img style="display: none; max-width: 100%;" src="https://track.jobadx.com/v1/i.gif?utm_pixel=224e990b-8ff4-4287-8d5d-2ff09647f181&utm_ptz=EST&utm_rqt=track" alt="" width="1"></p></div><h2><strong>About the Team</strong></h2> <p>The Global Partnerships team drives high-impact strategic relationships that unlock growth, innovation, and long-term enterprise value. We manage and scale partnerships across financial institutions, enterprise platforms, and API ecosystems, working cross-functionally with Product, Engineering, Legal, Finance, Sales, and Operations to bring these partnerships to life.</p> <p>As our partnerships portfolio evolves, we are investing in senior leadership to manage complex, high-visibility relationships and to build scalable infrastructure for our API Partner Program. This team operates at the intersection of strategy and execution - balancing commercial outcomes with operational excellence.</p> <h2><strong>About the Role</strong></h2> <p>As a Manager, Business Development, you will own and lead a portfolio of strategic North America-based partnerships, including oversight of a key strategic partner relationship during its transition period. You will serve as the executive point of contact for senior stakeholders, drive commercial performance, and ensure strong cross-functional execution.</p> <p>In addition, you will oversee the API Partner Program, managing day-to-day program leadership while shaping its long-term strategy and scalability. Your mission is to transform our API ecosystem into a high-performance channel that drives consistent lead referrals for our GTM teams and direct top-line revenue for the business.</p> <p>This is a highly visible role reporting to the Head of Global Partnerships, with direct people management responsibility and the opportunity to build subject matter expertise within the API and Channel Partnerships space.</p> <h2><strong>You’re excited about this opportunity because you will…</strong></h2> <ul> <li><strong>Drive the API Channel Strategy: </strong>Lead the evolution of the API Partner Program from a technical integration layer into a robust revenue-generating channel. You will define how partners refer business and how we monetize those touchpoints. You will also manage the day-to-day execution while building scalable frameworks for governance, performance tracking, and cross-functional alignment.</li> <li><strong>Strategic Partnership Leadership. </strong>Own and manage a portfolio of high-impact North American partnerships, including oversight of a high strategic  relationship with a key financial services partner through its transition period. Develop and execute account strategies aligned to company objectives while serving as a senior point of contact for partner stakeholders.<strong><br></strong></li> <li><strong>Program & KPI Ownership.</strong> Establish clear success metrics, track partnership performance, and lead regular business reviews. Deliver insights and recommendations that drive adoption, revenue, and long-term partner value.</li> <li><strong>Generate GTM Velocity:</strong> Build and optimize referral loops that provide our Sales and GTM teams with a steady pipeline of high-intent leads from partner ecosystems.</li> <li><strong>Own Commercial Outcomes:</strong> Manage the P&L of your partner portfolio. You’ll be responsible for hitting revenue targets and referral KPIs, ensuring that partnerships are a significant contributor to company growth.</li> <li><strong>Scale the Ecosystem Infrastructure:</strong> Develop the playbooks, incentive structures, and governance frameworks required to scale the API program from a handful of partners to a massive, self-sustaining ecosystem.</li> <li><strong>Team Management. </strong>Directly manage partnership team member(s), setting goals, providing coaching, and ensuring strong execution across partnership initiatives.</li> <li><strong>Cross-Functional Execution. </strong>Partner with Product, Engineering, Legal, Finance, and Operations to drive integrations, negotiations, renewals, and commercial outcomes across complex enterprise partnerships.</li> <li><strong>Risk & Escalation Management. </strong>Proactively identify risks, escalate when necessary, and drive resolution plans that protect revenue and partner satisfaction.</li> </ul> <h2><strong>We’re excited about you because…</strong></h2> <ul> <li>You have 6+ years of experience in business development, strategic partnerships, or related fields.</li> <li>You have managed complex enterprise or financial institution partnerships with senior external stakeholders.</li> <li>You bring experience leading or mentoring team members and driving performance.</li> <li>You are comfortable operating independently in ambiguous, high-impact situations.</li> <li>You combine strong analytical thinking with sound business judgment.</li> <li>You are an effective cross-functional collaborator who can influence without direct authority.</li> <li>You have executive presence and can communicate clearly with senior leadership.</li> <li>You hold a Bachelor’s degree (advanced degree a…