Managing Director, Business Development

Summary

Join Pathward as a Managing Director, Business Development Executive, a senior individual contributor role responsible for cultivating partnerships with fintech platforms and financial institutions. You will lead business development efforts, source new relationships, represent Pathward at industry events, and manage partner relationships. Success requires navigating complex deal structures, influencing decision-making, and understanding the fintech landscape. You will collaborate with internal stakeholders and executive leadership. The role demands strong business acumen, executive presence, and relationship-building skills. This is a hybrid, remote-office position with onsite locations in several cities.

Requirements

• Bachelor's degree or equivalent education and work experience
• 8+ years’ experience in fintech business development, capital markets, banking partnerships, or marketplace lending
• Deep understanding of credit sponsorship models, fintech loan origination frameworks, and embedded finance
• Excellent relationship-building and communication skills, both internally and externally
• Highly motivated and results driven
• Ability to multitask and stay organized is essential
• Demonstrated ability to negotiate and close complex partnerships
• Ability to work well under pressure to meet sales goals & deadlines
• Collaboration
• Attention to detail
• Analytical
• Networking
• Negotiations

Responsibilities

• Leads business development efforts for credit sponsorship, lending bank partnership, and loan origination solutions
• Sources and cultivates new relationships with fintech platforms, marketplace lenders, and non-bank originators
• Represent Pathward externally at conferences and trade shows to effectively drive business development opportunities to the company
• Serves as the primary relationship manager for prospective partners, representing the bank’s capabilities, compliance standards, and value proposition
• Maintains and grows a robust pipeline of qualified opportunities
• Tracks and reports on pipeline activity, deal progress, and key performance metrics to support strategic planning and decision-making
• Leads the end-to-end business development process, from initial outreach and qualification through to deal structuring, negotiation, and partner onboarding
• Works collaboratively with the Product and Marketing teams to develop creative outreach strategies to attract partners
• Maintains deep knowledge of the fintech lending landscape, regulatory environment, and credit sponsorship models
• Identify market trends and inform internal strategy on new verticals and emerging partnership opportunities
• Serve as a strategic advisor to internal teams by providing voice-of-customer insights and prospect feedback
• Collaborate with executive leadership on the long-term growth strategy
• Other duties as assigned

Benefits

• Health insurance
• 401(k) retirement benefits
• Life insurance
• Disability benefits
• Paid time off