About the Role:

The Business Development, VP  is a senior individual contributor role responsible for sourcing, developing, and executing new BaaS partner opportunities within the fintech and payments ecosystem. This position plays a critical role in expanding the bank’s sponsor platform by identifying high-potential fintech and embedded finance partners and managing these opportunities from initial engagement through to successful onboarding.

The role requires close coordination with internal stakeholders across compliance, legal, risk, operations, and executive leadership to ensure alignment with the bank’s strategic and regulatory objectives. Externally, the VP serves as a primary point of contact for prospective partners, representing the bank with professionalism and strategic insight.

Success in this role depends on the ability to navigate highly complex deal structures, influence decision-making across multiple parties, and maintain a deep understanding of the evolving fintech landscape. The individual must demonstrate strong business acumen, executive presence, and a proven ability to build and manage relationships with senior leaders at high-growth technology companies.

What You Will Do:

Identifies and evaluates new business opportunities with fintech, payments companies, and embedded finance platforms aligned with the bank’s strategic objectives. Leads the end-to-end business development process, from initial outreach and qualification through to deal structuring, negotiation, and partner onboarding. Serves as the primary relationship manager for prospective partners, representing the bank’s capabilities, compliance standards, and value proposition. Collaborates cross-functionally with internal teams including legal, compliance, risk, operations, implementation, and executive leadership to align on deal terms and ensure successful execution. Collaborates with members of the BaaS leadership team to ensure an excellent partner experience across all interactions. Works collaboratively with the Product Strategy and Marketing team to develop creative outreach strategies to attract partners. Represents Pathward externally at conferences and payments trade shows to effectively drive business development opportunities to the company. Solicits new business and participates in the Fintech community including industry events or other service programs to develop goodwill. Tracks and reports on pipeline activity, deal progress, and key performance metrics to support strategic planning and decision-making. Performs other duties as assigned.

What You Will Need:

Bachelor's degree or equivalent education and work experience. Master's degree preferred. Typically requires a minimum of 12+ years of related experience. 10+ years of Payments business development experience. 5+ years of high-level sales leadership. Demonstrated understanding of a variety of payments products and industry trends. Experience in a banking environment is a plus. Experience with global leaders, growth companies and complex corporate entities preferred. Prefer experience with working with Card Networks (Visa, Mastercard, Discover, American Express, etc.). Demonstrated experience with working Payments companies and FinTech presenting to senior executive and C suite buyers. Portrays leadership by exhibiting confidence in self and others, effectively influences actions and opinions of others, accepts feedback from others, and gives appropriate recognition to others.

The responsibilities listed above are not all inclusive and may be changed at any time.

Salary range: $124,214.20 – $229,404.01

 

The salary range reflects the minimum and maximum target for a new hire in this role. Individual pay within the range will be determined by multiple factors which can include but are not limited to a candidate’s experience, qualifications, skills, and location. Your recruiter can share more about the specific salary for your location during the hiring process. Ranges may be modified in the future.
This role is also eligible for an annual performance-based incentive opportunity.  Pathward offers a comprehensive benefits package for eligible employees, including health insurance, 401(k) retirement benefits, life insurance, disability benefits, paid time off, and more.

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