Business Development, VP

We are a hybrid, remote-office company dedicated to growing our talent anywhere!

We have onsite locations in: Sioux Falls, SD,  Scottsdale, AZ,  Louisville, KY,  Troy, MI,  Franklin, TN,  Easton, PA.

At Pathward, we take tremendous pride in our purpose to create financial inclusion for all™. We are a financial empowerment company that works with innovators to increase financial availability, choice, and opportunity for all.  We strive to remove barriers that traditional institutions put in the way of financial access, and promote economic mobility by providing responsible, secure, high quality financial products.

We are a team of problem solvers and innovators who celebrate our differences and know that our unique perspectives make us stronger and well-positioned for success.  We celebrate, and embrace, our team members through our *HUMBLE*HUNGRY*SMART approach, and we believe that we are strongest when we embrace the voices of our employees, customers, partners, and the communities we serve. 

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