Director Head of Fintech Lending Sales

Overview

For over 20 years, The Bancorp has been providing nonbank companies with the people, processes, and banking technology to meet their individual needs. As a result, we have become an industry-leading provider of reliable technology-forward solutions that move our partners’ businesses into the future. At The Bancorp, We Define Fintech Partnerships. The Bancorp does more than just enable our clients’ product innovations, we create lasting partnerships with a future-focused approach to technology and services. Today and every day, we work to continuously transform the payments landscape.

 

The Director Fintech Lending Sales is a senior executive sales leader responsible for originating, structuring, and expanding Sponsored Lending partnerships that drive sustainable, compliant growth for The Bancorp. This role leads full-lifecycle enterprise sales, from market mapping and C-Suite sourcing to complex deal negotiation, underwriting coordination, and commercial launch while shaping the multiyear product roadmap for Fintech Lending. The leader will partner closely with Product, Credit, Finance, Legal, Compliance, TPRM, and Operations to balance growth with risk management and ensure strong partner performance, profitability, and regulatory alignment.

Responsibilities

Owns a qualified pipeline across embedded lending and platform opportunities; delivers against annual new revenue, portfolio growth, and profitability targets.

Defines and executes the GTM plan (segments, ICPs, channels, conferences, thought leadership) to expand the Bank’s market share in Sponsored Lending while supporting growth opportunities in Embedded Finance and Sponsored Issuing.

Builds and deepens executive relationships with both existing and prospective Fintechs, platforms, and ecosystem partners to unlock multi‑product, multi‑year partnerships.

Leverages network and data‑driven market assessment to identify, prioritize, and source high‑value opportunities aligned to The Bancorp’s strategy and risk appetite.

Leads complex negotiations (new and renewal) including pricing, unit economics, exclusivity, program parameters, and performance SLAs; secures terms that create long‑term mutual value.

Partners with Product, Finance, Credit Administration, Risk, Compliance and Legal to structure programs (consumer & commercial) that meet regulatory expectations and deliver sustainable returns.

Serves as executive sponsor across onboarding, launch, and scale; ensures seamless handoffs and clear accountability with Product Management and Client Services.

Identifies cross-sell/upsell opportunities across payments, lending, and platform services; drive expansion and partner health.

Provides market intelligence to shape the multi‑year fintech lending roadmap (e.g., installment, line of credit, BNPL, small business, secured/unsecured, specialized verticals).

Advocates for enabling capabilities (e.g., APIs, decisioning, fraud/AML tooling, reporting) that improve partner experience and economics.

Represents the Fintech Solutions division on internal risk and governance forums as required; prepares executive materials on partner performance, controls, and remediation where needed.

Leads with consultative, solution‑led selling and executive presence.

Builds strong partnerships across Legal, TPRM, Compliance, FCRM, Operations, Product, and Finance to accelerate cycle time and improve partner outcomes.

Performs other duties as assigned.

Qualifications

Education/Experience Requirements

• Bachelor’s degree in a related field or an equivalent combination of training and experience.
• 12+ years in financial services or fintech with 7+ years in enterprise sales/partnerships for Embedded Finance and/or lending programs.
• Proven track record of originating and closing complex, multi‑stakeholder partnerships with measurable revenue impact.
• Expert understanding of consumer and commercial lending constructs (e.g., underwriting, servicing, loss dynamics, capital/credit policies) and Embedded Finance models.
• Strong command of regulatory expectations (e.g., BSA/AML, UDAAP, fair lending, third‑party risk) and bank sponsor operating models.
• Exceptional executive communication and negotiation skills; adept at building C‑level relationships and navigating ambiguity.
• Facility with pipeline management and forecasting and with business cases (pricing, unit economics, sensitivity analyses).

Preferred Qualifications

• Experience launching Sponsored Lending programs at a bank sponsor/BaaS provider or fintech platform at scale.
• Demonstrated product commercialization and market integration experience.
• Industry presence (speaking, publications) within fintech/Embedded