Business Development Manager, HELOC

About Upstart

Upstart is a leading AI lending marketplace partnering with banks and credit unions to expand access to affordable credit. By leveraging Upstart's AI marketplace, Upstart-powered banks and credit unions can have higher approval rates and lower loss rates across races, ages, and genders, while simultaneously delivering the exceptional digital-first lending experience their customers demand. More than two-thirds of Upstart loans are approved instantly and are fully automated.

Upstart is a digital-first company, which means that most Upstarters live and work anywhere in the United States. However, we also have offices in San Mateo, California; Columbus, Ohio; and Austin, Texas.

Most Upstarters join us because they connect with our mission of enabling access to effortless credit based on true risk. If you are energized by the impact you can make at Upstart, we’d love to hear from you!

The Team

Upstart’s Growth Partnerships team creates, manages, and expands  a diverse and growing set of partnerships that help Upstart acquire, retain, and better serve our customers. We work with  mission-aligned companies to expand Upstart’s reach and impact - companies whose customers can benefit from effortless credit, or whose products add value for our own customers. As one of Upstart’s  primary engines of customer acquisition, the partnerships  we create and grow are central to Upstart’s success.

As the HELOC Business Development Manager  at Upstart, you will drive growth through partnerships for one of our fastest growing products - our Home Equity Line of Credit . You will optimize existing partnerships and create new strategic relationships that expand Upstart’s reach and drive customer acquisition. You will work cross-functionally with Product, Marketing, Analytics,  and the GMs of our lending products to ensure seamless execution of partnership strategies.

How you’ll make an impact:

• Identify, evaluate, and create new strategic partnerships to expand distribution and customer acquisition for our HELOC product
• Collaborate closely with our HELOC GM, Product Managers, and other key stakeholders to align your investments with product goals, vision, and customer needs.
• Negotiate and structure long term, multi-million dollar partnership agreements 
• Analyze partnership performance data to assess impact, identify opportunities for improvement, and optimize strategies.
• Develop go-to-market strategies and co-marketing initiatives with partners to increase Upstart’s brand presence and adoption
• Manage, grow, and optimize partnerships, ensuring they drive long term value for our customers, our partners, and Upstart
• Stay ahead of industry trends in fintech, lending, and partnerships to inform and adapt Upstart’s partnership strategy

 

What we’re looking for: 

Minimum qualifications:

• 8+ years of experience, including  strategic partnerships, business development, or growth roles
• Proven track record of sourcing, negotiating, and managing partnerships that drive measurable business impact
• Strong analytical skills with experience using data-driven insights to optimize partnership performance.
• Exceptional communication and relationship management skills, with the ability to influence and work with senior stakeholders.
• Ability to thrive in a fast-paced, high-growth environment where adaptability and problem-solving are key.

Preferred qualifications:

• Partnerships / business development experience in financial technology industry
• Strong financial modeling and business case development skillset 
• Deep familiarity with BI tools such as Looker, Tableau, or Mode
• Background in contract negotiation and structuring complex deals

What you'll love: 

• Competitive Compensation (base + bonus & equity)
• Comprehensive medical, dental, and vision coverage with Health Savings Account contributions from Upstart 
• 401(k) with 100% company match up to $4,500 and immediate vesting and after-tax savings
• Employee Stock Purchase Plan (ESPP)
• Life and disability insurance
• Generous holiday, vacation, sick and safety leave  
• Supportive parental, family care, and military leave programs
• Annual wellness, technology & ergonomic reimbursement programs
• Social activities including team events and onsites, all-company updates, employee resource groups (ERGs), and other interest groups such as book clubs, fitness, investing, and volunteering