Director, Payment Partnerships

Etsy; New York (NY); Hybrid; USD 218,000 - 283,000; Full time

Benefits offered by this job

Equity package

Annual performance bonus

Competitive benefits

Job summary

Etsy's Payments Partnerships team leads the commercial strategy, product acceleration, and financial infrastructure behind hundreds of millions of annual transactions. As Director, you will own partner relationships, deal structures, and the operating model that underpins seller payouts and payments resilience.

You will guide a team working with processors, networks, APMs, and financial service providers to translate ecosystem capabilities into roadmap decisions and business outcomes.

Qualifications

• 10+ years building and scaling strategic partnerships in payments, FinTech, marketplace infrastructure, or financial services.
• Proven track record to lead high-stakes commercial negotiations with large enterprise or platform partners — from term sheet through execution.
• Fluency across the payments stack: card networks, processors, APMs, payouts, risk management, and identity/verification.
• Track record of building structured partner operating models — including performance SLAs, escalation paths, and executive QBRs.
• Ability to translate commercial deal terms into product and engineering implications and vice versa.
• Experience developing a team while also working credibly with senior legal, product, finance, and engineering stakeholders.
• Comfortable building and stress-testing financial models, structuring business cases, and negotiating value-exchange deals backed by data.

Responsibilities

• Define and drive the vision for Etsy's payments partnerships function — shaping how we build, structure, and evolve the partner portfolio over time.
• Serve as Etsy's senior point of accountability for strategic payment partnerships — maintaining exec-level relationships and resolving issues that require leadership engagement.
• Lead high‑stakes commercial processes — RFPs, contract renewals, and deal structuring — that materially affect Etsy's payment economics and capabilities.
• Own the operating framework for partner performance: scorecards, QBRs, SLA accountability, and rapid response to critical issues.
• Develop partnership strategies that move metrics that matter — buyer conversion, seller experience, payments resilience, and margin — not just activity.
• Build the analytical and decision‑making infrastructure to evaluate new markets, products, and partner capabilities — so Etsy bets on the right opportunities.
• Keep partnership work anchored to Etsy's broader roadmap — working closely with product and engineering so partner capabilities ship on time and with real impact.
• Build a high‑performing team — hiring for gaps, developing existing talent, and designing the operating rhythm that lets the function scale without losing quality.
• Of course, this is just a sample of the kinds of work this role will require! You should assume that your role will encompass other tasks, too, and that your job duties and responsibilities may change from time to time at Etsy's discretion, or otherwise applicable with local law.

Skills

Payments partnerships

Strategic negotiations

Payments stack fluency

Financial modeling

Team leadership

Cross-functional collaboration

Executive stakeholder management

Job description

Company Description

Etsy is the global marketplace for unique and creative goods. We build, power, and evolve the tools and technologies that connect millions of entrepreneurs with millions of buyers around the world. As an Etsy Inc. employee, whether a team member of Etsy or Depop, you will tackle unique, meaningful, and large-scale problems alongside passionate coworkers, all the while making a rewarding impact and Keeping Commerce Human.

Company Description

Etsy is the global marketplace for unique and creative goods. We build, power, and evolve the tools and technologies that connect millions of entrepreneurs with millions of buyers around the world. As an Etsy Inc. employee, whether a team member of Etsy or Depop, you will tackle unique, meaningful, and large-scale problems alongside passionate coworkers, all the while making a rewarding impact and Keeping Commerce Human.

Salary Range

$218,000.00 - $283,000.00

What’s the role?

Etsy's Payments Partnerships team sits at the intersection of commercial strategy, product acceleration, and financial infrastructure — and this role leads it. As Director, you'll be responsible for the partner relationships, deal structures, and operating model behind hundreds of millions of annual transactions and seller payouts. You'll lead a team that manages our processors, networks, APMs, and financial service providers — turning those relationships into measurable advantages in pricing, product capability, and payments resilience. Working closely with Product, Engineering, Finance, and Legal, you'll translate external ecosystem capabilities into roadmap decisions and business outcomes. The right person combines sharp commercial instincts, deep payments expertise, and the leadership to effectively balance long‑horizon strategy and high‑urgency execution.

This is a full‑time position reporting to the Senior Director, Payments Product. In addition to salary, you will also be eligible for an equity package, an annual performance bonus, and our competitive benefits that support you and your family as part of your total rewards package at Etsy.

For this role, we are considering candidates based in the United States. Candidates living within commutable distance of Etsy’s Brooklyn Office Hub may be the first to be considered. For candidates within commutable distance, Etsy requires in-office attendance once or twice per week depending on your proximity to the office. Etsy offers different work modes to meet the variety of needs and preferences of our team. Learn more details about our work modes and workplace safety policies here.

What’s this team like at Etsy?

The Payments Partnerships team owns Etsy's relationships with the processors, networks, APMs, and financial service providers that power how buyers pay and sellers get paid. We lead the commercial negotiations and deal structures that shape Etsy's payment economics — capturing value across pricing, incentives, cost savings, and partner-funded capabilities. We run the operating model that holds partners accountable to performance, cost, and reliability standards across hundreds of millions of transactions annually. We work alongside Product and Engineering to translate external capabilities into roadmap acceleration, new market entry, and better experiences for buyers and sellers. And we serve as the internal authority on partnership strategy — helping Etsy make smarter build/buy/partner decisions and keeping the partner stack resilient, diversified, and ahead of where commerce is heading.

What does the day-to-day look like?

• Define and drive the vision for Etsy's payments partnerships function — shaping how we build, structure, and evolve the partner portfolio over time.
• Serve as Etsy's senior point of accountability for strategic payment partnerships — maintaining exec-level relationships and resolving issues that require leadership engagement.
• Lead high‑stakes commercial processes — RFPs, contract renewals, and deal structuring — that materially affect Etsy's payment economics and capabilities.
• Own the operating framework for partner performance: scorecards, QBRs, SLA accountability, and rapid response to critical issues.
• Develop partnership strategies that move metrics that matter — buyer conversion, seller experience, payments resilience, and margin — not just activity.
• Build the analytical and decision‑making infrastructure to evaluate new markets, products, and partner capabilities — so Etsy bets on the right opportunities.
• Keep partnership work anchored to Etsy's broader roadmap — working closely with product and engineering so partner capabilities ship on time and with real impact.
• Build a high‑performing team — hiring for gaps, developing existing talent, and designing the operating rhythm that lets the function scale without losing quality.
• Of course, this is just a sample of the kinds of work this role will require! You should assume that your role will encompass other tasks, too, and that your job duties and responsibilities may change from time to time at Etsy's discretion, or otherwise applicable with local law.

Qualities that will help you thrive in this role are:

• 10+ years building and scaling strategic partnerships in payments, FinTech, marketplace infrastructure, or financial services
• Proven track record to lead high-stakes commercial negotiations with large enterprise or platform partners — from term sheet through execution
• Fluency across the payments stack: card networks, processors, APMs, payouts, risk management, and identity/verification — including how these layers connect commercially
• Track record of building structured partner operating models — including performance SLAs, escalation paths, and executive QBRs — that hold up at scale
• Ability to translate commercial deal terms into product and engineering implications and vice versa without losing either side in translation
• Experience developing a team while also working credibly with senior legal, product, finance, and engineering stakeholders
• Comfortable building and stress-testing financial models, structuring business cases, and negotiating value-exchange deals backed by data.

Additional Information

Our Promise

At Etsy, we believe that a diverse, equitable and inclusive workplace furthers relevance, resilience, and longevity.

We encourage people from all backgrounds, ages, abilities, and experiences to apply.

Etsy is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status, or any other characteristic protected by applicable law.

If, due to a disability, you need an accommodation during any part of the application or interview process.

While Etsy supports visa sponsorship, sponsorship opportunities may be limited to certain roles and skills.