Leader of Business Development

Xformative; United States; Remote; USD 98,000 - 143,000; Full time

Benefits offered by this job

Medical insurance

Vision insurance

401(k)

Tuition assistance

Job summary

A cutting-edge fintech startup is seeking a Founding Business Development Leader to shape its go-to-market strategy in the embedded payments space. This role involves owning all aspects of business development, including closing partnerships, driving growth, and building a scalable sales organization. Ideal candidates will have significant experience in B2B tech sales, particularly within healthcare SaaS. This fully remote position offers flexibility and numerous opportunities for professional growth.

Qualifications

• 5+ years of B2B tech sales experience in a startup environment.
• Experience selling to vertical SaaS clients in healthcare.
• Proven success in business development roles.

Responsibilities

• Own the full sales lifecycle: discovery, qualification, negotiation, and contract closure.
• Develop go-to-market strategy and define customer profiles.
• Identify cross-sell/upsell opportunities within existing accounts.

Skills

B2B tech sales experience

Experience selling to vertical SaaS

Understanding of embedded payments

Strong communication skills

Education

Bachelor’s degree or equivalent experience

Job description

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Seeking talented people to improve the health, wealth and well-being of our customers, employees and our communities.

About Us:

Xformative Payment Systems is at the cutting edge of the Fintech industry, specializing in cloud-native payment processing solutions.

Xformative is a late stage start up that was conceptualized, established, and owned by Total Administrative Systems Corp (TASC) a benefit TPA to offer card based and payment product capabilities associated with healthcare and benefits. The business has new leadership and is entering its growth phase and will be expanding beyond its current markets.

At Xformative, every member of our small, agile team has the opportunity to drive and create impactful work. Our flexible and fully remote work setup allows you to balance your professional and personal life seamlessly while contributing to our exciting growth journey.

Position Summary:

Xformative is looking for a Founding Business Development Leader to serve as both architect and executor of our early go-to-market strategy in the $21B North American embedded payments space. As a player-coach you will own every aspect of business development—from prospecting high potential vertical software companies to closing strategic partnerships and laying the infrastructure for a scalable sales organization.

We’re initially focused on employee benefits administration and healthcare, where we’ve already established strong product-market fit. Your work will shape how we expand into adjacent markets and broader embedded finance opportunities.

This is a rare opportunity to drive meaningful growth, influence product strategy, and build something foundational from the ground up.

Why Join Us?

At Xformative, you will work in an innovative environment at the forefront of payment processing solutions. You will be part of a small, agile team where your contributions matter, and you will have a voice in key decision-making processes. Enjoy the flexibility of a fully remote work environment. Our company is growing rapidly, offering numerous opportunities for professional development and career advancement.

What You’ll Do

Lead and Execute Business Development

• Own the full sales lifecycle: discovery, qualification, negotiation, and contract closure
• Prospect and close deals with vertical SaaS companies in healthcare and benefits administration
• Communicate strategic and technical value across executive and product audiences
• Maintain accurate CRM reporting and pipeline forecasting

Develop and Refine Go-to-Market Strategy

• Define ideal customer profiles and target market segments in collaboration with Product Management
• Refine value proposition and onboarding workflows in early-stage partnerships
• Build direct and indirect sales channels to support scalable growth
• Author sales playbooks and segment-specific value proposition

Drive Commercial Success & Market Expansion

• Identify cross-sell/upsell opportunities within existing accounts
• Provide structured market feedback to guide the product roadmap
• Support capital raising efforts and M&A initiatives

Lay the Foundation for a Scalable Sales Org

• Identify future GTM hiring needs and help structure the team
• Contribute to the creation of onboarding and training materials
• Represent Xformative at industry events and via partner channels

Maintain Industry Presence and Thought Leadership

• Stay on top of trends in payments, embedded finance, and compliance
• Actively network within key verticals and communities
• Uphold a culture of curiosity, speed, and customer empathy

What You Bring

• 5+ years of B2B tech sales experience, ideally with embedded payments or API-first platforms
• Experience selling to vertical SaaS, healthcare, or benefits administration clients
• Deep understanding of embedded payments, card issuance, and cloud-native APIs
• Proven success in early-stage or startup environments
• Bachelor’s degree or equivalent experience
• Strong communication, negotiation, and executive presence
• Entrepreneurial mindset; thrive in ambiguity and fast-paced change
• Willingness to travel and comfort working remotely with camera-on collaboration

Corporate Core Competencies:

Drive Action & Results

• Take on new opportunities with enthusiasm
• Achieve results even in tough circumstances
• Take personal accountability for decisions and actions

Adapt to Change

• Operate effectively when things are uncertain
• Proactively acquire and evaluate information and adapt approach to match shifting demands/situations
• Rebound from setbacks
• Create new and better ways to approach challenges and develop solutions
• Learn through experimentation
• Encourage feedback and seek opportunities to work better/smarter/faster
• Show personal commitment and take action to continuously improve

Create Diversity & Foster Collaboration

• Actively bring, seek, engage, and honor diverse perspectives
• Identify and address barriers to inclusion to ensure equity and center belonging
• Work collaboratively and build partnerships to meet shared objectives

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While this is primarily a sedentary role, the employee is regularly required to talk and hear. The employee is also required to sit, stand; walk; use hands to finger, handle or feel; and reach with hands and arms. Specific vision abilities required by this job include close vision, depth perception and the ability to adjust focus.

Seniority level

• Seniority level

  Executive

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development

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Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Tuition assistance

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