Managing Director, Business Development Tax

Remote; San Francisco (CA); Hybrid; USD 86,000 - 145,000; Full time

Benefits offered by this job

Health insurance

401(k) retirement benefits

Life insurance

Disability benefits

Paid time off

Job summary

Pathward is seeking a Managing Director of Business Development to drive strategic growth initiatives across tax preparation, financial services, and fintech ecosystems. You will build high-value partnerships, expand market opportunities, and increase product adoption while delivering revenue and customer value.

You will lead negotiations, develop business cases, and collaborate across Sales, Product, Compliance, and Marketing to execute partnerships and ensure long-term success.

Qualifications

• Bachelor's degree or equivalent education and work experience.
• 8+ years of progressive business development, strategic partnership, sales leadership, or related experience.
• 5+ years leading complex strategic partnerships with measurable revenue impact.
• Strong understanding of the tax preparation ecosystem and related financial services.
• Experience with financial analysis, business case development, and contract negotiations.
• Strong presentation and executive influencing skills for boards and leadership.
• Ability to work under pressure to meet goals and deadlines.
• Collaboration and attention to detail.
• Product implementation skills.
• Advanced Microsoft skills.

Responsibilities

• Identify, develop, and expand strategic opportunities to drive growth in tax-related products and financial solutions.
• Build and manage relationships with tax firms, software providers, associations, and partners.
• Develop and execute strategies to increase product adoption, market share, and revenue.
• Negotiate and manage new partnership opportunities aligned with objectives.
• Maintain a robust pipeline of prospective clients and partners.
• Collaborate with Sales, Operations, Product, Compliance, Marketing, and Leadership for implementation and management of partnerships.
• Monitor market conditions, trends, and regulatory impacts relevant to business.

Skills

Strategic partnerships

Enterprise sales

Go-to-market strategies

Financial analysis

Contract negotiations

Executive communications

Collaboration

Attention to detail

Product implementation

Microsoft Office (Advanced)

Education

Bachelor's degree or equivalent

Tools

Microsoft Excel

Job description

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 Managing Director, Business Development is responsible for driving strategic growth initiatives, expanding market opportunities, and developing high-value partnerships across the tax preparation, financial services, and fintech ecosystem. This role leads efforts to strengthen and expand relationships with existing partners while identifying, negotiating, and implementing new business opportunities that drive revenue, increase product adoption, and enhance customer value.

What You Will Do:

• Identifies, develops, and expands strategic business opportunities that drive growth for the company's tax-related products, services, and financial solutions.
• Builds and maintains strong relationships with tax preparation firms (Service Bureaus), software providers, industry associations, and other strategic partners.
• Develops and executes business development strategies to increase new product adoption, market share, and revenue growth.
• Identifies, negotiates, and manages new partnership opportunities that align with company objectives and profitability targets.
• Creates, manages, and maintains a robust pipeline of prospective clients, referral partners, and strategic opportunities.
• Collaborates with Sales, Operations, Product, Compliance, Marketing, and Executive Leadership to ensure successful implementation and ongoing management of partnerships.
• Serves as a subject matter expert on the tax industry, including tax preparation trends, IRS programs, financial products, and competitive market dynamics.
• Analyzes market conditions, customer needs, and industry trends to identify emerging opportunities and potential risks.
• Conducts presentations, product demonstrations, and executive-level discussions with prospective and existing partners.
• Develops business cases and financial analyses to support strategic initiatives and partnership opportunities.
• Monitors competitor activities, new market entrants, and evolving industry regulations that may affect business performance.
• Partners with Marketing to support trade shows, industry conferences, webinars, sponsorships, and customer engagement initiatives.
• Works closely with key accounts to maximize partner satisfaction, retention, and long-term growth.
• Supports contract negotiations and renewal discussions to ensure mutually beneficial business relationships.
• Tracks and reports performance metrics related to revenue growth, partner activity, customer acquisition, and strategic initiatives.
• Contributes to annual planning, forecasting, and strategic growth objectives.
• Maintains a thorough understanding of all company products, services, operational processes, and compliance requirements.
• Other duties as assigned.

What You Will Need:

• Bachelor's degree or equivalent education and work experience.
• 8+ years of progressive business development, strategic partnership, sales leadership, or related experience, with a significant portion focused on the tax, fintech, financial services, banking, and/or software industries
• 5+ years of experience leading complex strategic partnerships, channel development, enterprise sales, or business growth initiatives with measurable revenue impact.
• Strong understanding of the tax preparation ecosystem, including tax software providers, Service Bureaus, IRS programs, refund transfer products, bank products, and related financial services
• Proven track record developing and executing strategic growth plans, market expansion initiatives, and go-to-market strategies.
• Experience conducting financial analysis, business case development, contract negotiations, and strategic planning activities.
• Strong presentation, communication, and executive influencing skills with experience presenting to boards, executive leadership teams, and strategic partners.
• Ability to work well under pressure to meet goals & deadlines
• Collaboration
• Attention to detail
• Product Implementation skills
• Advance Microsoft skills

The responsibilities listed above are not all inclusive and may be changed at any time.

Salary range: $86,000 – $145,000

The salary range reflects the minimum and maximum target for a new hire in this role. Individual pay within the range will be determined by multiple factors which can include but are not limited to a candidate’s experience, qualifications, skills, and location. Your recruiter can share more about the specific salary for your location during the hiring process. Ranges may be modified in the future. This role is also eligible for an annual performance-based incentive opportunity.

• health insurance
• 401(k) retirement benefits
• life insurance
• disability benefits
• paid time off

Who we are:

Our commitment to inclusion is woven into our DNA. We believe that we are strongest when we embrace the voices of our employees, customers, partners, and the communities we serve.

We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, ethnicity, religion, sex, sexual orientation, gender identity, transgender status, pregnancy, national origin, age (age 40 and over), disability, genetic information, marital status, hair texture or hairstyle, ancestry, service in the uniformed services, protected veteran status, status as a victim of domestic violence or any other class protected by federal, state and local laws.

Pathward is an equal employment opportunity employer and considers candidates for roles without regard to their race, sex, national origin, ethnicity, age, disability or any other category protected by law.

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Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. For assistance completing an application, please contact a Pathward People & Culture Representative by emailing – [e-mail]

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