Strategic Account Executive, Capital Partnerships

Upstart; United States; Remote; USD 168,000 - 267,000; Full time

Benefits offered by this job

401(k) with company match

Equity opportunities

Comprehensive health coverage

Remote-friendly policy

Paid time off & vacation

Job summary

Upstart is hiring a Business Development Manager, Bank & Lending Partnerships to expand partnerships with banks and credit unions. You’ll identify, attract, and develop new relationships, structure lender-aligned deals, and close strategic partnerships that broaden Upstart's capital network.

You’ll work cross-functionally with Solutions, Product, Legal, Credit, and Operations teams to deliver value and drive growth in a digital-first environment.

Qualifications

• 6+ years leading complex lending deals or business development in financial services.
• Established relationships with senior decision-makers at banks or credit unions.
• Deep understanding of depository institutions' funding needs and risk appetite.

Responsibilities

• Identify and qualify prospective bank/credit union partners based on funding needs and strategy.
• Drive negotiations and close strategic partnerships expanding Upstart's capital network.
• Build relationships with executives and decision-makers at financial institutions.
• Develop compelling business cases to demonstrate value of partnerships.
• Collaborate with cross-functional teams to design lender-aligned deals.

Skills

Bank & Lending partnerships

Strategic negotiations

Relationship management

Cross-functional collaboration

Deal structuring

Business development

Job description

About Upstart

At Upstart, we’re united by a mission that matters: to radically reduce the cost and complexity of borrowing for all Americans. Every day, we bring creativity, experimentation, and advanced AI to reshape access to credit, helping millions move forward financially with clarity and confidence.

As the leading AI lending marketplace, we partner with banks and credit unions to expand access to affordable credit through technology that’s both radically intelligent and deeply human. Our platform runs over one million predictions per borrower using more than 3,000 signals, powering smarter, fairer decisions for millions of customers. But the numbers only hint at the impact. Every idea, every voice, and every contribution moves us closer to a world where credit never stands between people and their financial progress.

We’re proudly digital-first, giving most Upstarters the flexibility to do their best work from wherever they thrive, alongside teammates across 80+ cities in the US and Canada. Digital-first doesn’t mean distant. We’re intentional about in-person connection through team onsites, planning sessions, and moments that spark creativity and trust. And whether you choose to work primarily from home or collaborate in-person from one of our offices in Columbus, Austin, the Bay Area, or New York City, you’ll have the support to work in the way that works best for you.

If you’re energized by tackling meaningful problems, excited to innovate with purpose, and motivated by work that truly matters, we’d love to hear from you.

The Team:

Upstart’s Lending Partnerships team connects our technology and credit expertise with the capital and customer relationships of banks and credit unions to expand access to affordable credit. We are growing our team and seeking a Business Development Manager, Bank & Lending Partnerships to help build and expand these partnerships across our target market

You will lead efforts to identify, attract, and develop new bank and credit union partnerships to expand our depository capital base, with a focus on new products. You will structure and execute thoughtful deals that align with each financial institution's funding needs, risk appetite, and strategic objectives. Working cross-functionally with teams across Upstart, you will turn high-potential opportunities into durable partnerships and meaningful sources of capital.

How you’ll make an impact

• Identify and qualify prospective partners based on their funding needs, risk appetite, strategic priorities, and interest in new products
• Drive negotiations and close strategic partnerships that expand Upstart’s capital network and unlock new growth opportunities across products and channels
• Build and cultivate relationships with executives and decision-makers at banks and credit unions.
• Develop compelling partnership strategies and business cases that demonstrate the value of working with Upstart
• Collaborate with Solutions Consulting, Product, Legal, Credit, Operations, and other cross-functional teams to design and structure lender-aligned deals

Minimum Qualifications

• 6+ years of experience in leading and managing complex lending deals, corporate strategy, or business development strategy roles preferably at financial services institutions
• Established relationships with senior decision-makers across banks, credit unions, and related financial institutions
• Strong understanding of how depository institutions evaluate lending partnerships, including funding needs, risk appetite, economics, and strategic priorities
• Ability to independently build pipeline, develop a market strategy, and drive complex deals from initial outreach through close
• Demonstrated ability to develop compelling business cases and influence stakeholders across both partner organizations and internal cross-functional teams
• Strong judgment, executive presence, and communication skills, with the ability to navigate complex, high-visibility transactions

Preferred Qualifications

• Prior experience in HELOC, auto lending, or other secured consumer lending markets.
• An established network of senior relationships across banks, credit unions, and related financial institutions.
• Experience using AI tools to improve prospecting, account research, deal strategy, or sales execution

Position location

REMOTE

Time zone requirements

The team operates on the East/West coast time zones.

Travel requirements

As a digital first company, the majority of your work can be accomplished remotely. The majority of our employees can live and work anywhere in the U.S but are encouraged to to still spend high quality time in-person collaborating via regular onsites. The in-person sessions’ cadence varies depending on the team and role; most teams meet once or twice per quarter for 2-4 consecutive days at a time.

United States | Remote - Anticipated Base Salary Range

$168,300 - $267,000 USD

At Upstart, your base pay is one part of your total compensation package. The anticipated base salary for this position is expected to be within the below range. Your actual base pay will depend on your geographic location - with our "digital first" philosophy, Upstart uses compensation regions that vary depending on location. Individual pay is also determined by job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

In addition, Upstart provides employees with target bonuses, equity compensation, and generous benefits packages (including medical, dental, vision, and 401k).

What you'll love

At Upstart, our benefits for full-time employees are designed to support your health, financial well‑being, family, and personal growth. Here’s what you can expect:

• Competitive compensation, including base pay, bonus opportunities, and annual equity grants that vest quarterly
• Retirement benefits to help you plan for the future, including a 401(k) or Group Retirement Savings Plan with a company match of $2 for every $1 contributed, up to $15,000 annually (USD in the US, CAD in Canada)
• Employee Stock Purchase Plan (ESPP) with discounted stock purchase options for eligible employees (US only)
• Comprehensive health coverage designed to support you and your family, including medical, dental, vision, and wellness resources for US and supplemental health coverage for Canada.
• Health Savings Account contributions from Upstart for eligible plans (US only)
• Income protection benefits, including life insurance and disability coverage for added financial security
• Paid time off, sick leave, and company holidays, in line with local requirements
• Paid family and parental leave to support caregiving and major life moments (duration varies by country)
• Family-centered benefits to support fertility, parenthood, and caregiving needs
• Employee Assistance Program (EAP) offering mental health support and life-centered resources
• Financial wellness resources, including access to financial planning tools and a financial concierge service (US Only)
• Annual wellness allowance to support your physical and emotional well‑being and personal development, based on what matters most to you
• Annual productivity allowance to invest in relevant tools and resources you need to do your best work, no matter where you work from
• Connection and community through team events, all-company updates, and employee resource groups (ERGs)
• Onsite perks, including catered lunches and fully stocked micro-kitchens when working from one of our offices in the Bay Area, Austin, Columbus, and New York City

For roles based in Canada, please note that we are not currently able to hire in Quebec.

Upstart is a proud Equal Opportunity Employer. Just as we are dedicated to improving access to affordable credit for all, we are committed to inclusive and fair hiring practices.

If you require reasonable accommodation in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please email [e-mail]

https://www.upstart.com/candidate_privacy_policy