Strategic Account Executive, Capital Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and evaluate potential bank and credit union partners based on their funding requirements, risk tolerance, strategic goals, and enthusiasm for new products.

• Lead negotiations and finalize strategic partnerships that enhance Upstart’s capital network and facilitate growth across various products and channels.

• Establish and nurture relationships with executives and key decision-makers at banks and credit unions.

• Formulate partnership strategies and business cases that illustrate the benefits of collaborating with Upstart.

• Work in conjunction with Solutions Consulting, Product, Legal, Credit, Operations, and other cross-functional teams to create and structure lender-aligned agreements.

• Transform high-potential opportunities into lasting partnerships and significant sources of capital.

• Participate in regular team onsite meetings, typically occurring once or twice quarterly for 2–4 consecutive days.

⛳️ Requirements

• Over 6 years of experience in leading and managing intricate lending agreements, corporate strategy, or business development strategy roles, preferably within financial services institutions.

• Established connections with senior decision-makers across banks, credit unions, and other related financial organizations.

• Comprehensive understanding of how depository institutions assess lending partnerships, including their funding needs, risk tolerance, economic factors, and strategic objectives.

• Capability to independently generate a pipeline, create market strategies, and drive complex deals from initial outreach to closure.

• Proven track record of developing persuasive business cases and influencing stakeholders across partner organizations and internal cross-functional teams.

• Strong judgment, executive presence, and communication skills, with the ability to navigate complex, high-profile transactions.

• Previous experience in HELOC, auto lending, or other secured consumer lending markets is preferred.

• Familiarity with using AI tools for prospecting, account research, deal strategy, or sales execution is preferred.

• This role operates across East/West coast time zones.

• The majority of employees must reside and work in the U.S.; Quebec is excluded for roles based in Canada.

🏝️ Benefits

• Competitive compensation package, including base salary, bonus opportunities, and annual equity grants that vest quarterly.

• 401(k) or Group Retirement Savings Plan featuring a company match of $2 for every $1 contributed, up to $15,000 annually.

• Employee Stock Purchase Plan (ESPP) offering discounted stock purchase options for eligible employees (U.S. only).

• Comprehensive medical, dental, vision, and wellness resources for U.S. employees; supplemental health coverage available for Canada.

• Contributions to Health Savings Accounts for eligible U.S. plans.

• Life insurance and disability coverage provided.

• Paid time off, sick leave, and company holidays are available.

• Paid family and parental leave offered.

• Family-oriented benefits for fertility, parenthood, and caregiving.

• Employee Assistance Program providing mental health support and life-centered resources.

• Financial planning tools and concierge service available (U.S. only).

• Annual wellness allowance provided.

• Annual productivity allowance for relevant tools and resources.

• Team events, all-company updates, and employee resource groups encouraged.

• Catered lunches and stocked micro-kitchens available at offices in the Bay Area, Austin, Columbus, and New York City.