Strategic Account Executive, Capital Partnerships

Responsibilities

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

Requirements

• 6+ years of experience leading and managing complex lending deals, corporate strategy, or business development strategy, 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 a pipeline, develop market strategy, and drive complex deals from outreach through close.
• Demonstrated ability to develop compelling business cases and influence stakeholders across partner organizations and internal teams.
• Strong judgment, executive presence, and communication skills, with the ability to navigate complex, high-visibility transactions.
• Ability to work within East Coast or West Coast time zones.

Nice-to-haves

• Experience in HELOC, auto lending, or other secured consumer lending markets.
• Established senior relationships across banks, credit unions, and related financial institutions.
• Experience using AI tools for prospecting, account research, deal strategy, or sales execution.

Compensation and Benefits

• Anticipated base salary: $122,700–$169,800 USD, depending on geographic location, skills, experience, and education or training.
• Target bonuses, equity compensation, and benefits including health coverage, retirement matching, employee stock purchase plan, paid leave, wellness and productivity allowances, and financial wellness resources.