Director, Business Development

What You Will Do

Build New Partner Relationships

• Identify and prioritize brands most likely to benefit from a Cardless card program using market data, competitive intelligence, and network.
• Develop relationships with senior decision-makers at target companies over long time horizons for enterprise deals.
• Represent Cardless credibly to executives at major consumer brands, financial institutions, and loyalty programs.
• Collaborate with Marketing and Product on materials, demos, and narratives.

Work the Consulting and RFP Channel

• Build and maintain relationships with consulting firms and networks running RFP and vendor selection for card programs.
• Ensure Cardless is known and represented in these processes through ongoing relationship maintenance.
• Develop POV on most active consulting firms and invest in key relationships.
• Respond to RFPs with accurate, compelling materials, coordinating with product, finance, and partnerships teams.

Target Companies with Existing Card Programs

• Identify companies with incumbent card programs and build case for Cardless as superior partner.
• Develop deep familiarity with competitive landscape, incumbent offerings, shortcomings, and customer priorities.
• Build respectful relationships focused on future opportunities.
• Collaborate with product and partnerships to ground pitches in real capabilities and performance data.

Own the Business Development Process

• Manage pipeline from first contact to signed agreement with enterprise sales discipline (forecasting, next steps).
• Work with leadership to prioritize opportunities given partnerships team constraints.
• Maintain CRM, contact databases, and outreach cadences for scalable operations.
• Provide regular reporting on pipeline health, deal velocity, and competitive dynamics.

What We Are Looking For

Experience

• 7-10 years in business development, partnerships, or sales with meaningful financial services exposure (ideally bank, card issuer, or payment network).
• Track record closing complex, multi-stakeholder enterprise deals from prospecting through signature.
• Existing network in card and payments space with decision-makers at consumer brands, financial institutions, loyalty programs, or consulting firms.
• Experience navigating formal RFP processes for financial services technology is a strong plus.

Skills and Competencies

• Network and Relationship Building: Ability to open doors and leverage network as competitive advantage.
• Financial Services Fluency: Deep understanding of card program economics, players, contracts, and regulatory context.
• Sales Process and Discipline: Clean pipeline management with accurate forecasting and follow-through.
• Communication and Presence: Effective with senior executives; strong verbal and written skills.
• Competitive Intelligence: Stay current on market evolution to sharpen positioning.
• Judgment and Autonomy: Prioritize opportunities independently without heavy management.

This role is not a fit for those with primarily inbound sales/account management backgrounds, without meaningful financial services experience, seeking management roles, or requiring remote/hybrid arrangements.