Director, Strategic Business Development – Fintech & Payments

About Engine At Engine, we’re transforming business travel into something personalized, rewarding, and simple. For too long, managing travel and spend has been overwhelming and fragmented — we’re here to change that. We believe the future of travel should be seamless and powered by technology that delights customers at every step. That’s why we’re building a platform that brings together corporate travel, a powerful charge card, and modern spend management in one place. To make this vision real, we’re looking for exceptional, mission-driven people to help redefine how businesses manage and experience travel. More than 30,000 companies already rely on Engine to support over 1 million travelers and billions in annual bookings each year. Cash flow positive with rapid growth, we pair exclusive Engine-only rates, industry-leading rewards, and intelligent automation to help businesses save money while delivering world-class personalization and convenience. Backed by Telescope Partners, Blackstone, and Permira, Engine has been recognized as one of the fastest-growing travel and fintech platforms in North America, with honors including the Deloitte Fast 500 and Built In’s Best Places to Work. Engine is redefining how businesses experience travel — and the strategic partnerships that power our growth are central to that mission. As Director, Strategic Business Development – Fintech & Payments, you will own our most consequential Fintech & Payments partnerships from first conversation through long-term scale. This is a full-cycle role: you source it, negotiate it, close it, and grow it. You will build deep executive relationships across the Fintech & Payments landscape, structure complex high-value deals, and ultimately build and lead a team beneath you as this vertical scales. If you thrive at the intersection of strategic thinking and relentless execution — and you want to build something that matters at a category-defining company — this is your role. What You'll Do • Full-Cycle Partnership Ownership: Own the end-to-end lifecycle for Fintech & Payments partnerships — from initial outreach and qualification through negotiation, close, onboarding, and long-term growth. You bring it in, you scale it. • Pipeline Development: Identify, qualify, and build a high-value pipeline of Fintech & Payments partnerships, each with the potential to reach $100M+ in annual volume. Manage a named account list, tier opportunities strategically, and self-source with creativity and urgency. • Executive-Level Negotiation: Lead complex, multi-stakeholder deal negotiations with C-suite and VP-level decision-makers at Fintech & Payments organizations. Craft compelling partnership structures that drive durable mutual value. • Vertical Expertise & Market Intelligence: Develop and maintain deep knowledge of the Fintech & Payments landscape — key players, buying dynamics, competitive forces, regulatory considerations, and partnership models that unlock distribution or revenue at scale. • Post-Close Relationship Leadership: Serve as Engine's primary executive relationship owner for Fintech & Payments partners post-close. Drive retention, expansion, and partner satisfaction across your portfolio. • Cross-Functional Collaboration: Partner with Product, Marketing, Revenue Operations, and Finance to craft tailored proposals, support partner onboarding, and ensure Engine's platform capabilities match Fintech & Payments partner needs. • Industry Representation: Represent Engine at Fintech & Payments-relevant conferences, industry events, and executive forums. Build Engine's brand and credibility in the market. • Pipeline Rigor & Forecasting: Maintain a well-organized, accurate pipeline in Salesforce. Forecast clearly, communicate progress to leadership, and leverage tools like ZoomInfo, Outreach, and Gong to drive efficiency. • Team Building: As the Fintech & Payments vertical matures and scales, recruit, develop, and lead a high-performing BD team beneath you. You're not just a dealmaker — you're building a business within a business. What We're Looking For • Fintech & Payments Expertise: 10+ years of strategic BD, partnerships, or enterprise sales experience with a demonstrated focus in Fintech & Payments. Deep network and established credibility within the Fintech & Payments ecosystem. • Partnership Track Record: Proven history of sourcing, structuring, and closing complex B2B partnerships at significant scale — not just transactional deals. You've managed high-value portfolios and know what it takes to win and keep strategic accounts. • Executive Presence: Strong executive presence with the ability to navigate complex organizations, build trust with senior stakeholders, and lead high-stakes conversations at the C-suite level. • Builder's Mindset: You create the playbook as you go. You thrive in environments without a defined script, identify the right path forward independently, and turn ambiguity into momentum. • Leadership Orientation: Experience building, managing, or mentoring BD or sales teams — and a genuine drive to scale a high-performing team as this vertical grows. • Commercial Acumen: Ability to model and communicate the commercial value of complex deals. Comfortable with deal economics, partnership structures, and cross-functional alignment on contract terms. • Industry Bonus: Experience in travel, fintech, SaaS, or marketplace platforms is a strong plus. Familiarity with the corporate travel ecosystem is an advantage. Applications for this role will be accepted through October 20, 2026 or until the role is filled. We encourage you to apply early, as we may begin reviewing applications before the deadline. CompensationIn addition to a competitive base salary, our listed compensation range includes the estimated variable target. Your OTE (on-target earnings) are based on several factors including your experience, expertise, and location. Your compensation package may also include equity. Your recruiter will share your complete compensation package as you move through the process. Total OTE Range (Base Salary + Variable) $265,000—$345,000 USD The Engine Edge: Perks & Compensation We believe in rewarding great work with great benefits: • Compensation: Competitive base pay tied to role and experience, with opportunities for bonuses, commissions, and equity. • Benefits: Check out our full list at engine.com/culture. • Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we’ll make sure you have what you need to succeed. Perks and benefits may vary based on employment type, location, and more. Ready to Build the Future of Work Travel? Join us on our mission to transform how work travel works—for businesses, for travelers, and for the industry. Apply now and let’s make travel simpler, smarter, and more enjoyable—together.