Coast is re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country’s 500,000 commercial fleets, 40 million commercial vehicles, and many million commercial drivers. The incumbent technologies that cater to these customers are decades old, and drivers, fleets, and the merchants that serve them all increasingly demand modern digital experiences and affordable and transparent financial services products. Coast's mission is to deliver them at a transformational scale, and to improve working lives in one of the country’s biggest industry sectors. The company is backed by top fintech and mobility venture funds.
As Coast's second BD Lead, you will roll up your sleeves to do the critical work of establishing strategic partnerships to drive the distribution of Coast’s product. Coast is built to help businesses with fleets save time and money, and you will identify, develop, and close relationships with prospective partners with whom we can share and drive that vision forward. This is our fastest growing channel and we’re excited to drive significant growth and innovation.
Responsibilities:
- Work with Coast’s CRO and exec team to shape new partnership strategies for Coast to unlock at-scale distribution and create customer value through a variety of commercial relationships maintained by fleet-operating businesses.
- Develop a pipeline: prioritize targets and build a prospecting plan to reach and engage potential partners for both distribution and customer value creation
- Execute against your strategy, build relationships, and structure deals to drive increased distribution of Coast to new businesses
- Negotiate deals with attractive economics, based on a mutual understanding of our and our partners core business models, in collaboration with finance and executive functions
- Work with legal to negotiate and close agreements by establishing a repeatable and scalable deal framework
- Collaborate cross functionally internally and externally to stand up partnerships and manage them to measurable success
- Think creatively to identify new partnership constructs for distribution, customer value, and driver/employee engagement - and quickly pressure test them for viability. Demonstrate real innovation in GTM
- Work to activate partnerships, and sometimes wholly own marketing initiatives, including collateral, webinars, sales activation and even direct sales and customer engagement
- Attend tradeshows and industry events to drive partnerships forward and activate current book of partnerships
- Manage partnerships: Maintain healthy partner relationships and drive towards long term strategic goals - in this current structure you will own and continue to activate and drive your partnerships forward
Requirements:
- Bachelor’s degree from a four year university, MBA preferred
- Minimum 3 - 7 years of experience in business development, partner management
- Enterprise sales and partner marketing experience strongly preferred
- Background in vertical SaaS, field services trades, fleet management, financial services (including payments), or venture backed technology companies
- Outstanding executive presence and communication skills, for both internal and external audiences at all level
- Ability to use quantitative and qualitative data to prioritize your decisions and allocate time and resources
- Comfort with PowerPoint, Excel, and business case development
- Experience negotiating deals from indicative commercials through legal review
- Sales and pitching toolkit: you can prospect, qualify, demonstrate, negotiate, and close deals
- Positive attitude with a focus on having a growth mindset
- Excitement about jumping into an early stage, fast-growing company where we’re building the ship and sailing it at the same time
- Flexibility and capability to navigate complex environments and ambiguity
- General business acumen - understanding of complex business and revenue models and how to navigate “big picture” challenges with tactical strategies
Compensation
Our salary ranges are based on paying competitively for our size and industry, and are one part of our total compensation package that also includes benefits, signing bonus, and equity. Pay decisions are based on a number of factors, including scope and qualifications for the role, experience level, skillset, and balancing internal equity relative to other Coast employees. We expect the majority of the candidates who are offered roles at Coast to fall healthily within the range based on these factors.
- Salary range: $140,000 - $195,000 annually
- Equity grant: commensurate with level determined at the discretion of the company, with meaningful potential upside given the company’s early stage
- Benefits overview:
- Medical, dental and vision insurance
- Flexible paid time off (vacation, personal well being, paid holidays)
- Paid parental leave
- $400 accessories allowance for home office setup to be spent on a keyboard, mouse, headphones, etc.
- Free lunch every Friday
About Coast
Coast is founded and led by Daniel Simon, who previously cofounded Bread (breadpayments.com), a leading payments and credit technology firm backed by some of the world’s top VCs which was acquired for $500MM+ in 2020.
Coast has raised $165M in total funding — our recent $40M Series B equity round was led by ICONIQ Growth with participation from Thomvest, and Synchrony. We're also backed by top fintech and mobility venture funds – including Accel, Insight Partners, Better Tomorrow Ventures, Avid Ventures, Bessemer Venture Partners, BoxGroup, Foundation Capital, Greycroft, Colle – and premier angel investors – including Max Levchin (Affirm), Josh Abramowitz (Bread), Jason Gardner (Marqeta), William Hockey (Plaid), Ryan Petersen (Flexport), and many others.
Check out the latest podcast interview on Fintech Layer Cake with Coast Founder Daniel Simon!
Coast is committed to diversity, equity, and inclusion. We are building a diverse and inclusive environment, so we encourage people of all backgrounds to apply. We’re an Equal Opportunity Employer and do not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, age, religion, disability, national origin, protected veteran status, or any other status protected by applicable federal, state, or local law.
