FinTech Business Development & Partnership Lead

We are seeking a Partnership and Business Development Leader with a rare combination of deep domain expertise in payment systems and relentless intellectual curiosity to apply it to a new industry: the physical economy. This role is for someone who doesn't just understand the mechanics of money flow, but can truly see the matrix: from the moment a card is swiped or tapped to the intricate dance of backend software, processors, and issuers, including how costs and profits are distributed across the different players in the value chain.

We need you to take that foundational knowledge in credit card issuing and processing and deploy it as a force multiplier in business development discussions across the entire payments ecosystem. You will join a high-performing team, working directly with our Fuel Merchant Partnership lead who has already built a robust fuel merchant network. You will be a skilled and empathetic negotiator, focused on creating mutually beneficial partnerships by expertly balancing the right "gives and gets" for long-term success. Beyond the boardroom, you possess the energy and intellectual horsepower to master the complex world of fleet fuel, EV charging, and non-fuel purchases across varying global landscapes, starting with North America and Europe. If you are driven by the opportunity to continuously learn, broaden your experience, and apply your strategic mind to redefine an industry, this is your next career step.

This role will reside in the Product Partnership organization that rolls up to the Chief Product Officer. This is not a quota carrying position, but rather will be measured by achievement of the business objectives we define that will unlock new markets and financial services opportunities for Motive.

What You'll Do

• Develop and execute a comprehensive partnership strategy that strengthens the Motive Card platform by identifying and engaging with key financial technology and infrastructure providers.
• Lead new business development efforts to identify, negotiate, and secure strategic partnerships that drive value for all parties and accelerate the Motive Card roadmap.
• Collaborate closely with our Product and Engineering teams to translate our partnership strategy into an actionable roadmap, ensuring seamless integration of new partner services.
• Thoughtfully consider how to align the Motive Card with the fuel merchant landscape, including retail and bulk fueling networks, to optimize spending and enhance the customer experience.
• Represent Motive externally, building deep relationships with senior leaders at potential partner organizations and negotiating business terms that support our long-term vision.
• Support Motive sellers by providing them with the necessary tools and knowledge to effectively position the Motive Card and its partner ecosystem.
• Present your point of view to internal cross-functional stakeholders to build consensus and influence the direction of our partnership program.

What We're Looking For

• A minimum of 8 years of experience in business development, strategic partnerships, or partner management.
• Demonstrated experience in negotiating and managing complex partnerships.
• Proven understanding of the payments industry, including experience with card issuing, processors, acquirers, merchants, and payment networks. Understand the distribution of interchange, acquiring fees, etc across the retail ecosystem. retail fuel merchants or private fueling networks.
• Experience with fuel merchant partnerships is a strong plus.
• Proven ability to work collaboratively across product, sales, and engineering teams to drive alignment and execution.
• An organizational bridge builder who knows how to quickly build momentum and influence without authority.
• Strong strategic and analytical skills, with a track record of using data to inform decisions and investments.
• A strong bias-to-action and tremendous work ethic.
• Ability to travel in the U.S. and abroad. Travel is roughly 10-15%, typically to start partnerships then most coordination with partners can be remote.