Strategic Account Executive, Capital Partnerships

The Team: 

Upstart’s Lending Partnerships team connects our technology and credit expertise with the capital and customer relationships of banks and credit unions to expand access to affordable credit. We are growing our team and seeking a Strategic Account Executive, Capital Partnerships to help build and expand these partnerships across our target market

You will lead efforts to identify, attract, and develop new bank and credit union partnerships to expand our depository capital base, with a focus on new products. You will structure and execute thoughtful deals that align with each financial institution's funding needs, risk appetite, and strategic objectives. Working cross-functionally with teams across Upstart, you will turn high-potential opportunities into durable partnerships and meaningful sources of capital.

How you’ll make an impact

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

Minimum Qualifications 

• 6+ years of experience in leading and managing complex lending deals, corporate strategy, or business development strategy roles 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 pipeline, develop a market strategy, and drive complex deals from initial outreach through close
• Demonstrated ability to develop compelling business cases and influence stakeholders across both partner organizations and internal cross-functional teams
• Strong judgment, executive presence, and communication skills, with the ability to navigate complex, high-visibility transactions

Preferred Qualifications

• Prior experience in HELOC, auto lending, or other secured consumer lending markets.
• An established network of senior relationships across banks, credit unions, and related financial institutions.
• Experience using AI tools to improve prospecting, account research, deal strategy, or sales execution

Position location This role is available in the following locations: Remote 

Time zone requirements The team operates on the East/West coast time zones.  

Travel requirements As a digital first company, the majority of your work can be accomplished remotely. The majority of our employees can live and work anywhere in the U.S but are encouraged to to still spend high quality time in-person collaborating via regular onsites. The in-person sessions’ cadence varies depending on the team and role; most teams meet once or twice per quarter for 2-4 consecutive days at a time.

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