Director - Embed Product Partnerships

BILL•San Jose, UT

2d•Remote

About The Position

Innovate with purpose At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. And we don’t stop there: we’re creating the future of financial automation so businesses can spend more time on what matters. Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. We're remote-first, with office spaces in San Jose, CA and Draper, UT — and opportunities to connect in person when it counts. BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks. BILL builds high performing teams and we seek to hire the best talent for every role. We're committed to building a workplace that fosters inclusion and diverse perspectives, valuing each person’s unique skills and experiences. We’d love to hear from you—you might be just what we’re looking for, whether in this role or another. ✨ Let’s give businesses more time for what matters. Make your impact within a rapidly growing Fintech Company Join BILL as a Director, Product Partnerships on our Embed org and take direct ownership of the two product partnerships at the center of our embedded finance strategy. Our Embed team builds the infrastructure that makes it possible for SMBs to pay vendors, manage employee spend, and automate their financial operations without ever leaving the platforms they already use every day. You will own BILL's deepest embedded integrations with a top-5 ERP platform and a top-3 U.S. commercial bank, two partnerships that are embedded at the product layer, not bolted on at the GTM layer, and where success is measured by transaction volume, customer activation, and joint revenue growth through each partner's existing customer base. This is a senior IC role with direct accountability for two of BILL's highest-visibility commercial relationships. You will drive post-launch adoption inside each partner's platform, own the joint product roadmap, influence BILL's embedded product direction from the outside in, and run the cross-functional coordination that keeps Product, Finance, Legal, and the C-suite aligned on both accounts. Neither partnership is on cruise control. The ERP relationship has significant room to grow from its current footprint, and the banking partnership is navigating a critical platform migration and contract phase. You will be in the room where both evolve, with board-level visibility on outcomes and direct access to the leadership needed to get things done.

Requirements

8+ years in product partnerships, strategic account management, or embedded commercial partnerships, with direct and sole ownership of a named enterprise relationship where your success was measured by post-launch volume, adoption, or revenue performance through a partner's platform.
Demonstrated experience in a sell-through or embedded motion, where driving revenue required activating a partner's existing customer base rather than building a pipeline from scratch or closing net-new deals.
A track record of operating credibly at the VP and C-suite level, both internally and with external partners, including leading commercial negotiations, executive business reviews, and high-stakes conversations independently.
Experience translating a partner's commercial needs into internal product decisions, including making the case across Product and Engineering and seeing the outcome through.
Financial fluency in partnership economics, including building or reviewing business cases, financial models, and deal structures tied to partnership revenue or cost impact.

Nice To Haves

Background at a fintech, payments infrastructure, or embedded platform company where GTM success was measured by partner-driven volume: Stripe, Twilio, PayPal/Braintree, Adyen, Square, Plaid, or a comparable company at the product infrastructure layer.
Experience with ERP ecosystems (Oracle NetSuite, SAP) or banking technology platforms, either through direct employment or deep partnership work.
Prior exposure to co-developing or launching an embedded product integration before full product-market fit, including navigating ambiguity on both roadmap and commercial terms simultaneously.

Responsibilities

Own end-to-end accountability for two named strategic partnerships, including transaction volume growth, customer activation rates, joint revenue performance, and partner relationship health from launch through scale.
Drive post-launch sell-through motion inside each partner's platform, including activation of the partner's existing customer base, removal of adoption blockers, and direct engagement with the partner's sales, product, and customer success teams to move volume.
Develop and execute joint product roadmaps with each partner, translating commercial priorities into internal product requirements and serving as the primary voice of the partner into BILL's product and engineering teams.
Own executive-level relationships at both partner organizations, running structured business reviews, leading commercial negotiations, and navigating high-stakes decisions at the VP and C-suite level on both sides.
Drive internal cross-functional alignment across Product, Finance, Legal, and the CRO org to unblock partnership priorities and deliver on joint commitments, operating through influence rather than authority.
Build and maintain financial models, business cases, and deal structures tied to each partnership's revenue and cost contribution, and present partnership performance directly to BILL's senior leadership.
Identify and close gaps in partnership infrastructure including onboarding, enablement, and operational cadences that affect volume or customer experience inside each partner's platform.