Director, Payment Partnerships

Etsy•Brooklyn, NY

7d•Hybrid

About The Position

Etsy's Payments Partnerships team sits at the intersection of commercial strategy, product acceleration, and financial infrastructure — and this role leads it. As Director, you'll be responsible for the partner relationships, deal structures, and operating model behind hundreds of millions of annual transactions and seller payouts. You'll lead a team that manages our processors, networks, APMs, and financial service providers — turning those relationships into measurable advantages in pricing, product capability, and payments resilience. Working closely with Product, Engineering, Finance, and Legal, you'll translate external ecosystem capabilities into roadmap decisions and business outcomes. The right person combines sharp commercial instincts, deep payments expertise, and the leadership to effectively balance long-horizon strategy and high-urgency execution. This is a full-time position reporting to the Senior Director, Payments Product. In addition to salary, you will also be eligible for an equity package, an annual performance bonus, and our competitive benefits that support you and your family as part of your total rewards package at Etsy. For this role, we are considering candidates based in the United States. Candidates living within commutable distance of Etsy’s Brooklyn Office Hub may be the first to be considered. For candidates within commutable distance, Etsy requires in-office attendance once or twice per week depending on your proximity to the office. Etsy offers different work modes to meet the variety of needs and preferences of our team. Learn more details about our work modes and workplace safety policies here.

Requirements

10+ years building and scaling strategic partnerships in payments, FinTech, marketplace infrastructure, or financial services
Proven track record to lead high-stakes commercial negotiations with large enterprise or platform partners — from term sheet through execution
Fluency across the payments stack: card networks, processors, APMs, payouts, risk management, and identity/verification — including how these layers connect commercially
Track record of building structured partner operating models — including performance SLAs, escalation paths, and executive QBRs — that hold up at scale
Ability to translate commercial deal terms into product and engineering implications and vice versa without losing either side in translation
Experience developing a team while also working credibly with senior legal, product, finance, and engineering stakeholders
Comfortable building and stress-testing financial models, structuring business cases, and negotiating value-exchange deals backed by data.

Responsibilities

Define and drive the vision for Etsy's payments partnerships function — shaping how we build, structure, and evolve the partner portfolio over time.
Serve as Etsy's senior point of accountability for strategic payment partnerships — maintaining exec-level relationships and resolving issues that require leadership engagement.
Lead high-stakes commercial processes — RFPs, contract renewals, and deal structuring — that materially affect Etsy's payment economics and capabilities.
Own the operating framework for partner performance: scorecards, QBRs, SLA accountability, and rapid response to critical issues.
Develop partnership strategies that move metrics that matter — buyer conversion, seller experience, payments resilience, and margin — not just activity.
Build the analytical and decision-making infrastructure to evaluate new markets, products, and partner capabilities — so Etsy bets on the right opportunities.
Keep partnership work anchored to Etsy's broader roadmap — working closely with product and engineering so partner capabilities ship on time and with real impact.
Build a high-performing team — hiring for gaps, developing existing talent, and designing the operating rhythm that lets the function scale without losing quality.