Director - Strategic Partnerships

BILL•San Jose, CA

2d•$172,600 - $253,800•Remote

About The Position

Make your impact within a rapidly growing Fintech Company. Join BILL as a Director, Strategic Partnerships and take direct ownership of two of the company's most consequential partner relationships: a top-5 ERP platform, where BILL's AP product is embedded inside one of the world's most widely used business management systems, and a top-3 U.S. commercial bank, where BILL's Spend and Expense capabilities power the embedded banking experience for small and mid-size businesses. This role sits inside BILL's Embed org, which owns the company's 3-5 year embedded partnerships strategy and is tied directly to a projected $300M revenue opportunity by FY29. Outcomes from this function are reported to the Board and referenced on earnings calls. The stakes are real and the visibility is immediate. In this role, you will manage and grow two enterprise-scale partnerships that are not distribution agreements or reseller arrangements. They are deep, co-built integrations where BILL's product lives inside the partner's customer experience, and where success is measured by adoption, transaction volume, and joint revenue growth. You will drive the strategic roadmap across both accounts, influence BILL's embedded product direction from the partner side, and coordinate across Product, Finance, Legal, and the C-suite to keep both relationships performing and expanding. The SMBs who depend on these embedded channels every day to pay vendors, manage spend, and run their financial back office are the reason this role exists.

Requirements

8+ years in post-sales enterprise account management or strategic partnerships, with direct ownership of a complex, high-stakes external relationship at a major enterprise or financial institution.
Direct experience in a sell-through or embedded commercial model, where GTM success depended on driving adoption or volume through a partner's customer base, not just on contract signature.
A track record of operating credibly at the VP and C-suite level, both internally and with external partners, including leading commercial negotiations and executive business reviews independently.
Demonstrated ability to influence product direction without authority, translating partner needs into internal product arguments and driving cross-functional alignment across Product, Engineering, and Legal.
Financial fluency, including comfort contributing to financial models, reading partnership P&L implications, and presenting business cases to senior finance audiences.
Experience navigating organizational complexity on both sides of a partnership, managing internal stakeholders through ambiguity while keeping the external relationship on track.

Nice To Haves

Background at a company with a volume-based or embedded commercial motion at scale, such as Stripe, Twilio, Adyen, Marqeta, Plaid, or a comparable fintech, payments infrastructure, or enterprise software company.
Prior exposure to ERP ecosystems, banking technology platforms, or financial services APIs, particularly where product integration was central to partnership performance.
Experience contributing to deal structures or business cases tied directly to a partnership's revenue trajectory, with visibility to CFO or board-level audiences.

Responsibilities

Own the end-to-end strategic relationship with both partners, including executive stakeholder management, joint roadmap development, commercial performance tracking, and escalation resolution.
Drive measurable revenue and volume growth across both partnerships by setting and tracking joint KPIs with internal Finance and partner-side counterparts.
Influence BILL's embedded product roadmap by translating partner needs into clear, prioritized product arguments and following them through internal Product and Engineering review cycles.
Build and maintain executive-level relationships at both partners, operating credibly with VP and C-suite counterparts on contract, product, and commercial topics.
Coordinate cross-functionally across Product, Legal, Finance, and BILL's C-suite to align on partnership strategy, resolve blockers, and deliver on shared commitments.
Develop and refine the partnership operating model, including QBR frameworks, joint business planning processes, and executive reporting tied to BILL's Embed strategy.
Represent partnership outcomes in board-level and earnings-call-relevant reporting, ensuring results are framed clearly for executive and investor audiences.