Principal Partnerships Manager

Remitly•Seattle, WA

10d•$184,000 - $230,000•Hybrid

About The Position

Remitly is hiring a Business Development Manager to build the next phase of its partnerships ecosystem. The role identifies, develops, and closes new B2B partnerships that use Remitly’s global payments infrastructure, working with businesses such as marketplaces, gig and workforce platforms, fintechs, banks, wallets, financial institutions, and other organizations with cross-border or mass-payment needs. This is a consultative enterprise sales role focused on helping prospective partners understand how Remitly’s payment rails, regulatory infrastructure, foreign-exchange capabilities, and global reach can support their product and payments strategies. The position works with internal teams to shape viable solutions and commercial structures, manages complex sales cycles through signed agreements, and collaborates with Strategic Account Management to support the transition to implementation and live volume. The position is part of a developing B2B growth business backed by Remitly’s infrastructure, global reach, and regulatory foundation. Corporate team members are expected to work in the office at least 50% of the time monthly, typically three days per week. Managers may set higher in-office expectations based on team needs.

Requirements

5–10+ years of B2B business development, enterprise sales, partnerships, or payments experience, with a demonstrated record of closing complex partnerships.
Experience selling payments, financial infrastructure, fintech, banking, SaaS, or related technology solutions.
Strong understanding of cross-border payments, money movement, or payment infrastructure.
Experience navigating complex enterprise sales cycles involving multiple stakeholders.
Ability to source opportunities rather than relying exclusively on inbound leads.
Strong consultative selling skills and ability to understand a customer’s business before positioning a solution.
Commercial sophistication, including comfort discussing pricing, economics, payment flows, and business cases.
Comfort partnering with Legal, Compliance, Product, Operations, and technical teams throughout the sales process.
Excellent executive communication, presentation, negotiation, and relationship-building skills.
Self-directed and comfortable operating in a developing business with evolving processes.
Strong analytical and organizational skills, including disciplined pipeline management.

Nice To Haves

Existing relationships with marketplaces, gig or workforce platforms, fintechs, banks, wallets, or other companies with cross-border payment needs.
Experience selling cross-border payments or mass-payments infrastructure.
Experience with API-based payments or embedded financial services.
Experience selling into multiple geographies.
Experience working with compliance, licensing, treasury, or flow-of-funds considerations.

Responsibilities

Build and manage a qualified pipeline of strategic B2B opportunities.
Identify and develop prospects across marketplaces, gig economy and workforce platforms, fintechs, banks, EORs, and other businesses with cross-border payment and mass-payment needs.
Own the sales process from prospecting and qualification through commercial negotiation and close.
Develop relationships with senior decision-makers across payments, product, finance, operations, treasury, and executive leadership.
Understand prospects’ business models, payment flows, customer needs, target markets, and growth plans, and translate them into Remitly partnership solutions.
Partner with Product, Compliance, Legal, Treasury, Operations, and other internal teams to develop commercially viable solutions.
Address compliance, licensing, flow-of-funds, and operational considerations early in partner conversations.
Develop business cases, commercial proposals, pricing models, and partnership structures in collaboration with the GM.
Manage complex, multi-stakeholder sales cycles involving multiple decision-makers and competing priorities.
Negotiate commercial terms and drive opportunities to signed agreements.
Maintain accurate pipeline forecasts, deal stages, next steps, and expected revenue or volume.
Work with Strategic Account Management to transition signed agreements smoothly to implementation and live volume.
Develop repeatable sales approaches, messaging, and playbooks.
Represent Remitly partnerships at industry events and build a network across the payments ecosystem.