Senior Manager, Business Development Enterprise

Kikoff•San Francisco, CA

About The Position

Kikoff Enterprise helps businesses turn credit progression into a driver of customer and business growth. Through Kikoff's embedded credit products and infrastructure, partners can help their customers build stronger credit while creating opportunities to expand eligibility, deepen engagement, improve retention, and unlock access to additional financial products. The Business Development team is responsible for bringing this value proposition to market. We identify strategic partners, understand the business problems they are trying to solve, design solutions using Kikoff's Enterprise platform, and build the commercial relationships required to bring those solutions to life. Our partners span financial institutions, lenders, fintech and embedded finance platforms, gig economy companies, and other large consumer businesses. Partnerships can range from embedding Kikoff's credit-building products into a partner's customer experience to powering critical credit infrastructure such as bureau furnishing, decline recovery, dispute management, decisioning, and credit progression. The team works closely with executive leadership and cross-functional partners across Product, Engineering, Marketing, Operations, Legal, Compliance, and Finance. By joining this team, you will play a key role in defining and scaling Kikoff Enterprise as a major growth engine for the company.

Requirements

Bachelor's degree and 6-8+ years of experience across business development, strategic partnerships, fintech, financial services, corporate development, management consulting, investment banking, or similarly strategic and analytical roles.
Strong fintech or financial services background, with a sophisticated understanding of the ecosystem across consumer credit, lending, banking, embedded finance, payments, or financial infrastructure.
Demonstrated experience developing and managing strategic relationships with financial institutions, fintech platforms, lenders, or other complex and regulated businesses.
Track record of originating, structuring, negotiating, and scaling large, complex partnerships with meaningful commercial impact.
Experience working directly with senior executives and the ability to establish credibility quickly with C-suite and business-unit leadership.
Exceptional strategic and commercial judgment, with the ability to understand how a partner's business works, identify where Kikoff can create value, and turn that insight into a scalable partnership.
Experience with B2B and/or B2B2C, embedded finance, API-based, platform, or other ecosystem business models.
Strong consultative approach and the ability to lead discovery around a partner's business problems rather than relying on a predefined product pitch.
Advanced quantitative and financial skills, including experience building business cases, financial models, market-sizing analyses, and complex commercial structures.
Strong negotiation skills and experience navigating deals involving multiple stakeholders, competing priorities, and complex product or regulatory considerations.
Ability to influence Product, Engineering, Legal, Compliance, Finance, Operations, and Go-to-Market teams without direct authority.
Excellent written and verbal communication skills, including the ability to distill complex business and technical concepts into clear executive-level narratives.
Demonstrated leadership and ability to mentor other team members, establish best practices, and raise the quality of execution across a growing organization.

Nice To Haves

Experience identifying and developing entirely new markets, channels, products, or partnership models is strongly preferred.
Comfortable operating with significant autonomy and ambiguity, forming a point of view with imperfect information, and driving an organization toward action.
Familiarity with tools such as Salesforce or HubSpot, ZoomInfo, PitchBook or CB Insights, Tableau, Amplitude, Snowflake, and modern AI tools is a plus.

Responsibilities

Own Kikoff's most strategic and complex Enterprise opportunities from market development and executive engagement through negotiation, launch, and long-term expansion.
Develop a deep understanding of prospective partners' businesses, customers, economics, strategic priorities, and product roadmaps to identify where Kikoff can create differentiated value.
Build and maintain relationships with senior executives across banks, credit unions, lenders, fintechs, embedded finance platforms, and large consumer businesses.
Develop tailored partnership strategies that connect Kikoff's capabilities to partner objectives such as market expansion, customer acquisition, credit eligibility, decline recovery, engagement, retention, cross-sell, and monetization.
Build sophisticated business cases and commercial models that quantify the value of a partnership for both Kikoff and the partner.
Lead complex negotiations involving partnership economics, product scope, integrations, data, go-to-market strategy, and long-term commercial structures.
Identify and develop new industries, channels, use cases, and partnership models that can materially expand Kikoff's addressable market.
Develop points of view on market opportunities and make recommendations to Kikoff's leadership team regarding where the Enterprise business should invest.
Partner closely with Product and Engineering leadership to translate market opportunities and partner needs into scalable Enterprise products and infrastructure.
Influence Kikoff's Enterprise roadmap by identifying recurring partner needs and distinguishing between strategic platform capabilities and one-off customization.
Lead cross-functional teams across Product, Engineering, Legal, Compliance, Finance, Operations, Marketing, and Growth to move complex partnerships from concept to launch.
Own the strategic growth of major partners after launch, identifying additional products, customer segments, distribution opportunities, and commercial models.
Establish executive-level operating rhythms and business reviews with strategic partners to drive accountability and identify opportunities for expansion.
Serve as a senior voice of the market internally, bringing competitive intelligence, partner feedback, and emerging industry trends into Kikoff's product and corporate strategy.
Help establish the processes, frameworks, and operating principles required to scale Kikoff's Enterprise partnership organization.
Mentor and support more junior members of the Business Development team and raise the overall quality of strategic thinking, deal execution, and partner management across the organization.