Strategic Account Executive, Capital Partnerships

Upstart

13d•$122,700 - $169,800•Remote

About The Position

Upstart's Lending Partnerships team connects our technology and credit expertise with the capital and customer relationships of banks and credit unions to expand access to affordable credit. We are growing our team and seeking a Strategic Account Executive, Capital Partnerships to help build and expand these partnerships across our target market. You will lead efforts to identify, attract, and develop new bank and credit union partnerships to expand our depository capital base, with a focus on new products. You will structure and execute thoughtful deals that align with each financial institution's funding needs, risk appetite, and strategic objectives. Working cross-functionally with teams across Upstart, you will turn high-potential opportunities into durable partnerships and meaningful sources of capital.

Requirements

6+ years of experience in leading and managing complex lending deals, corporate strategy, or business development strategy roles preferably at financial services institutions
Established relationships with senior decision-makers across banks, credit unions, and related financial institutions
Strong understanding of how depository institutions evaluate lending partnerships, including funding needs, risk appetite, economics, and strategic priorities
Ability to independently build pipeline, develop a market strategy, and drive complex deals from initial outreach through close
Demonstrated ability to develop compelling business cases and influence stakeholders across both partner organizations and internal cross-functional teams
Strong judgment, executive presence, and communication skills, with the ability to navigate complex, high-visibility transactions

Nice To Haves

Prior experience in HELOC, auto lending, or other secured consumer lending markets.
An established network of senior relationships across banks, credit unions, and related financial institutions.
Experience using AI tools to improve prospecting, account research, deal strategy, or sales execution

Responsibilities

Identify and qualify prospective partners based on their funding needs, risk appetite, strategic priorities, and interest in new products
Drive negotiations and close strategic partnerships that expand Upstart’s capital network and unlock new growth opportunities across products and channels
Build and cultivate relationships with executives and decision-makers at banks and credit unions.
Develop compelling partnership strategies and business cases that demonstrate the value of working with Upstart
Collaborate with Solutions Consulting, Product, Legal, Credit, Operations, and other cross-functional teams to design and structure lender-aligned deals

Benefits

Competitive compensation, including base pay, bonus opportunities, and annual equity grants that vest quarterly
Retirement benefits to help you plan for the future, including a 401(k) or Group Retirement Savings Plan with a company match of $2 for every $1 contributed, up to $15,000 annually (USD in the US, CAD in Canada)
Employee Stock Purchase Plan (ESPP) with discounted stock purchase options for eligible employees (US only)
Comprehensive health coverage designed to support you and your family, including medical, dental, vision, and wellness resources for US and supplemental health coverage for Canada.
Health Savings Account contributions from Upstart for eligible plans (US only)
Income protection benefits, including life insurance and disability coverage for added financial security
Paid time off, sick leave, and company holidays, in line with local requirements
Paid family and parental leave to support caregiving and major life moments (duration varies by country)
Family-centered benefits to support fertility, parenthood, and caregiving needs
Employee Assistance Program (EAP) offering mental health support and life-centered resources
Financial wellness resources, including access to financial planning tools and a financial concierge service (US Only)
Annual wellness allowance to support your physical and emotional well-being and personal development, based on what matters most to you
Annual productivity allowance to invest in relevant tools and resources you need to do your best work, no matter where you work from
Connection and community through team events, all-company updates, and employee resource groups (ERGs)
Onsite perks, including catered lunches and fully stocked micro-kitchens when working from one of our offices in the Bay Area, Austin, Columbus, and New York City (opening Summer 2026!)