Director of Partnerships

About the Role:

The Director of Partnerships at Pagaya will lead and expand strategic relationships across personal loan originators, fintech platforms, and bank partners at an executive level. This role is responsible for shaping partner strategy, driving revenue and profitability, and executing key initiatives to accelerate growth across Pagaya’s personal loan network. The position will play a critical role in scaling partnerships, identifying new business opportunities, and delivering measurable impact across volume, revenue, margin, and strategic outcomes.

Responsibilities:

• Industry & Partner Expertise: Serve as a subject matter expert within Pagaya on the personal loans ecosystem, including fintech lenders, digital platforms, and bank partnerships. Maintain a deep understanding of market dynamics, competitive landscape, and partner business models.
• Business Delivery: Own and deliver on core partner KPIs, including origination volume, revenue growth, profitability, partner performance, and execution of strategic initiatives.
• Business, Product & Solution Development: Identify and drive new opportunities within existing and prospective partners. Lead commercial discussions, negotiate agreements, and collaborate cross-functionally (including Product, Data, and Risk teams) to design and deliver tailored solutions that meet partner needs and unlock growth.
• Strategy Development: Develop and execute comprehensive partner strategies and account plans, incorporating partner insights, long-term vision, growth opportunities, risks, KPI targets, and relationship development roadmaps.
• Key Relationship Development: Build and maintain strong executive-level relationships across fintechs, banks, and ecosystem partners. Establish trusted partnerships that enable long-term success and collaboration.
• Partner Communication: Lead all partner communications, including business reviews, strategic discussions, escalations, and negotiations. Ensure clear, consistent messaging and alignment across all engagements.
• Internal Stakeholder Management: Partner cross-functionally across internal teams- including Legal, Product, Capital Markets, Operations, Risk, and Analytics - to ensure seamless execution, alignment, and issue resolution.
• Leadership Updates & Preparation - Provide regular updates to senior leadership on partner performance, risks, and opportunities. Prepare executives for key partner interactions and strategic discussions.

Requirements:

• 10+ years of experience managing strategic B2B partnerships, client relationships, and/or business development, preferably within fintech, consumer lending, or financial services.
• Strong experience in personal loans, unsecured consumer lending, fintech platforms, and/or bank partnerships.
• Proven ability to develop and execute partner strategies that drive measurable business growth.
• Demonstrated success in managing and growing executive-level relationships.
• Experience identifying, negotiating, and closing new business opportunities within existing or new accounts.
• Strong analytical and strategic thinking skills, with the ability to evaluate complex business opportunities and partner performance.
• Experience working cross-functionally in fast-paced, technology-driven environments.
• Ability to influence and align multiple stakeholders across internal and external teams.
• Excellent communication and negotiation skills, with the ability to simplify complex concepts and drive alignment.
• Strong financial acumen, including experience with P&L management (or capital markets), unit economics, and performance metrics.
• Experience managing global or cross-cultural teams is a plus.