Director, Business Development

Own sourcing, qualification, and closing of net-new resell partners across payroll, HCM, and adjacent platform categories, with a focus on platforms serving SMB and downmarket employers

Build and maintain a prioritized market map of candidate platforms, assessing fit across employee footprint, segment alignment, integration feasibility, and competitive posture

Negotiate resell commercial frameworks, including revenue economics, activation commitments, and go-to-market obligations, that align partner incentives with DailyPay growth objectives

Contribute directly to the annual partner launch target and the bookings plan attached to it

Background in HR Tech, embedded finance, EWA, or fintech

Experience selling into or partnering with WFM platforms in hourly, high-turnover verticals such as hospitality, QSR, or healthcare

Prior experience building or scaling a resell, white-label, or embedded distribution program

Familiarity with API-based integration scoping and platform marketplace dynamics

Pursue preferred and exclusive partnerships with high-ICP WFM platforms in hourly, high-turnover verticals such as hospitality, QSR, healthcare, and homecare

Structure deals that combine co-sell rights into the partner's installed base with an embedded or co-branded DailyPay experience inside the partner's platform

Drive embedding of DailyPay access points within platforms serving our existing client base, deepening engagement and adoption among current users

Navigate competitive dynamics where rival EWA providers hold incumbent positions, and build displacement strategies where warranted.

Partner with Sales Leaders and Product to identify and close integration partnerships that expand DailyPay's platform connectivity in support of long-range plan outcomes

Scope integration requirements with Product and Engineering counterparts and translate technical feasibility into commercial terms.

Run a disciplined pipeline with clear stage gates, forecasting, and reporting to the VP of Partnerships & International

Lead internal alignment across Legal, Finance, Product, and Operations to move deals from term sheet to signature to launch

Serve as the executive-level point of contact for prospective partners through negotiation, engaging partner C-suite and senior leadership with credibility

Contribute market and competitive intelligence back into partnership strategy, including partner prioritization frameworks and segment theses

8+ years of experience in business development, strategic partnerships, or channel sales, with a demonstrated track record of sourcing and closing complex, multi-party platform deals

Deep familiarity with the payroll, HCM, WFM, or adjacent technology ecosystem, including distribution models, integration dynamics, and partner economics

Strong commercial instincts and the ability to structure creative deal frameworks, including revenue share, resell, and embedded commercial models

Executive communication skills, with experience engaging C-suite and senior decision-makers at partner organizations

A self-directed outbound motion: comfort building a pipeline from scratch, running market mapping, and progressing deals without a defined template

Ability to lead through influence across Product, Engineering, Legal, and Finance to get deals structured, approved, and launched