Director, Business Development

About the Role

We are hiring a Director of Business Development to source, structure, and close DailyPay's highest-leverage platform partnerships. This is a senior role reporting to the VP of Partnerships & International, with ownership of net-new partner acquisition across motions including:

• Resell partnerships through our embedded program that enables payroll and HCM platforms to offer EWA to their entire employer base through an opt-out activation model.
• Strategic embedded partnerships with high-ICP workforce management (WFM) and HCM platforms, securing preferred or exclusive co-sell and embedding rights that unlock the partner's installed client base.
• Integration partnerships that expand DailyPay's connectivity footprint and support platform-led distribution.

This is a build role. You will own the full deal lifecycle, from market mapping and outbound sourcing through commercial negotiation, executive alignment, and handoff to launch. You will operate in a competitive market against well-funded EWA rivals, and winning will require speed, creativity in deal structure, and credibility with C-suite counterparts at partner organizations.

How You Will Make An Impact

• Resell Partner Acquisition
  • 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
• Strategic Embedded Partnerships (WFM & HCM)
  • 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
• Integration Partnerships
  • 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
• Deal Execution & Cross-Functional Leadership
  • 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

What You Bring To The Team

• 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

Nice To Haves

• 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

What We Offer

• Exceptional health, vision, and dental care
• Opportunity for equity ownership
• Life and AD&D, short- and long-term disability
• Employee Assistance Program
• Employee Resource Groups
• Fun company outings and events
• Unlimited PTO
• 401K with company match