Director of Auto Partnerships

Responsibilities

• Serve as a subject matter expert within the company on the auto finance ecosystem, including indirect dealership auto lending networks, digital auto fintech platforms, and bank/credit union auto portfolios.
• Maintain a deep understanding of auto market dynamics (e.g., negative equity trends, used/new car market indices), the competitive landscape, and partner business models.
• Own and deliver on core partner KPIs, including auto origination volume, revenue growth, profitability, partner performance, and execution of strategic initiatives.
• Identify and drive new opportunities within existing and prospective auto partners. Lead commercial discussions, negotiate complex credit-facility and programmatic agreements, and collaborate cross-functionally (including Product, Data, Operations, and Risk teams) to design and deliver tailored second-look or programmatic solutions that optimize dealer conversion and unlock auto loan growth.
• Develop and execute comprehensive auto partner strategies and account plans, incorporating partner auto loan originations insights, long-term vision, growth opportunities, risks, KPI targets, and relationship development roadmaps.
• Build and maintain strong executive-level relationships across auto lenders, banks, captives, and ecosystem platforms. Establish trusted partnerships that enable long-term success and collaboration.
• Lead all partner communications, including business reviews, dealer-network performance discussions, strategic credit updates, escalations, and programmatic negotiations. Ensure clear, consistent messaging and alignment across all engagements.
• Partner cross-functionally across internal teams—including Legal, Product, Capital Markets, Operations (specifically Auto Servicing and Title Management), Risk, and Analytics—to ensure seamless execution, alignment, and issue resolution.
• Provide regular updates to senior leadership on auto partner performance, macro credit risks, and volume opportunities. Prepare executives for key partner interactions and strategic automotive discussions.

Requirements

• 10+ years of experience managing strategic B2B partnerships, client relationships, and/or business development, preferably within auto finance, fintech lending, or consumer financial services.
• Strong experience in auto loans, indirect lending models (F&I dealer offices), auto fintech platforms, and/or bank/captive auto/OEM partnerships.
• Proven ability to develop and execute partner strategies that drive measurable auto business growth.
• Demonstrated success in managing and growing executive-level relationships within the automotive or banking industries.
• Experience identifying, negotiating, and closing new flow-forward or second-look programmatic business opportunities within existing or new accounts.
• Strong analytical and strategic thinking skills, with the ability to evaluate complex credit structures, auto loan performance metrics, and dealer distribution models.
• Experience working cross-functionally in fast-paced, technology-driven environments.
• Able to influence and align multiple stakeholders across internal and external teams.
• Excellent communication and negotiation skills, with the ability to simplify complex automated underwriting concepts and drive alignment.
• Strong financial acumen, including experience with P&L management (or capital markets), unit economics (e.g., dealer reserve structures, net charge-offs), and portfolio performance metrics.
• Experience managing global or cross-cultural teams is a plus.