Director of Business Development, Payments
Overview
Roblox is seeking a visionary leader to build a new payments division. This role involves leading the transition from standard payment processing to a strategic orchestration model, optimizing transaction costs, and transforming creator payouts to enhance financial access and reduce fees.
Responsibilities
Lead RFPs and high-stakes contractual negotiations with major global payment processors and financial institutions.
Establish formal business relationships where none currently exist, securing advantageous commercial terms that are accretive to Roblox's bottom line.
Lead the transition from current legacy systems to a multi-partner orchestration system, achieving optimal routing based on cost and conversion.
Drive the business strategy and partnerships required to modernize our existing infrastructure into a proprietary, end-to-end financial platform for creators.
Transform Creator Payout: Dramatically improve creator retention and satisfaction by reducing payout latency and fees, directly impacting "Time-on-Platform" and developer ecosystem growth.
Lead cross-functional enterprise deal execution, including Legal, Finance, Privacy, and Engineering stakeholders.
Expand into Emerging Markets: Develop a strategy for handling international currency exchange volatility and local payment methods in high-growth regions.
Bridge Business & Engineering: Translate commercial opportunities into "second-level" technical requirements, such as ledger design and API integration standards.
Optimize Performance: Implement a rigorous "Payment Excellence" framework to monitor authorization rates and fraud thresholds.
Future-Proofing for Agentic Commerce: Evaluate and integrate emerging technologies, including AI agents and blockchain rails, into the payments strategy.
Requirements
10+ years of Business Development experience specifically within the Consumer Financial Services, Digital Payments, Fintech, or Digital Wallet sectors.
Proven track record of a 0-to-1 buildout of a payments division or financial product line.
Bilingual Fluency (Tech/Business): Ability to articulate complex technical concepts to engineers while modeling multi-year economic impacts for C-suite executives.
Global Regulatory Acumen: Deep understanding of the global regulatory landscape, including PSD2, KYC/AML compliance, and card network rules.
Complex Negotiation Skills: Demonstrated success in negotiating and signing deals with payment networks, acquirers, and banks.
Strategic Ecosystem Architecture: Ability to view payments as a strategic asset class, capable of designing partnerships that drive long-term ecosystem value.
Analytical Rigor: Strong data processing and analytical skills to model ROI, forecasting, and "payment excellence" metrics.
Leadership in Ambiguity: Experience thriving in unstructured, fast-moving environments where you must influence executive decision-making and manage multiple high-priority workstreams independently.