Strategic Account Executive, Capital Partnerships

About Upstart

At Upstart, we’re united by a mission that matters: to radically reduce the cost and complexity of borrowing for all Americans. Every day, we bring creativity, experimentation, and advanced AI to reshape access to credit, helping millions move forward financially with clarity and confidence.

As the leading AI lending marketplace, we partner with banks and credit unions to expand access to affordable credit through technology that’s both radically intelligent and deeply human. Our platform runs over one million predictions per borrower using more than 3,000 signals, powering smarter, fairer decisions for millions of customers. But the numbers only hint at the impact. Every idea, every voice, and every contribution moves us closer to a world where credit never stands between people and their financial progress.

We’re proudly digital-first, giving most Upstarters the flexibility to do their best work from wherever they thrive, alongside teammates across 80+ cities in the US and Canada. Digital-first doesn’t mean distant. We’re intentional about in-person connection through team onsites, planning sessions, and moments that spark creativity and trust. And whether you choose to work primarily from home or collaborate in-person from one of our offices in Columbus, Austin, the Bay Area, or New York City, you’ll have the support to work in the way that works best for you.

If you’re energized by tackling meaningful problems, excited to innovate with purpose, and motivated by work that truly matters, we’d love to hear from you.

The Team:

Upstart’s Lending Partnerships team connects our technology and credit expertise with the capital and customer relationships of banks and credit unions to expand access to affordable credit. We are growing our team and seeking a Strategic Account Executive, Capital Partnerships to help build and expand these partnerships across our target market

You will lead efforts to identify, attract, and develop new bank and credit union partnerships to expand our depository capital base, with a focus on new products. You will structure and execute thoughtful deals that align with each financial institution's funding needs, risk appetite, and strategic objectives. Working cross-functionally with teams across Upstart, you will turn high-potential opportunities into durable partnerships and meaningful sources of capital.

How you’ll make an impact

Identify and qualify prospective partners based on their funding needs, risk appetite, strategic priorities, and interest in new products

Drive negotiations and close strategic partnerships that expand Upstart’s capital network and unlock new growth opportunities across products and channels

Build and cultivate relationships with executives and decision-makers at banks and credit unions.

Develop compelling partnership strategies and business cases that demonstrate the value of working with Upstart

Collaborate with Solutions Consulting, Product, Legal, Credit, Operations, and other cross-functional teams to design and structure lender-aligned deals

Minimum Qualifications

6+ years of experience in leading and managing complex lending deals, corporate strategy, or business development strategy roles preferably at financial services institutions

Established relationships with senior decision-makers across banks, credit unions, and related financial institutions

Strong understanding of how depository institutions evaluate lending partnerships, including funding needs, risk appetite, economics, and strategic priorities

Ability to independently build pipeline, develop a market strategy, and drive complex deals from initial outreach through close

Demonstrated ability to develop compelling business cases and influence stakeholders across both partner organizations and internal cross-functional teams

Strong judgment, executive presence, and communication skills, with the ability to navigate complex, high-visibility transactions

Preferred Qualifications

Prior experience in HELOC, auto lending, or other secured consumer lending markets.

An established network of senior relationships across banks, credit unions, and related financial institutions.