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About the Role

Cardless is seeking a Director of Business Development to own the top of the commercial funnel. This role involves identifying prospects, building relationships, navigating complex decision-making processes, and persuading companies to adopt Cardless's innovative credit card solutions. The position reports to the Chief Business Officer and is a hands-on individual contributor role focused on building a pipeline, driving deals to conversion, and negotiating lucrative agreements.

Responsibilities

Identify and prioritize target brands likely to benefit from a Cardless card program.
Develop relationships with senior decision-makers at target companies.
Represent Cardless credibly and compellingly to executives at major consumer brands, financial institutions, and loyalty programs.
Collaborate with Marketing and Product teams to ensure accurate and compelling market materials.
Build and maintain relationships with consulting firms and networks involved in RFP processes.
Ensure Cardless is known, understood, and credibly represented in consulting firm processes.
Develop a point of view on key consulting firms and relationship investments.
Respond to formal RFP processes with accurate, compelling, and differentiated materials.
Identify companies with existing card programs and build the case for Cardless as a superior partner.
Develop deep familiarity with the competitive landscape and incumbent issuer offerings.
Build relationships respectfully, focusing on future opportunities.
Ensure the Cardless pitch is grounded in product capabilities and program performance.
Manage a pipeline of prospects from first contact through signed agreement.
Prioritize opportunities with the leadership team, considering partnership team capacity.
Maintain CRM, contact databases, and outreach cadences for repeatable and scalable BD operations.
Provide regular reporting on pipeline health, deal velocity, and market dynamics.

Requirements

7-10 years in business development, partnerships, or sales with significant financial services exposure.
Experience at a bank, card issuer, or payment network is ideal.
Demonstrated track record of closing complex, multi-stakeholder enterprise deals.
Existing network in the card and payments space.
Experience navigating formal RFP processes for financial services technology or infrastructure is a strong plus.
Ability to generate cold pipeline through network and outbound effort.
Meaningful experience in financial services, including banking, cards, or payments.
Ability to carry your own number as an individual contributor.

Skills

Network and Relationship Building
Financial Services Fluency
Sales Process and Discipline
Communication and Presence
Competitive Intelligence
Judgment and Autonomy

Location

San Francisco, CA

Work Type

In-office

Experience Level

7-10 years

Salary/Compensations

$175,000–$220,000

Benefits

Meaningful Start-up equity
100% health, vision & dental primary coverage
75% health, vision & dental dependent coverage
Catered lunches
$250/month Commuter benefit
Parental leave
Team building events & happy hours
Flexible PTO with a minimum of 15 days off per year
Apple equipment
401k plan

About the Company

Cardless is a Series C consumer fintech company that leverages AI to enable major brands to integrate credit card programs into their ecosystems.
The company offers a platform for brands to configure, launch, and grow credit card programs.
Customers include Coinbase, Bilt Rewards, Alibaba, Qatar Airways, and LATAM Airlines.
Cardless supports all three major card networks (Visa, Mastercard, American Express) and utilizes agentic servicing for operational efficiency.
The company has experienced significant growth, scaling from $10 million to $150 million in run rate revenue in the past 12 months.
Cardless raised a $60 million Series C in September 2025, bringing total funding to over $170 million.
The team has grown to over 70 employees and is scaling towards profitability by year-end 2026.