Job Description:About the role: We're hiring a Principal Partnerships Lead to own deal origination and execution across two sides of our ecosystem. This is a quota-bearing role: you'll build pipeline, run complex multi-stakeholder deals, and close agreements that drive real payment volume across both sender-side (embedding Remitly into financial platforms) and receiver-side (becoming the preferred payout rail for marketplaces, EOR platforms, and regional wallets) motions.
What You'll DoSender-Side Partnerships
- Identify, pitch, and negotiate partnerships with SMB financial platforms - AP tools, spend management, accounting software - where cross-border payment is a product gap. Structure commercial terms covering volume thresholds, revenue share, and API integration SLAs.
- Build relationships with commercial and digital-first banks (UK, Europe, US) that serve SMBs but lack deep EM corridor infrastructure. Navigate complex procurement and compliance processes across product, treasury, legal, and risk stakeholders.
Receiver-Side Partnerships
- Close disbursement partnerships with gig and freelance platforms that have high concentrations of EM-based workers, tying commercial terms to payout volume and account activations.
- Own the EOR and payroll vertical: source and close disbursement API partnerships with global EOR and contractor management platforms; build pipeline across staffing and outsourcing providers with EM contractor bases.
- Deepen receive-side rail partnerships with regional wallets and neobanks in priority corridors: Pakistan, Philippines, Bangladesh, Colombia, Nigeria, Kenya, and others.
Deal Execution
- Own the full deal cycle: origination through contract execution and early partner success.
- Coordinate across Legal, Compliance, Finance, Product, and Engineering to keep deals moving.
- Maintain a stage-gated CRM pipeline with accurate forecasting; contribute to a scalable partnership playbook.
What You'll Bring- 8+ years in business development, partnerships, or B2B sales with majority in fintech, payments, or financial services.
- Proven track record closing B2B commercial agreements with product or API integration components.
- Direct experience with at least one of: SMB financial platforms, digital/commercial banks, EOR/payroll platforms, or freelancer/gig marketplaces.
- Working knowledge of cross-border payment rails (ACH, SWIFT, FX, local disbursement) and the EOR/payroll ecosystem.
- Strong commercial instincts: ability to construct and evaluate deal economics including rev share and volume commitments.
- High independence, structured communication, and a builder's mindset - the playbook doesn't fully exist yet.
- Warm network in partner categories actively exploring cross-border payout upgrades.
- Prior experience at a global payroll or EOR platform (Deel, Remote, Rippling, etc.).
- Experience with receive-side disbursement partnerships or API-first BD deals.
This Role Isn't For You If: You come from enterprise SaaS without fintech depth, prefer inbound-heavy or SDR-supported motions, or are primarily a relationship maintainer rather than a deal closer.
Compensation DetailsThe starting base salary range for this position is typically $168,000-$210,000. In the U.S., Remitly employees are shareholders in our Company and equity is part of our total compensation plan. Your recruiter can share more information about medical benefits offered, as well as other financial benefits and total compensation components offered with this role. #LI-Hybrid
Our Benefits- Flexible paid time off
- Health, dental, and vision + 401k plan with company matching
- Paid parental, medical, military and family care leave
- Mental Health & Family Forming Benefits
- Employee Stock Purchase Plan (ESPP)
- Continuing education and travel benefits
Our Connected Work Culture: Driving Innovation, TogetherAt Remitly, we believe that true innovation sparks when we come together. Our "Connected Work Culture" fosters dynamic in-person collaboration, where ideas ignite and challenging problems find solutions faster. For corporate team members, we have an in-office expectation of at least 50% of the time monthly, typically achieved by coming in three days a week. This creates consistent, meaningful overlap that supports team norms and business needs. Managers also have the flexibility to set higher expectations based on their team's specific needs. These intentional in-office moments are vital for deepening relationships, fueling creativity, and ensuring your impact is felt where it matters most.
