Director of Auto Partnerships

The Director of Auto Partnerships will lead and expand strategic relationships across auto loan originators, auto fintech platforms, captive finance companies, and bank partners at an executive level. This role is responsible for shaping partner strategy, driving revenue and profitability, and executing key initiatives to accelerate growth across the company's auto loan network. The position will play a critical role in scaling auto partnerships, identifying new business opportunities, and delivering measurable impact across volume, revenue, margin, and strategic outcomes.

Responsibilities

• Business Delivery: Own and deliver on core partner KPIs, including auto origination volume, revenue growth, profitability, partner performance, and execution of strategic initiatives.
• Business, Product & Solution Development: Identify and drive new opportunities within existing 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.
• Strategy Development: 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.
• Key Relationship Development: 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.
• Partner Communication: 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.
• Internal Stakeholder Management: 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.
• Leadership Updates & Preparation: 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.
• Industry & Partner Expertise: 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. 

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.
• Strong understanding of AI, machine learning, and data-driven product models, with the ability to clearly articulate complex technical value propositions to non-technical business leaders.
• Experience working cross-functionally in fast-paced, technology-driven environments.
• Ability 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.