Director - Strategic Partnerships

About BILL

BILL is focused on helping businesses modernize financial workflows so they can make faster, better decisions and spend less time on administrative work. The company builds automation tools for startups through established brands and operates in a fast-moving environment shaped by purpose, curiosity, and collaboration. Teams work from offices in San Jose, CA and Draper, UT, and some roles can be performed remotely.

BILL emphasizes inclusion, varied perspectives, and hiring strong talent for every role. Candidates may be considered for this opening or for another suitable opportunity.

Role overview

BILL is hiring a Director of Strategic Partnerships to lead two major embedded partnerships inside its Embed organization. This function is central to BILL’s longer-term embedded partnerships strategy and is linked to a projected $300M revenue opportunity by FY29. The work has executive visibility, with outcomes shared at board level and mentioned on earnings calls.

The position focuses on highly integrated partner relationships rather than simple distribution or reseller deals. Success depends on partner adoption, transaction growth, and shared revenue performance. The role also helps shape BILL’s embedded product direction and requires close alignment with Product, Finance, Legal, and senior leadership.

Key responsibilities

• Lead the full strategic relationship with both partners, including executive relationship management, joint planning, performance monitoring, and resolution of escalations.
• Accelerate revenue and transaction-volume growth by defining shared KPIs and reviewing progress with internal Finance teams and partner stakeholders.
• Bring partner feedback into BILL’s embedded product planning by turning business needs into prioritized product recommendations and advancing them through internal review.
• Maintain trusted relationships with VP-level and C-suite contacts at both partners, covering commercial, contractual, and product discussions.
• Work across Product, Legal, Finance, and BILL leadership to align strategy, remove blockers, and deliver on partnership commitments.
• Design and improve the partnership operating model, including quarterly business reviews, joint planning cadences, and executive reporting for the Embed strategy.
• Present partnership results in formats suitable for board materials and earnings-call updates, with clear framing for executive and investor audiences.

Required background

• At least 8 years of experience in post-sales enterprise account management or strategic partnerships, with ownership of a complex external relationship at a large enterprise or financial institution.
• Experience in a sell-through or embedded commercial model where success depended on adoption or transaction volume within a partner’s customer base.
• Proven ability to work effectively with VP and C-suite stakeholders, including independently running negotiations and business reviews.
• Strong skill in influencing product decisions without direct authority and aligning Product, Engineering, and Legal around partner needs.
• Comfort with financial analysis, partnership P&L implications, and presenting business cases to senior finance stakeholders.
• Ability to manage complexity on both sides of a partnership while keeping internal and external stakeholders aligned.

Preferred background

Experience at a company with a volume-based or embedded motion at scale, such as Stripe, Twilio, Adyen, Marqeta, Plaid, or a similar fintech, payments infrastructure, or enterprise software company is preferred. Familiarity with ERP ecosystems, banking technology platforms, or financial services APIs is also valued. Exposure to deal structures or business cases tied to partnership revenue, especially where CFO or board-level visibility was involved, is a plus.

Eligibility

This role does not support visa sponsorship. Applicants must already have authorization to work in the United States and must not require sponsorship now or in the future.

Compensation

The estimated base pay for the San Jose, CA location is $203,000 to $253,800 per year. For Draper, UT, the estimated base pay is $172,600 to $215,700 per year. The role is also eligible for BILL’s bonus and equity program. Final compensation depends on experience, expertise, and location.

Benefits and perks

• 100% employer-paid medical, dental, and vision coverage with HMO, PPO, or HDHP options
• Health savings and flexible spending accounts
• Life insurance plus long-term and short-term disability coverage
• Employee Assistance Program
• 11+ observed holidays, wellness days, and flexible time off
• Employee stock purchase program with discounts
• Wellness and fitness initiatives
• Employee recognition and referral programs
• Additional company benefits

Equal opportunity and hiring process

BILL is an equal opportunity employer and values backgrounds, abilities, identities, perspectives, and experiences. If accommodations are needed at any stage of the process, candidates may contact interviewaccommodations@hq.bill.com. BILL’s Candidate Integrity Policy prohibits unapproved external assistance, including generative AI, during live interviews or assessments; violating this policy may lead to review and possible disqualification.

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