Director, Partnerships

Company Description

Etsy is the global marketplace for unique and creative goods. We build, power, and evolve the tools and technologies that connect millions of entrepreneurs with millions of buyers around the world. As an Etsy employee, whether a member of Etsy or Depop, you will tackle unique, meaningful, and large‑scale problems alongside passionate coworkers, all the while making a rewarding impact and keeping commerce human.

Director, Payments Partnerships – full‑time, reporting to the Senior Director, Payments Product. In this role you will lead the partner relationships, deal structures, and operating model behind hundreds of millions of annual transactions and seller payouts. You will manage our processors, networks, APMs, and financial service providers, turning those relationships into measurable advantages in pricing, product capability, and payments resilience. You will work closely with Product, Engineering, Finance, and Legal to translate external ecosystem capabilities into roadmap decisions and business outcomes.

The right person combines sharp commercial instincts, deep payments expertise, and the leadership to balance long‑horizon strategy with high‑urgency execution.

The Payments Partnerships team owns Etsy’s relationships with the processors, networks, APMs, and financial service providers that power how buyers pay and sellers get paid. We lead the commercial negotiations and deal structures that shape Etsy’s payment economics, capture value across pricing, incentives, cost savings, and partner‑funded capabilities, and run the operating model that holds partners accountable to performance, cost, and reliability standards across hundreds of millions of transactions annually.

The team works closely with Product and Engineering to translate external capabilities into roadmap acceleration, new market entry, and better experiences for buyers and sellers.

• Define and drive the vision for Etsy’s payments partnerships function, shaping how we build, structure, and evolve the partner portfolio over time.
• Serve as Etsy’s senior point of accountability for strategic payment partnerships, maintaining exec‑level relationships and resolving issues that require leadership engagement.
• Lead high‑stakes commercial processes – RFPs, contract renewals, and deal structuring – that materially affect Etsy’s payment economics and capabilities.
• Own the operating framework for partner performance: scorecards, QBRs, SLA accountability, and rapid response to critical issues.
• Develop partnership strategies that move metrics that matter – buyer conversion, seller experience, payments resilience, and margin – not just activity.
• Build the analytical and decision‑making infrastructure to evaluate new markets, products, and partner capabilities, enabling Etsy to bet on the right opportunities.
• Keep partnership work anchored to Etsy’s broader roadmap, working closely with product and engineering so partner capabilities ship on time and with real impact.
• Build a high‑performing team – hiring for gaps, developing existing talent, and designing the operating rhythm that lets the function scale without losing quality.

• 10+ years building and scaling strategic partnerships in payments, Fin Tech, marketplace infrastructure, or financial services.
• Proven track record leading high‑stakes commercial negotiations with large enterprise or platform partners – from term sheet through execution.
• Fluency across the payments stack: card networks, processors, APMs, payouts, risk management, and identity/verification, and how these layers connect commercially.
• Track record building structured partner operating models – including performance SLAs, escalation paths, and executive QBRs – that scale effectively.
• Ability to translate commercial deal terms into product and engineering implications and vice versa without losing value in translation.
• Experience developing a team while working credibly with senior legal, product, finance, and engineering stakeholders.
• Comfortable building and stress‑testing financial models, structuring business cases, and negotiating value‑exchange deals…