Principal Partnerships Manager

At Remitly, we believe everyone deserves the freedom to access, move, and manage their money wherever life takes them. Since 2011, we've tirelessly delivered on our promise to customers sending money globally, providing secure, simple, and reliable ways to manage their money, ensuring true peace of mind. Whether it's supporting loved ones back home, growing a business across continents, or pursuing new opportunities abroad, we're not just here to move money - we're here to move our global customers forward.

We are hiring a Business Development Manager to help build the next phase of Remitly's partnerships ecosystem. You will be responsible for identifying, developing, and closing new B2B partnerships that leverage Remitly's global payments infrastructure. You will work across marketplaces, gig and workforce platforms, fintechs, banks, wallets, financial institutions, and other businesses that need reliable cross-border payment and mass payments capabilities.

This is a consultative enterprise sales role. You will sell more than a product - you will help prospective partners understand how Remitly's rails, regulatory infrastructure, FX capabilities, and global reach can become part of their own product and payments strategy.

• Build and manage a qualified pipeline of strategic B2B opportunities.
• Identify and develop new prospects across marketplaces, gig economy and workforce platforms, fintechs, banks, EORs, and other businesses with cross-border payment and mass payments needs.
• Own the sales process from prospecting and qualification through commercial negotiation and close.
• Develop strong relationships with senior decision-makers across payments, product, finance, operations, treasury, and executive leadership.
• Understand a prospect's business model, payment flows, customer needs, target markets, and growth plans and translate those needs into a compelling Remitly partnerships solution.
• Partner with Product, Compliance, Legal, Treasury, Operations, and other internal teams to develop commercially viable solutions.
• Bring compliance, licensing, flow-of-funds, and operational considerations into partner conversations early enough to shape viable deals.
• Build business cases, commercial proposals, pricing models, and partnership structures in collaboration with the GM.
• Manage complex, multi-stakeholder sales cycles with multiple decision-makers and competing priorities.
• Negotiate commercial terms and drive opportunities to signed agreements.
• Maintain accurate pipeline forecasts, deal stages, next steps, and expected revenue/volume.
• Work closely with Strategic Account Management to ensure a smooth transition from signed agreement to implementation and live volume.
• Develop repeatable sales approaches, messaging, and playbooks.
• Represent Remitly partnerships at industry events and build a strong network across the payments ecosystem.

• 5-10+ years of B2B business development, enterprise sales, partnerships, or payments experience, with a demonstrated track record of closing complex partnerships.
• Experience selling payments, financial infrastructure, fintech, banking, SaaS, or related technology solutions.
• Strong understanding of cross-border payments, money movement, or payment infrastructure.
• Experience navigating complex enterprise sales cycles involving multiple stakeholders.
• Demonstrated ability to source opportunities rather than relying exclusively on inbound leads.
• Strong consultative selling skills and the ability to understand a customer's business before positioning a solution.
• Commercially sophisticated; comfortable discussing pricing, economics, payment flows, and business cases.
• Comfortable partnering with Legal, Compliance, Product, Operations,…