Director of Payments & Financial Services Partnerships

Upwork ($UPWK) is the world’s human and AI-powered work marketplace that connects businesses with highly skilled, AI-enabled independent talent from across the globe. From entrepreneurs to Fortune 100 enterprises, companies rely on Upwork’s trusted platform and its mindful AI companion, Uma, to find and hire expert talent, leverage AI-powered work solutions, and drive business transformation. With on-demand access to professionals spanning more than 10,000 skills across AI & machine learning, software development, sales & marketing, customer support, finance & accounting, and more, Upwork enables businesses of all sizes to scale, innovate, and build agile teams for the age of AI and beyond.

Upwork’s platform has facilitated more than $25 billion in economic opportunity for talent around the world. Learn more at Upwork.com and follow us on LinkedIn, Facebook, Instagram, TikTok, and X.

We are searching for a Director of Payments & Financial Services Partnerships to lead, strengthen, and establish strategic relationships within our existing and growing payment and financial services ecosystem. The individual will play a pivotal role on our Partnerships team by enhancing our platform's payment and financial services capabilities and ensuring that our freelancers and clients experience seamless, secure, and flexible payment solutions globally.

The Partnerships team is part of Upwork’s Strategy and Growth function, which also includes Corporate Strategy and Corporate Development. The Partnerships team is a dynamic, high-performing team responsible for sourcing, evaluating, negotiating, and executing strategic partnerships. This role is an integral part of how we think about, build, and scale payments and financial service products and is central to Upwork’s continued growth. We work closely with senior leadership, Product, Design, Engineering, Marketing, Legal, and Finance teams to contribute to Upwork’s long range strategy and plans. This role in particular will partner closely on a daily basis with the Payments and Marketplaces business units and will lead all aspects of identifying, evaluating, and executing partnerships that have a significant impact on the overall direction of the company. 

The Director of Payments & Financial Services Partnerships will report directly to the VP of Strategy, Corporate Development and Partnerships and oversee all Payments and Financial Services partnerships end to end. This person will also partner closely with the GM of Payments and Work Management, and will have a high level of autonomy to identify opportunities to advance all elements of our payments and financial services infrastructure through partnerships globally.

• Strategic Partnerships: Identify, establish, and nurture relationships with payment partners, fintechs, and relevant financial institutions. This role spans the gambit - the opportunities for exciting and rich new partnerships to solve the myriad of marketplace use cases for both clients and freelancers are plentiful, focus will be key. 

• Business Growth: Collaborate with cross-functional teams to design and implement strategies that drive payment volume, P&L impact, and a delightful platform payments experience for clients and freelancers.

• Contract Negotiation: Negotiate commercial terms with partners, ensuring our platform and its users get the most favorable conditions.

• Product Integration: Work closely with the product and tech teams to ideate, scope, and  integrate new payment features and partners, ensuring ease of use and top-notch security.

• Regulatory Compliance: Collaborate closely with legal and compliance to ensure all payment partners adhere to regional and global regulations.

• Market Trends, Insights & Strategy: Stay updated with industry trends, competitor actions, and advancements in payment and fintech technology to keep our platform at the forefront of innovation. Stay plugged in and connected with payments and fintech leadership peers through conferences, and other events. Translate trends and insights into perspective and payments and financial services strategy.

• Proven experience (10+ years) in payments business development or partnerships roles, preferably within marketplaces and/or the payments industry.

• Expertise in the payments and fintech ecosystem, including cross-border payments, digital wallets, payment orchestration, and embedded financial services.

• Demonstrable track record of negotiating and managing complex partnership deals.

• In-depth understanding of the payments landscape, including the regulatory environment.

• Strong analytical, problem-solving and strategic thinking skills, with the ability to translate complex or ambiguous ideas into structured, actionable strategies and partnership initiatives.

• Excellent leadership skills, with an ability to thrive, navigate and work collaboratively with executives and high-performing cross-functional teams in a fast-paced environment.

• Exceptional communication and interpersonal skills, with the ability to influence and build relationships at all levels. 

• Organized, structured and goal-driven “doer” with strong project management skills, a willingness to roll up sleeves, take initiative independently and have ownership accountability. 

• Ability to travel as required.

At Upwork, you’ll shape the future of work for a global, remote-first workforce, creating economic opportunities for professionals worldwide. While we have a physical office in Palo Alto, we currently hire full-time employees in 21 U.S. states, making it easier than ever to join our mission from wherever you call home.

Our culture is built on trust, risk-taking, customer focus, and excellence, all in service of our core mission: to create economic opportunities so people have better lives. We embrace authenticity and inclusion, encouraging everyone to bring their whole selves to work. Personal and professional growth is a priority here, supported through development programs, mentorship, and our Upwork Belonging Communities.

We’re proud to offer benefits that go beyond the basics, including comprehensive medical coverage for you and your family, unlimited PTO, a 401(k) plan with matching, 12 weeks of paid parental leave, and an Employee Stock Purchase Plan. Visit our Life at Upwork page to learn more about our values, working principles, and the overall employee experience.

Ready to help shape the future of work? Check out our Careers page to learn more about opportunities at Upwork.

Upwork is an Equal Opportunity Employer committed to recruiting and retaining a diverse and inclusive workforce. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other legally protected characteristics under federal, state, or local law.

Please note that a criminal background check may be required once a conditional job offer is made. Qualified applicants with arrest or conviction records will be considered in accordance with applicable law, including the California Fair Chance Act and local Fair Chance ordinances.