Head of Business Development

Description:

ABOUT US

Coastal is at the forefront of modern banking, combining strong financial infrastructure with cutting-edge Banking-as-a-Service (BaaS) and fintech enablement strategies. We support not only individuals with their personal banking needs; we also empower businesses by integrating modern banking technology that drives growth, flexibility, and innovation.

At Coastal, we think and move like entrepreneurs; focused on impact, speed, and continuous improvement. We believe in working smart, collaborating deeply, and building solutions that unlock real potential. If you're someone who thrives in a fast-moving environment, loves solving complex problems, and wants to help shape the future of banking, we’d love to meet you.

OVERVIEW

The Head of Business Development for Coastal’s Banking-as-a-Service division is a senior leadership role responsible for driving strategic growth of Coastal’s embedded banking partnerships. This role owns the full ecosystem of acquiring, evaluating, negotiating, and onboarding fintechs and platform partners that leverage Coastal’s regulated infrastructure, APIs, and banking capabilities.

This leader will help define and execute Coastal’s BaaS go-to-market strategy, build and manage a high-performing business development team, and collaborate closely with Finance, Compliance, Risk, Operations, Product, and Legal to ensure opportunities align with Coastal’s risk appetite and long-term strategic vision. The ideal candidate has deep experience in fintech partnerships, embedded finance, sponsor banking, and scaling high-growth revenue organizations while maintaining disciplined risk management.

RESPONSIBILITIES TO INCLUDE

• Identify market opportunities in fintech, neobanking, payments, lending platforms, enterprise SaaS, and marketplace ecosystems.
• Own market mapping, segmentation, and competitive analysis to position Coastal as a leading compliant BaaS sponsor bank.
• Represent Coastal at industry events, conferences, and in executive-level partner meetings.
• Source, evaluate, and prioritize prospective fintech and platform partners aligned with Coastal's risk, compliance, and operational standards.
• Lead end-to-end deal execution: pipeline management, due diligence, business case development, pricing, negotiations, and structuring of commercial agreements.
• Oversee deal desk operations, ensuring consistent pricing frameworks, financial modeling, risk-adjusted returns, and contract structures across all BaaS partner opportunities.
• Collaborate closely with Compliance, Risk, Legal, and Product in evaluating new use cases and business models.
• Act as a senior liaison between business development and internal stakeholders to guarantee seamless underwriting and onboarding.
• Build and lead a high-performing business development team, including partner acquisition, relationship management, and strategic partnerships.
• Establish performance metrics, forecasting practices, and reporting dashboards.
• Collaborate with Product and Operations to influence BaaS product roadmap based on partner demand and market insights.
• Oversee transition of signed partners to relationship management for launch and scaling.

Requirements:

QUALIFICATIONS

• Proven track record building and scaling business development or partnerships teams in a regulated financial environment.
• Excellent communication, negotiation, and relationship-building abilities.
• Proven success in driving revenue growth and closing complex deals.
• Deep understanding of fintech trends, digital payments, blockchain, lending platforms, and/or financial services.
• Ability to thrive in a fast-paced, dynamic environment with evolving priorities.
• Analytical mindset with strong problem-solving skills and business acumen.

EDUCATION/EXPERIENCE

• 10+ years of experience in fintech, embedded finance, payments, sponsor banking, or financial services partnerships.
• Strong understanding of BaaS models, including onboarding/KYC/KYB, card issuing, money movement, compliance frameworks, and risk controls.
• Experience sourcing, evaluating, and negotiating complex commercial agreements with fintech or platform partners.
• Skilled in financial and deal modeling, market analysis, and revenue forecasting.
• Demonstrated leadership experience managing teams and developing talent.
• Excellent executive-level communication, relationship building, and negotiation skills.
• MBA or advanced degree helpful but not required.

HOW YOU’LL THRIVE AT COASTAL

• Be the Best – Communicate effectively, pay close attention to detail, and prioritize your personal development.
• Be Relentless – Thrive in a goal-oriented environment exercising both patience and persistence. Advocate for our customers and team members and strive to promote the Coastal Difference.
• Be Un-Bankey – Be a forward thinker with a creative mindset. Build long-lasting relationships promoting the Coastal Difference, built on a foundation of integrity, honesty, and trust.
• Embrace Gray Thinking – Use sound judgment while decision-making and problem-solving. Think outside the box.
• Stay Flexible – Organize and strategize effectively while always being prepared to adapt on the fly. Seek efficiencies for Coastal to work smarter, not harder.
• Take Care of Each Other – Understand what it means to be a true team player and have your teammate's back. Practice self-awareness and build your emotional intelligence.

BEING YOU AT COASTAL

Coastal is an equal opportunity employer. We are committed to providing a workplace free from discrimination and harassment. All employment decisions are based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, or any other protected status under applicable laws.?

BENEFITS WE OFFER

We’re proud to offer a comprehensive benefits package designed to support your health, financial well-being, and work-life balance. Check out our benefits on our careers site! Our offerings include:

• Medical Coverage: Choose from three competitive medical plans to find the coverage that best fits your needs and lifestyle.
• Health Savings Account (HSA): Available with eligible medical plans, offering tax advantages and employer contributions.
• Flexible Spending Accounts (FSA): Options for healthcare and dependent care expenses to help you save on out-of-pocket costs.
• Dental and Vision Insurance: Plans?to keep you and your family smiling and seeing clearly.
• Life Insurance: Company-paid basic life insurance with options to purchase additional coverage for yourself and your dependents.
• Long-Term /Short-Term Disability (LTD): Income protection in the event of a long-term illness or injury.
• Supplemental Benefits: Including Hospital Indemnity, Accident Insurance, and Critical Illness coverage to provide extra financial support when you need it most.
• 401(k) Retirement Plan: A competitive retirement savings plan with company matching to help you plan for the future.
• Paid Time Off: Generous vacation and sick leave policies to support your time away from work.
• Holidays: Enjoy 11 paid holidays throughout the year.

PHYSICAL DEMANDS

The physical demands described below are required to perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee must be able to:

• Sit for extended periods of time.
• Stand for extended periods of time.
• Perform repetitive finger, hand, and arm movement.
• Use electronic office equipment such as a computer keyboard, mouse, ten key, telephone, etc.
• View and read computer screens for extended periods.
• Occasionally stoop, kneel, crouch, or crawl.
• Occasionally lift or move up to 10 pounds.

OTHER DUTIES

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.