Managing Director, Business Development Taxnew

About the Role:

The Managing Director, Business Development is responsible for driving strategic growth initiatives, expanding market opportunities, and developing high-value partnerships across the tax preparation, financial services, and fintech ecosystem. This role leads efforts to strengthen and expand relationships with existing partners while identifying, negotiating, and implementing new business opportunities that drive revenue, increase product adoption, and enhance customer value.

What You Will Do:

• Identifies, develops, and expands strategic business opportunities that drive growth for the company's tax-related products, services, and financial solutions.
• Builds and maintains strong relationships with tax preparation firms (Service Bureaus), software providers, industry associations, and other strategic partners.
• Develops and executes business development strategies to increase new product adoption, market share, and revenue growth.
• Identifies, negotiates, and manages new partnership opportunities that align with company objectives and profitability targets.
• Creates, manages, and maintains a robust pipeline of prospective clients, referral partners, and strategic opportunities.
• Collaborates with Sales, Operations, Product, Compliance, Marketing, and Executive Leadership to ensure successful implementation and ongoing management of partnerships.
• Serves as a subject matter expert on the tax industry, including tax preparation trends, IRS programs, financial products, and competitive market dynamics.
• Analyzes market conditions, customer needs, and industry trends to identify emerging opportunities and potential risks.
• Conducts presentations, product demonstrations, and executive-level discussions with prospective and existing partners.
• Develops business cases and financial analyses to support strategic initiatives and partnership opportunities.
• Monitors competitor activities, new market entrants, and evolving industry regulations that may affect business performance.
• Partners with Marketing to support trade shows, industry conferences, webinars, sponsorships, and customer engagement initiatives.
• Works closely with key accounts to maximize partner satisfaction, retention, and long-term growth.
• Supports contract negotiations and renewal discussions to ensure mutually beneficial business relationships.
• Tracks and reports performance metrics related to revenue growth, partner activity, customer acquisition, and strategic initiatives.
• Contributes to annual planning, forecasting, and strategic growth objectives.
• Maintains a thorough understanding of all company products, services, operational processes, and compliance requirements.
• Other duties as assigned.

What You Will Need:

• Bachelor's degree or equivalent education and work experience.
• 8+ years of progressive business development, strategic partnership, sales leadership, or related experience, with a significant portion focused on the tax, fintech, financial services, banking, and/or software industries
• 5+ years of experience leading complex strategic partnerships, channel development, enterprise sales, or business growth initiatives with measurable revenue impact.
• Strong understanding of the tax preparation ecosystem, including tax software providers, Service Bureaus, IRS programs, refund transfer products, bank products, and related financial services
• Proven track record developing and executing strategic growth plans, market expansion initiatives, and go-to-market strategies.
• Experience conducting financial analysis, business case development, contract negotiations, and strategic planning activities.
• Strong presentation, communication, and executive influencing skills with experience presenting to boards, executive leadership teams, and strategic partners.
• Ability to work well under pressure to meet goals & deadlines
• Collaboration
• Attention to detail
• Product Implementation skills
• Advance Microsoft skills

The responsibilities listed above are not all inclusive and may be changed at any time.

Salary range: $86,000 – $145,000

 
The salary range reflects the minimum and maximum target for a new hire in this role. Individual pay within the range will be determined by multiple factors which can include but are not limited to a candidate’s experience, qualifications, skills, and location. Your recruiter can share more about the specific salary for your location during the hiring process. Ranges may be modified in the future.
This role is also eligible for an annual performance-based incentive opportunity.  Pathward offers a comprehensive benefits package for eligible employees, including health insurance, 401(k) retirement benefits, life insurance, disability benefits, paid time off, and more.

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