Senior Business Development Manager - Vertical

Pipe

Pipe is building cutting-edge embedded financial solutions to help small businesses and software companies build something bigger. Pipe turns all forms of revenue into up-front working capital to help companies improve cash flow, scale operations, and grow on their terms.

The Role

Pipe is seeking a Senior Business Development Manager to drive new business in the Vertical SaaS (VSaaS) segment. This is a pure-play new business hunter role—your primary mission is to identify, engage, and close strategic partnerships with some of the world’s fastest-growing and largest VSaaS platforms. You will demonstrate the impact and competitive advantage of Pipe’s embedded financial solutions, positioning them as an essential component of your partners’ growth strategies.

Key Responsibilities

While we’re very much still a startup in the sense that you may be asked to help with a variety of problems, in this role you can expect to spend most of your time working to identify and develop new strategic partnership opportunities for Pipe.

• Own the full sales cycle – from prospecting and lead generation to closing high-value partnerships with VSaaS platforms.

• Develop and execute a strategic outbound plan to identify and engage with target accounts in the VSaaS space.

• Engage with commercial and product teams at prospective partners, understanding their challenges and aligning Pipe’s solutions to their business objectives.

• Conduct discovery meetings and product demonstrations, articulating the value of Pipe’s embedded products with clarity and impact.

• Build compelling business cases for prospective partners, helping them quantify the financial and strategic benefits of partnering with Pipe.

• Negotiate and structure commercial agreements, collaborating with the Global Head of Growth to bring deals to closure.

• Work cross-functionally with Product, Marketing, and other teams to refine Pipe’s GTM strategy and product positioning.

• Track and optimize sales efforts using CRM tools, ensuring a structured and data-driven approach to business development.

Qualifications

We are looking for talented external-facing individuals who have experience in sourcing and closing partnership opportunities:

• 7-10 years of experience in a customer-facing sales or partnerships role, with a track record of sourcing and closing complex deals.

• Deep experience in embedded finance, SaaS sales, or fintech partnerships, particularly in Vertical SaaS.

• Proven ability to sell to both commercial and product teams, understanding technical needs and business impact.

• Technical fluency, with the ability to work alongside Product and other teams to develop tailored integration plans.

• Exceptional communication and relationship-building skills, with a knack for creative problem-solving.

• Self-starter mentality, capable of independently managing a pipeline and driving deals to completion.

• Experience using CRM tools to manage outreach, track deals, and optimize sales performance.

Why Join Pipe?

• Be part of a high-growth fintech redefining access to capital.

• Work with cutting-edge embedded financial products that are transforming the world.

• Operate in a fast-moving, high-impact role with autonomy and ownership.

• Collaborate with a world-class team of fintech and SaaS professionals.

• Competitive compensation, benefits, and opportunities for career advancement.

Compensation and Benefits

• We want you to feel like an owner and that should be reflected in your salary and equity.

• The best equipment: we'll provide it if you want it and it helps you do your job. Computers, monitors, desks, chairs, headphones, speakers, microphones, webcams, keyboards, mice, etc.

• A good work-life balance: we do our best work when we regularly can step away from it and live our lives.

• Flexible vacation and work hours. We don't adopt conventional work practices that are meaningless for the type of work we do.

• Parental leave for anyone who is growing their family, regardless of gender.

• Great health, dental, and vision insurance.

• Great colleagues: we value a culture of authenticity, humility, and excellence. We want you to make a footprint on our culture.

The annual US base salary range for this role is $160,000 - $250,000. This salary range may be inclusive of several career levels at Pipe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.