Business Development Lead
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Job Description
About the Role:
As we scale, we're expanding into new strategic partnership channels-and we're looking for a high-performing Business Development Lead to help us unlock transformative growth. You will spearhead Perpay's business development strategy across payroll providers, PEOs, direct-to-employer brokers, and financial services partners. You will own the full partnership lifecycle: from sourcing and pitching, to structuring and negotiating complex deals, to overseeing successful partner launches.
Our greatest strength is our people and we'd love for you to be one of them!
Responsibilities:
Own Perpay's business development strategy across key growth channels:
Payroll Providers & PEOs (e.g., Paychex, Paylocity, TriNet)
Direct to Employers (via brokers and direct HR partnerships)
Drive end-to-end partnership execution, including prospecting, relationship-building, deal structuring, contracting, and launch coordination.
Leverage your network in the payroll, benefits, and HR tech industries to accelerate pipeline growth and shorten sales cycles.
Serve as the primary point of contact for partners post-signing, working cross-functionally to ensure successful onboarding, integration, and activation.
Collaborate closely with the CEO and executive leadership on high-priority pitches and negotiations.
Help shape Perpay's partner pitch narratives, event strategies, and outbound materials to refine messaging and maximize conversion.
Represent Perpay at industry conferences, networking events, and broker meetings to build brand awareness and identify new opportunities.
Track and report on partnership KPIs, pipeline progress, and launch milestones, driving a metrics-oriented approach to scaling the channel.
What You'll Bring:
- 5+ years of experience in business development, partnerships, or enterprise sales-preferably selling into payroll providers, benefits brokers, HR tech platforms, or fintechs.
- Deep network within the payroll/benefits/HR ecosystem (e.g., prior roles selling financial wellness benefits such as EWA or payroll purchasing).
- Strong understanding of payroll systems, voluntary benefits distribution, and/or second-look lending models.
- Exceptional relationship-building and influencing skills with a proven ability to close complex deals.
- Strategic thinker who can navigate long sales cycles and structure mutually beneficial partnerships.
- Comfortable collaborating closely with executives, legal, product, and marketing teams to get deals done.
- Self-starter with a bias for action-you love building something new and aren't afraid to roll up your sleeves.
- Strong written and verbal communication skills, especially when creating persuasive partner-facing materials.
- Passionate about Perpay's mission to improve financial health and access for underserved consumers.
- Track record of driving partnerships from 0 → 1 at a fast-growing startup.
Bonus Points
- Experience launching benefits or fintech products through PEOs, payroll platforms, or brokers.
- Prior experience navigating compliance, legal contracting, and partner onboarding in financial services.
Hey, we know not everybody checks all the boxes, so if you're interested, please apply because you could be just what we're looking for!