The job, in the employer's words
About Strategic Partnerships at Mercury:
The Strategic Partnerships team drives customer growth, product expansion, and strategic advantage through high-impact partner relationships. We build and manage partnerships across the startup ecosystem: accounting firms, VCs, investors, ecommerce partners, incorporators, platforms, and financial institutions. We work cross-functionally with Product, GTM, Finance, Legal, Risk, and Operations to unlock new distribution channels, expand product capabilities, and strengthen Mercury's position as the leading financial platform for ambitious companies.
About the Role:
This is a ground-floor opportunity to build something that doesn't exist yet at Mercury.
Our team is growing fast and we've built most of our partnerships business bottom-up through accounting firms, VCs, accelerators, and incorporators. That motion works. But the next chapter is different: large-scale platform deals, embedded finance arrangements, and distribution partnerships that put Mercury in front of thousands of businesses through a single signed agreement.
This is a pure hunter role. You'll own Mercury's most ambitious enterprise and platform targets and be measured on deals that create real distribution leverage. The best ones will embed Mercury as the financial layer inside platforms, tools, and ecosystems that thousands or millions of businesses already use. You'll find the right targets, get yourself in the room, and architect deals that go well beyond a simple referral or co-marketing arrangement: embedded finance structures, deep API integrations, and distribution arrangements that neither side has done before.
What You'll Do:
Win platform-distribution deals
- Identify, target, and pursue the highest-leverage partnership opportunities in Mercury's addressable universe: category leaders across ecommerce (Shopify), social selling (TikTok, Meta), legal (Clio), productivity (Google), and any platform where ambitious businesses already live, then make Mercury the financial layer underneath them.
- Close deals where Mercury becomes natively embedded in a platform, reaching thousands of potential customers through a single signed agreement.
- Own outreach and relationship development at the senior executive and C-suite level, leveraging your existing network to open doors and build new ones fast
- Drive deals through the full lifecycle: from initial outreach and business case development through term negotiation, legal close, integration scoping, and launch
Structure first-of-a-kind deals
- Architect bespoke partnership structures: embedded finance arrangements, deep API integrations, co-distribution models, and joint product experiences that create strategic lock-in and measurable impact
- Leverage Mercury's full product suite (banking,* payments, cards, APIs, MCP, CLI tooling) as strategic currency in negotiations, matching the right capabilities to each partner's specific needs
- Develop and pressure-test the business case for each partnership, modeling deal economics and aligning cross-functional stakeholders at Mercury
Own the channel from day one
- You will build Mercury's enterprise partnerships motion from scratch, with full ownership over strategy, targeting, deal structure, and execution.
- Define the playbook: who we pursue, how we position, how we negotiate, and what success looks like a year from now
- Have a direct line to Mercury's leadership team and cross-functional leadership.
- Partner cross-functionally with Product, Engineering, Legal, Finance, and GTM to design the infrastructure needed to support large, complex partner integrations
What We're Looking For:
- 8-10+ years of experience in strategic partnerships, business development, or enterprise sales including meaningful time at a high-growth technology or similar company
- A track record of closing platform-scale deals. You've closed agreements that unlocked distribution at scale, embedding your product into a platform, ecosystem, or distribution channel that reached far more customers than a direct sales motion ever could.
- An existing network you can activate immediately. Your relationships are in the right places. You have been actively involved in your industry - speaking at conferences, events, and are regarded as a thought leader in your space.
- Experience at a high-growth, category-defining technology company. You know what it means to move fast, operate with limited resources, and close deals before the window closes.
- Deep experience structuring embedded or API-driven deals. You understand how technical integrations create commercial moats, and you know how to negotiate them
- Strong commercial and financial fluency. You can model deal economics, structure complex incentive arrangements, and align on terms with sophisticated counterparts
- The ability to operate in ambiguity and build from scratch. Mercury has not had a dedicated enterprise partnerships function. You're energized by this ground floor opportunity and the chance to build it from scratch.
- Technical credibility. You don't need to write code, but you can hold a substantive conversation about APIs, integration architecture, and what it means to embed financial infrastructure into a third-party platform
- Strong plus: experience in fintech, payments, embedded finance, or AI-native products
* Mercury is a fintech company, not an FDIC-insured bank. Banking services provided through Choice Financial Group and Column N.A., Members FDIC.
Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic. We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.
#LI-AR2
Total Rewards
The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.
Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.
Our target new hire base salary ranges for this role are the following:
Requirements mentioned
- 8-10+ years of experience in strategic partnerships, business development, or enterprise sales including meaningful time at a high-growth technology or similar company
- A track record of closing platform-scale deals. You've closed agreements that unlocked distribution at scale, embedding your product into a platform, ecosystem, or distribution channel that reached far more customers than a direct sales motion ever could.
- An existing network you can activate immediately. Your relationships are in the right places. You have been actively involved in your industry - speaking at conferences, events, and are regarded as a thought leader in your space.
- Experience at a high-growth, category-defining technology company. You know what it means to move fast, operate with limited resources, and close deals before the window closes.
- Deep experience structuring embedded or API-driven deals. You understand how technical integrations create commercial moats, and you know how to negotiate them
- Strong commercial and financial fluency. You can model deal economics, structure complex incentive arrangements, and align on terms with sophisticated counterparts
- The ability to operate in ambiguity and build from scratch. Mercury has not had a dedicated enterprise partnerships function. You're energized by this ground floor opportunity and the chance to build it from scratch.
- Technical credibility. You don't need to write code, but you can hold a substantive conversation about APIs, integration architecture, and what it means to embed financial infrastructure into a third-party platform
- Strong plus: experience in fintech, payments, embedded finance, or AI-native products
- #LI-AR2
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