Head of Business Development - FinTech/Payments
Job Description
Who are we?
FalconX is a pioneering team of operators, investors, and builders committed to revolutionizing institutional access to the crypto markets. Operating at the intersection of traditional finance and cutting-edge technology, FalconX addresses the industry's foremost challenges: Navigating the digital asset market can be complex and fragmented, with limited products and services that support trading strategies, structures, and liquidity found in conventional financial markets. As a comprehensive solution for all digital asset strategies from start to scale, FalconX operates as the connective tissue empowering clients with seamless navigation through the ever- evolving cryptocurrency landscape.
Role Mission
Own and execute FalconX’s end-to-end strategy to lead the fintech ecosystem—from neo-banks and consumer platforms to emerging digital entrants—by tailoring our institutional-grade product suite, forging high-impact partnerships, and working closely with Product, Corporate Development, and other cross functional teams to capture opportunities through organic and inorganic means.
Core Responsibilities
- Strategic Roadmap: Define FalconX’s vision for retail aggregators (fintechs, neo-banks, marketplaces), for the next 2-5 years, acting as business owner for the segment
- Product Gap Analysis: identify white-space in our product stack required by retail aggregators; assess “build vs. partner vs. buy” to close those gaps
- Partnership Origination & Execution: Source, negotiate and close high-impact partnerships with aggregators, PSPs, issuers and tech platforms
- Integration Oversight: Work cross-functionally with Product, Operations, Compliance, Legal, and Engineering to define partner offerings, and ensure seamless rollout
- Relationship Management: Serve as the senior sponsor and ongoing steward for live aggregator relationships
- Competitive & Market Intelligence: Stay ahead of new entrants—tech giants, marketplaces or challenger banks—and architect proactive GTM motions to win mindshare and volume
- M&A & Investment: Build and manage a pipeline of potential bolt-on acquisitions, equity stakes or JVs that accelerate market entry or product breadth both in the United States and globally
Success Milestones (6–12 Months)
- Defined and socialized a comprehensive Retail Agg Strategy deck with clear “build/partner/buy” roadmap
- Close 3–5 flagship aggregator deals, delivering $X MM new revenue and X% lift in transaction volume
- Launched at least two new embedded-finance or white-label offerings tailored to top-tier fintechs
- Established a proactive GTM playbook—covering targeting, sales motion templates, and partner co-marketing plans
- Identified and advanced at least one bolt-on M&A or equity partnership to term sheet stage
The base pay for this role is expected to be between $242,000 - $328,000 for a Director level in the New York City and San Francisco Bay Area. This expected base pay range is based on information at the time this post was generated. This role will also be eligible for other forms of compensation such as a performance linked bonus, equity, and a competitive benefits package. Actual compensation for a successful candidate will be determined based on a number of factors such as location, skillset, experience, qualifications and the level at which the candidate is hired.
Notice at Collection and Privacy Policy
Applicants located in California and/or applying to a role based in California, please refer to our Notice at Collection and Privacy Policy here.
Inclusivity Statement
FalconX is committed to building a diverse, inclusive, equitable, and safe workspace for all people. Our roles are intended for people from all walks of life. We encourage all those interested in applying to our organization to submit an application regardless if you are missing some of the listed background requirements, skills, or experiences!
As part of our commitment to inclusivity, FalconX would like to acknowledge that the EEOC survey has limited potential responses that you can select. For legal reasons, FalconX must use this language to align with federal requirements, however, we want to ensure that you are able to provide a response to our own voluntary survey questions about your identity that best aligns with your most true self.
FalconX is an equal opportunity employer and will not discriminate against an applicant or employee based on race, color, religion, national origin, ancestry, ethnicity, sex (including gender, pregnancy, sexual orientation, and gender identity), age, physical or mental disability, veteran or military status, genetic information, citizenship, or any other legally-recognized protected basis under federal, state, or local law.
Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and other applicable state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on FalconX. Please inform FalconX’s People team at [email protected], if you need assistance with participating in the application process.
Company Information
Location: San Mateo, CA
Type: Hybrid