Director, Lending Partnerships

About the Role

Caribou is seeking a Director, Lending Partnerships to define and execute the strategy, objectives, and key results of the lending partner acquisition team.  The Director, Lending Partnerships will be part of our Lender Development team and will work day-to-day with our Head of Lender Development.  Your responsibilities will include:

• Support Caribou’s strategy to drive growth through channel partnerships with automotive finance companies
• Establish detailed account development plans to maximize benefits for our customers, our business and our partners
• Structure and lead complex strategic partnership negotiations and implementations with nonbank finance companies, from opportunity identification through to in-market execution and ongoing growth
• Directly negotiate origination fees and additional compensation, volume minimums, agreed credit parameters, and other contractual items
• Specify standards for servicing and hardship management for loans originated through Caribou
• Build effective communications channels, sales training and relationship management programs to drive engagement and sales results
• Partner with cross-functional engineering and product teams to implement API-based approval and origination systems with lenders.
• Manage operational incidents and compliance queries from finance companies, seeking to minimize friction for our clients, borrowers and Caribou operational teams
• Review and proactively manage lender performance against SLAs
• Identify expansion opportunities and potential contract modifications based on product performance and value creation

This role can be based out of Caribou offices in Washington, DC; Denver, CO; Austin, TX. Alternatively, this role may work remotely from a state where Caribou does business. However, this role will require attendance at occasional in-person team meetings. As a result, candidates must be fully vaccinated against COVID-19 to be eligible for this position.

About You

• 10+ years experience in related sales fields, with experience and relationships in the credit union and bank space and/or other consumer credit
• Successful track record of identifying, securing, and leading major account relationships ($10 to $100+ million in volume)
• Excellent understanding of consumer auto loans and knowledge of key financial drivers (e.g., prepayment, default, severity rates) and relevant benchmarks 
• Ability to act as an evangelist and articulate Caribou’s value proposition to influence and help finance companies and other lenders adopt our solution
• Effective presenter in front of groups either in person or via Zoom/WebEx for partner trainings, customer events, and webinars
• Willingness to travel extensively to meet with lenders at all levels of their organization (approximately 50% of time, public health conditions permitting)
• “Rolodex” of influential contacts at some of the best and brightest credit unions, banks, finance companies, and fintech lenders in the nation
• Strong negotiation, communication, and influencing skills
• Proven track record of meeting or exceeding sales quotas
• Knowledge of Salesforce or similar CRM products

Everyone at Caribou is a valued team member, and we always strive to live up to our value Take Care of Each Other. Our compensation and benefits package includes: 

• Competitive cash compensation: $175k-190k
• Equity in a high growth startup
• Fantastic health, dental, vision, and mental health insurance, where we cover 100% (yes, 100%!) of the premium for you and your family, and a generous PTO plan
• Company-paid for short & long term disability insurance and basic life insurance 
• Optional benefits include HSAs, FSAs, voluntary life insurance, and pet insurance