Director, Business Lead, At Work
UT - Cottonwood Heights; CA - San Francisco; TX - Frisco; NY - New York City Full-TimeDirectorOther
Skills
Who we are
- Shape a brighter financial future with us.
- Together with our members, we’re changing the way people think about and interact with personal finance.
What you’ll do:
- Drive P&L & Strategic Growth: Own the end-to-end financial performance of the At Work business unit, setting and achieving aggressive KPIs for revenue, user acquisition, and margin expansion.
- Team Management: Build, lead, and scale a high-performing sales and partnership success team by setting clear direction, outcomes, and KPIs. Drive accountability and execution at scale while developing talent, managing performance effectively, and fostering a strong, engaged culture aligned with SoFi’s growth and standards.
- Product & Engineering Partnership: Co-author the product roadmap with technical leadership, ensuring that our employer-facing platform and employee-facing platform are scalable, competitive, and mission-aligned.
- B2B2C Sales Leadership: Oversee the go-to-market and Sales strategy and execution, collaborating with Marketing to penetrate the enterprise and mid-market employer segments.
- Cross-functional Orchestration: Lead a high-stakes matrixed environment, aligning Legal, Compliance, and Operations to ensure our benefit programs meet regulatory standards while maintaining a seamless user experience.
- Drive Sales via Product Partnership: Collaborate with SoFi’s consumer product teams to design integrated features that incentivize employees to deepen their relationship with the SoFi platform, turning the "At Work" channel into a primary engine for high-quality member growth.
- Strategic Ecosystem Development: Identify, negotiate, and manage third-party partnerships (e.g., HRIS integrations, benefit providers).
- Data-Driven Iteration: Utilize deep data analytics to monitor program health, running experiments to optimize the "flywheel" between employer adoption and individual employee engagement.
What you’ll need
- Business Unit Leadership: 10+ years of experience leading a business unit (GM, Product, or Growth), specifically within high-growth Fintech or technology environments. You have a proven track record of managing a full P&L and understanding the financial implications of product and strategic decisions.
- Strategic Sales & Partnership Excellence: 10+ years experience in B2B2C sales leadership and partner management. You possess the ability to translate complex product visions into compelling narratives that resonate with executive-level external partners and internal stakeholders.
- Team Management: Proven experience leading, and scaling high-performing and engaged teams in a growth-oriented environment, with demonstrated success driving outcomes through others.
- Ecosystem & Platform Thinking: Proven success managing "platform" or "gateway" businesses where one side of the market (Employers) serves as the primary engine for consumer acquisition (Employees).
- Domain Expertise: Deep knowledge of the Employee Benefits, HR Tech, or B2B2C space is highly preferred.
- Analytical Rigor: A data-driven approach to decision-making. You are comfortable using deep analytics to find clarity in ambiguous market signals and running experiments to optimize the "flywheel" of user engagement.
- Collaborative Influence: Experience co-authoring roadmaps with Product and Engineering teams and leading cross-functional groups in a high-stakes, matrixed environment.
- Growth & Mission Alignment: A passion for financial wellness and a growth mindset that leverages product features—rather than just marketing—to drive user behavior and cross-sell opportunities.
