Director of Enterprise Partnerships, Kiva

• Minimum 10 years of professional experience, with at least 5 years in corporate partnerships, business development, or account management in a B2B or nonprofit setting
• Proven track record managing multimillion-dollar enterprise accounts, including renewals, upsells, and long-term account management
• Demonstrated success leading a team, including setting strategy, coaching, and holding team members accountable to performance metrics
• Strong background in business strategy, including pricing models, partner segmentation, and program growth planning
• Experience with data systems and tools, including Salesforce, Looker, Jira, and Figma
• Experience working closely with product and engineering teams to build new products, troubleshoot, and improve the partner/client experience
• Excellent relationship-building skills with senior corporate stakeholders (VP-level and above)
• Strong data-driven decision-making ability, including developing and tracking KPIs, OKRs, and business dashboards
• Exceptional communication skills—written, verbal, and presentation—suitable for conferences, executive meetings, and public thought leadership
• Ability to collaborate cross-functionally, particularly with product, engineering, and marketing teams
• Strong project management skills, with the ability to juggle multiple high-value partnerships simultaneously
• Mission-driven with deep commitment to financial inclusion, social impact, or international development
• Comfortable working in a fast-paced, entrepreneurial nonprofit environment with both autonomy and accountability
• Kiva's values:
• Impact first - This is why we exist. This is the drumbeat we march to. Every day
• Extreme ownership - Own it; you, your relationships, your impact. Insist that others support you and hold you accountable
• Be curious and bold - Never stop learning. Question assumptions. Take Risks and dream big
• Inclusion. Equity. Diversity. - Without reservation and without caveat. In our hiring, in our workplace and in our impact in the world
• Honor and integrity - Do the most right thing in the most right way. Cherish diversity and respect each other
• Love and kindness always - Say what you mean. Mean what you say. And don't say it mean. Clarity. Courage. Kindness

Desirable

• Team Leadership (30%)
• Serves as the team lead, ensuring the enterprise team is supported, mentored, and aligned
• Serves as the enterprise team lead cross functionally ensuring the organization understands the value and importance of the enterprise program as well as the growth opportunities
• Be accountable for the success of the enterprise team, both at the individual account level and the collective level of all accounts
• Acts as team captain and primary liaison with Product and Engineering teams
• In collaboration with the product counterpart, leads enterprise product evolution and development, driving prioritization, implementation, and innovation, and ensures enterprise partners have the best experience with Kiva
• Works collaboratively with the strategic partnerships team and relationship managers to ensure they are supported, informed, and aware of the managed lending product, experience, and best practices for partners at both the account level and collective level
• Serves as a public-facing thought leader in the employee engagement, cause marketing, and organization-aligned impact spaces through conference presentations, writing, and more
• In collaboration with the EVP Partnerships and SP Team Leads, drives the enterprise program growth strategy
• Oversees the growth strategy of current accounts, focused on account expansion, renewal rates, and minimizing idle funds
• Responsible and accountable for metrics, data-driven decision-making, goal setting, dashboard setup and tracking, and OKR tracking for individual accounts and the entire portfolio
• Acts as a coverage AM when team members are on leave, fully covering their accounts
• Lead on process and systems improvements to enhance the partner experience and improve team efficiency
• Business strategy (30%)
• Leads holistic program strategy for a b2b current partner program that utilizes products and services to meet partner social impact goals of audience engagement and/or organization impact
• Develops recommendations on structural changes to the program, including support tiers, pricing structures, types of products offered, self-service, and enterprise-level plans
• Design business analytics and partner feedback process to tie qualitative feedback to business objectives, alongside a new partner NPS and survey process to inform program investment
• Act as a thought leader, identifying opportunities to evolve the B2B model in response to partner needs and market dynamics
• Define, track, and analyze program performance metrics to drive continuous iteration and sustainable growth
• Conduct user surveys/research of customers and end users (i.e. employees of corporate partners) to inform product design and strategy
• Account management (40%)
• Serves as AM for high-impact partnerships (min. 10 accounts valued at over $500k and/or with significant growth potential) and select other accounts based on team needs and portfolio size
• Manages, curates, and executes on all Managed Lending campaign activity with Kiva’s partners, including but not limited to employee engagement, cause marketing, and lender-focused campaigns
• Increases partner NPS, top-ups, and renewals through robust account planning and program and product development
• In partnership with relationship managers, deepens and expands relationships across partner organizations to identify and execute on cross-selling opportunities
• Builds and maintains strong partner relationships by developing tailored onboarding, enablement, and success materials
• Lead on the development of tools, systems, and assets to support partners' experience and growth