Enterprise/Fintech Partnership Manager

Workplace: fully The Role Ethena is building the financial infrastructure for the next generation of digital dollars. As the Enterprise/Fintech Partnership Manager you’ll be the commercial owner of our Whitelabel Stablecoin product, one of our most strategically important offerings, but also generate leads with enterprise profile clients for Ethena’s wider products — originating, negotiating, and closing partnerships that put Ethena's products and infrastructure inside leading payments companies, neobanks, and fintech platforms around the world. This is a high-ownership, full-lifecycle role. You will identify and qualify target partners, develop tailored pitches for different counterparty types, and drive deals from first contact through to launch — working closely with legal, operations, finance, and product along the way. You will report directly to senior leadership and directly influence Ethena's growth trajectory. What You’ll Do Originate and close deals with counterparties that fit key enterprise grade criterias. Build and manage a structured pipeline of prospects across North America, LATAM, Southeast Asia, MENA, and Europe — prioritising quality of counterparty over volume of outreach. Become the primary relationship owner for all whitelabel partners: managing ongoing commercial terms, monitoring partner health, and identifying growth levers over the long term. Develop and document the operational foundation for the whitelabel product — onboarding process, deal structure templates, internal approval workflows, and launch playbooks. Drive internal alignment across legal, ops, finance, and product to ensure smooth deal execution; surface blockers early and resolve them proactively without waiting to be managed. Continuously refine positioning and commercial framing based on market feedback, competitive signals, and evolving counterparty needs. Adapting for different target types - a neobank CFO, a payments infrastructure team, a crypto exchange BD lead, or a bank treasury function, etc. What We’re Looking For Deep familiarity with the payments and fintech landscape — infrastructure layers, value chains, and key players across neobanks, B2B payments, cross-border corridors.\ Proven BD and sales execution - you have closed complex, multi-stakeholder deals and can demonstrate a track record of building and converting a pipeline from cold outreach through to signed agreements. Commercial sophistication - you understand where a product like Ethena's creates genuine value and for whom, and you know how to build a thesis around a new market or counterparty type and execute against it. You prioritise intelligently rather than chasing volume. An existing network in payments and fintech, particularly across emerging markets. You can operate without an existing playbook, identify your own blockers, and make sound independent judgement calls in a fast-moving, resource-constrained environment. Professional maturity and enterprise credibility — you are comfortable holding relationships with senior counterparts at regulated financial institutions and representing Ethena in high-stakes commercial settings. Comfort working in a high-trust, flat, async-first team at startup pace — you bring energy and initiative, not a need for direction. Compensation Competitive base salary commensurate with experience, plus a performance-based component tied to the volume and quality of new partnerships originated. Compensation structure will be discussed in detail during the interview process.