Capital Markets Manager, Institutional Capital

The Team

Upstarts Capital Markets team plays a pivotal role in securing loan funding capital for our AI lending marketplace. We collaborate with leading institutional investors across a diverse range of financing and funding solutions including securitizations whole loan sales coinvestment partnerships and other structured transactions.

Within Capital Markets theInstitutional Capital team executes direct whole loan sales from lead generation to deal close. Together with the Structured Products team the Institutional Capital team is responsible for matching supply of funding with borrower demand across the credit spectrum and suite of products at Upstart.

As theCapital Markets Manager Institutional Capital at Upstart you will play a critical role in developing our funding strategy and drive execution on structured and unstructured whole loan partnerships. You have a strong foundation in structured finance and are energized by applying those concepts to novel structures and partnerships. You build deep relationships across internal and external stakeholders and have a track record of organizing teams around a shared goal.

Position Location Local team members typically meet in person in the New York NY or San Mateo CA office once to three times weekly and work from home the rest of the time.

Time Zone Requirements This team operates on the East/West Coast time zones.

Travel Requirements As a digital first company the majority of your work can be accomplished remotely. The majority of our employees can live and work anywhere in the U.S but are encouraged to to still spend high quality time inperson collaborating via regular onsites. The inperson sessions cadence varies depending on the team and role; most teams meet once or twice per quarter for 24 consecutive days at a time. Additionally you may participate in industry conferences for 24 consecutive days 13x per year.

How youll make an impact:

• Lead negotiations of forward flow and whole loan sale partnerships directly with our counterparties to ensure best execution for Upstart
• Manage and deepen strategic partnerships with investors from lead generation to deal execution
• Design sale programs through sound analytical thinking leveraging modeling skills as needed and working closely with our Investor Analytics team
• Partner closely with internal and external counsel to review and execute legal documents related to the sale servicing and structuring of whole loan deals
• Collaborate with crossfunctional stakeholders (e.g. legal operations data analytics accounting) to navigate downstream implications of deal terms
• Present on deal terms and status to leadership including Upstarts management team
• Coach and mentor junior team members

What were looking for:

• Minimum requirements:
  • 7 years of relevant experience in Capital Markets Structured Finance/Products investment banking or related roles
  • Knowledge of unsecured personal auto and/or HELOC lending product coupled with strong modeling and Excel skills
  • Experience reviewing legal agreements across ABS or other structured transitions
  • Proven track record of strong crossfunctional stakeholder management and influencing partners to drive outcomes
  • Demonstrated experience coaching and mentoring a highperforming team that consistently punches above their weight
  • Strong market instincts with a sharp read on risk sentiment / appetite and trusted by institutional clients
• Preferred qualifications:
  • Direct experience in capital markets at a fintech
  • Deep knowledge of unsecured personal loan asset class
  • MBA CFA or BA/BS degree in business finance economics or other analytical areas of study
  • Skilled in deriving insights from complex data sets using Looker or similar software; knowledge of SQL a plus

What youll love:

• Competitive Compensation (base bonus & equity)
• Comprehensive medical dental and vision coverage with Health Savings Account contributions from Upstart
• 401(k) with 100% company match up to $4500 and immediate vesting and aftertax savings
• Employee Stock Purchase Plan (ESPP)
• Life and disability insurance
• Generous holiday vacation sick and safety leave
• Supportive parental family care and military leave programs
• Annual wellness technology & ergonomic reimbursement programs
• Social activities including team events and onsites allcompany updates employee resource groups (ERGs) and other interest groups such as book clubs fitness investing and volunteering
• Catered lunches snacks & drinks when working in offices

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