Director, Business Lead, At Work

The role:

As the BU Leader for At Work you will be the primary architect of our employer-channel growth strategy. You will hold direct P&L responsibility and serve as the strategic bridge between market demands and our technical partnership with Engineering and Product organizations you will define how we deliver world-class financial wellness and employee benefit solutions to modern workforces.

What youll 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 SoFis 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 SoFis 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 youll 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 featuresrather than just marketingto drive user behavior and cross-sell opportunities.

Required Experience:

Director