Director of Business Development (Payments)
Posted Updated
Description
- Roblox is currently at a critical inflection point in its financial evolution. We recently achieved a significant payout milestone to our Creator community in 2025
- To successfully build upon this momentum year over year while controlling our costs, a world-class payments and wallets ecosystem is essential to ensure frictionless transactions across the platform for our Users and Creators
- This role offers the rare opportunity to lead a 0-to-1 buildout of a new payments division. If successful, you will transition Roblox from standard payment processing to a strategic orchestration model, utilizing AI-driven approach to optimize significant transaction cost
- Beyond cost savings, you will spearhead the transformation of our creator payouts, building a product designed to empower the livelihood of millions of developers through instant, transparent, and global financial access
- Own Global Partnership Negotiation & Account Management: Lead RFPs and high-stakes contractual negotiations with major global payment processors (e.g., Stripe, PayPal, etc) and financial institutions
- Establish formal business relationships where none currently exist, securing advantageous commercial terms that are accretive to Roblox’s bottom line
- Build Payment Orchestration Strategy & Development: Lead the transition from current legacy systems to a multi-partner orchestration system
- Achieve optimal routing based on cost and conversion, potentially saving hundreds of millions of dollars in transaction fees in year one
- Transform Creator Payout : Drive the business strategy and partnerships required to modernize our existing infrastructure into a proprietary, end-to-end financial platform for creators to run their businesses on Roblox
- Dramatically improve creator retention and satisfaction by reducing payout latency and fees, directly impacting “Time-on-Platform” and developer ecosystem growth
- Lead Cross-Functional Enterprise Deal Execution: Lead cross-functional deal teams comprising Legal, Finance, Privacy, and Engineering stakeholders
- Execute complex contracts that satisfy global regulatory compliance (KYB/KYC/AML) while ensuring speed-to-market for new financial features
- Expand into Emerging Markets: Develop a strategy for handling international currency exchange volatility and local payment methods in high-growth regions
- Unlock revenue in emerging markets by mitigating FX risk and reducing the barrier to entry for new developers
- Bridge Business & Engineering: Translate commercial opportunities into “second-level” technical requirements, such as ledger design and API integration standards
- Ensure the engineering roadmap is aligned with commercial viability, preventing technical debt and ensuring the infrastructure supports real-time global payments
- Optimize Performance : Implement a rigorous “Payment Excellence” framework to monitor authorization rates and fraud thresholds
- Deliver incremental revenue gains where even a 0.01% improvement in authorization rates translates to millions in retained bookings
- Future-Proofing for Agentic Commerce: Evaluate and integrate emerging technologies, including AI agents and blockchain rails, into the payments strategy
- Secure Roblox’s position as a leader in the future “agentic economy,” where automated systems may negotiate and execute transactions on behalf of users
- Proven track record of a 0-to-1 buildout of a payments division or financial product line, demonstrating the ability to operate without established playbooks
- Analytical Rigor: Strong data processing and analytical skills to model ROI, forecasting, and “payment excellence” metrics (e.g., authorization rates, FX margins)
- Leadership in Ambiguity: Experience thriving in unstructured, fast-moving environments where you must influence executive decision-making and manage multiple high-priority workstreams independently
- Complex Negotiation Skills: Demonstrated success in negotiating and signing deals with payment networks, acquirers, and banks, effectively balancing unit economics with legal and privacy constraints
- Global Regulatory Acumen: Deep understanding of the global regulatory landscape, including PSD2, KYC/AML compliance, and card network rules, to navigate international expansion risks effectively
- 10+ years of Business Development experience specifically within the Consumer Financial Services, Digital Payments, Fintech, or Digital Wallet sectors
- Bilingual Fluency (Tech/Business): Ability to articulate complex technical concepts (API orchestration, tokenization, ledger systems) to engineers while simultaneously modeling multi-year economic impacts for C-suite executives
- Strategic Ecosystem Architecture: Ability to view payments not as a utility but as a strategic asset class, capable of designing partnerships that drive long-term ecosystem value rather than just transactional volume