Capital Markets Manager, Institutional Capital
About Upstart
Upstart is the leading AI lending marketplace partnering with banks and credit unions to expand access to affordable credit. By leveraging Upstart's AI marketplace, Upstart-powered banks and credit unions can have higher approval rates and lower loss rates across races, ages, and genders, while simultaneously delivering the exceptional digital-first lending experience their customers demand. More than 80% of borrowers are approved instantly, with zero documentation to upload.
Upstart is a digital-first company, which means that most Upstarters live and work anywhere in the United States. However, we also have offices in San Mateo, California; Columbus, Ohio; and Austin, Texas.
Most Upstarters join us because they connect with our mission of enabling access to effortless credit based on true risk. If you are energized by the impact you can make at Upstart, we’d love to hear from you!
The Team
Upstart’s 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, co-investment partnerships and other structured transactions.
Within Capital Markets, the Institutional 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 the Capital 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 in-person collaborating via regular onsites. The in-person sessions’ cadence varies depending on the team and role; most teams meet once or twice per quarter for 2-4 consecutive days at a time. Additionally, you may participate in industry conferences for 2-4 consecutive days 1-3x per year.
How you’ll 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 cross-functional stakeholders (e.g., legal, operations, data analytics, accounting) to navigate downstream implications of deal terms
- Present on deal terms and status to leadership including Upstart’s management team
- Coach and mentor junior team members
What we’re 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 cross-functional stakeholder management and influencing partners to drive outcomes
- Demonstrated experience coaching and mentoring a high-performing 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 you'll 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 $4,500 and immediate vesting and after-tax 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, all-company 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
At Upstart, your base pay is one part of your total compensation package. The anticipated base salary for this position is expected to be within the below range. Your actual base pay will depend on your geographic location–with our “digital first” philosophy, Upstart uses compensation regions that vary depending on location. Individual pay is also determined by job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
In addition, Upstart provides employees with target bonuses, equity compensation, and generous benefits packages (including medical, dental, vision, and 401k).
Upstart is a proud Equal Opportunity Employer. We are dedicated to ensuring that underrepresented classes receive better access to affordable credit, and are just as committed to embracing diversity and inclusion in our hiring practices. We celebrate all cultures, backgrounds, perspectives, and experiences, and know that we can only become better together.
If you require reasonable accommodation in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please email candidate_accommodations@upstart.com
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Upstart
Most Upstarters join us because they connect with our mission of enabling access to effortless credit based on true risk. If you are energized by the impact you can make at Upstart, we would love to hear from you!
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