Sr. Manager Capital Markets - Institutional Capital

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 whole loan sales, securitizations and structured transactions. The Institutional Capital team drives direct whole loan partnerships and leads execution from strategy to deal close across Upstart’s lending products.

As the Senior Manager, Capital Markets - Institutional Capital  at Upstart, you will play a leading role in scaling Upstart’s investor base and deal execution strategy. You will manage complex investor relationships, drive forward flow and co-investment programs, and mentor junior talent. This role offers high visibility, strategic influence, and the opportunity to shape funding structures for Upstart’s long-term funding success.

This role is available in the following locations: Remote – with strong preference to be NYC or San Mateo based for in-office collaboration.

Time Zone Requirements - The 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.

[OPTIONAL] In-Office requirements.  NYC-based teams come into our NYC office 2-3x/week.  San Mateo-based teams come into the San Mateo HQ 1 week.  Not mandatory but strong preference will be given to candidates who are able to come into the office regularly.

How you’ll make an impact:

• Lead deal structuring and execution for whole loan sales and funding partnerships
• Drive investor strategy and relationship management for key institutional accounts
• Partner cross-functionally with Legal, Analytics, Investor Services, Treasury, Accounting, and Finance to ensure seamless transaction execution and drive positive impact to Upstart’s P&L
• Review and negotiate legal docs on  forward flow agreements and co-investment programs
• Present deal structures and investor updates to internal stakeholders and senior leadership
• Serve as mentor to junior talent and help scale team capability
• Represent Upstart at investor meetings and capital markets conferences

What we’re looking for: 

• Minimum requirements:
  • 10+  years experience in Capital Markets, Structured Finance, or related fields
  • Proven rack record of executing structured whole loan or ABS transactions and deep knowledge of unsecured personal, auto and/or HELOC lending product 
  • Significant  experience cultivating deep relationships with institutional investors (or other external counterparties) and negotiating business terms and/or legal agreements
  • Strong market instincts and analytical skills with high proficiency modeling cashflows and deal structures in Excel
  • Demonstrated ability to build, develop and lead high-performing teams in a fast-paced, high-stakes environment 
  • Exceptional communicator with the ability to distill complex concepts into clear, actionable insights and drive alignment across cross-functional or external stakeholders
• Preferred qualifications:
  • Prior experience in (1) capital markets at a fintech, (2) investment management experience at an investment firm or (3) securitization issuance or warehouse lending experience at an investment bank 
  • MBA, CFA, or BA/BS degree in business, finance, economics, or other analytical areas of study

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

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