Director of Business Development, Payments

Every day, tens of millions of people come to Roblox to explore, create, play, learn, and connect with friends in 3D immersive digital experiences– all created by our global community of developers and creators. At Roblox, we’re building the tools and platform that empower our community to bring any experience that they can imagine to life. Our vision is to reimagine the way people come together, from anywhere in the world, and on any device. We’re on a mission to connect a billion people with optimism and civility, and looking for amazing talent to help us get there. A career at Roblox means you’ll be working to shape the future of human interaction, solving unique technical challenges at scale, and helping to create safer, more civil shared experiences for everyone. 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. You Will • 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. You Have • 10+ years of Business Development experience specifically within the Consumer Financial Services, Digital Payments, Fintech, or Digital Wallet sectors • 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 • 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. • 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. • 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. • 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. • 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. For roles that are based at our headquarters in San Mateo, CA: The starting base pay for this position is as shown below. The actual base pay is dependent upon a variety of job-related factors such as professional background, training, work experience, l