Director of Business Development, Payments at Roblox

<div class="content-intro"><p><span style="font-weight: 400;">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.&nbsp;</span></p> <p><span style="font-weight: 400;">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.</span><strong> </strong><span style="font-weight: 400;">We’re on a mission to connect a billion people with optimism and civility, and looking for amazing talent to help us get there.&nbsp;</span></p> <p><span style="font-weight: 400;">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.</span></p></div><p><span style="font-size: 12pt;">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.</span></p> <p><span style="font-size: 12pt;">This role offers the rare opportunity to lead a <strong>0-to-1 buildout</strong> 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.&nbsp;</span></p> <p><span style="font-size: 12pt;">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.</span></p> <h3><span style="font-size: 12pt;"><strong>You Will</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Own Global Partnership Negotiation &amp; Account Management:</strong> Lead RFPs and high-stakes contractual negotiations with major global payment processors (e.g., Stripe, PayPal, etc) and financial institutions.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Establish formal business relationships where none currently exist, securing advantageous commercial terms that are accretive to Roblox’s bottom line.</span><br><br></li> </ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Build Payment Orchestration Strategy &amp; Development:</strong> Lead the transition from current legacy systems to a multi-partner orchestration system.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Achieve optimal routing based on cost and conversion, potentially saving hundreds of millions of dollars in transaction fees in year one.</span><br><br></li> </ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Transform Creator Payout :</strong> 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</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Dramatically improve creator retention and satisfaction by reducing payout latency and fees, directly impacting "Time-on-Platform" and developer ecosystem growth.</span></li> </ul> </ul> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Lead Cross-Functional Enterprise Deal Execution:</strong> Lead cross-functional deal teams comprising Legal, Finance, Privacy, and Engineering stakeholders.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Execute complex contracts that satisfy global regulatory compliance (KYB/KYC/AML) while ensuring speed-to-market for new financial features.</span><br><br></li> </ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Expand into Emerging Markets:</strong> Develop a strategy for handling international currency exchange volatility and local payment methods in high-growth regions.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Unlock revenue in emerging markets by mitigating FX risk and reducing the barrier to entry for new developers.</span><br><br></li> </ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Bridge Business &amp; Engineering:</strong> Translate commercial opportunities into "second-level" technical requirements, such as ledger design and API integration standards.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Ensure the engineering roadmap is aligned with commercial viability, preventing technical debt and ensuring the infrastructure supports real-time global payments.</span><br><br></li> </ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Optimize Performance :</strong> Implement a rigorous "Payment Excellence" framework to monitor authorization rates and fraud thresholds.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Deliver incremental revenue gains where even a 0.01% improvement in authorization rates translates to millions in retained bookings.</span><br><br></li> </ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Future-Proofing for Agentic Commerce:</strong> Evaluate and integrate emerging technologies, including AI agents and blockchain rails, into the payments strategy.</span></li> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Secure Roblox’s position as a leader in the future "agentic economy," where automated systems may negotiate and execute transactions on behalf of users.</span></li> </ul> </ul> <h3><span style="font-size: 12pt;"><strong>You Have</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>10+ years of Business Development experience</strong> specifically within the Consumer Financial Services, Digital Payments, Fintech, or Digital Wallet sectors</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Proven track record of a 0-to-1 buildout</strong> of a payments division or financial product line, demonstrating the ability to operate without established playbooks&nbsp;&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Bilingual Fluency (Tech/Business):</strong> Ability to articulate complex technical concepts (API orchestration, tokenization, ledger systems) to engineers while simultaneously modeling multi-year economic impacts for C-suite executives.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Global Regulatory Acumen:</strong> Deep understanding of the global regulatory landscape, including PSD2, KYC/AML compliance, and card network rules, to navigate international expansion risks effectively.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Complex Negotiation Skills:</strong> Demonstrated success in negotiating and signing deals with payment networks, acquirers, and banks, effectively balancing unit economics with legal and privacy constraints.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Strategic Ecosystem Architecture:</strong> 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.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Analytical Rigor:</strong> Strong data processing and analytical skills to model ROI, forecasting, and "payment excellence" metrics (e.g., authorization rates, FX margins).</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Leadership in Ambiguity:</strong> Experience thriving in unstructured, fast-moving environments where you must influence executive decision-making and manage multiple high-priority workstreams independently.</span></li> </ul> <p>&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>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, location, business needs and market demand. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This pay range is subject to change and may be modified in the future. All full-time employees are also eligible for equity compensation and for benefits as described on <strong><a href="https://careers.roblox.com/total-rewards">this page</a></strong>.</p></div><div class="title">Annual Salary Range</div><div class="pay-range"><span>$276,310</span><span class="divider">&mdash;</span><span>$310,810 USD</span></div></div></div><div class="content-conclusion"><p>Roles that are based in an office are onsite Tuesday, Wednesday, and Thursday, with optional presence on Monday and Friday (unless otherwise noted).</p> <p>Roblox provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Roblox also provides reasonable accommodations to candidates with qualifying disabilities or religious beliefs during the recruiting process.</p> <p>For US based roles only, please note the Company may not be able to employ candidates for this role who have United States work authorization related to certain U.S. visa categories, or support future H-1B sponsorship at this time.</p></div>