Director, Business Development

Accountabilities

• • Own the business development function, including the partner evaluation framework and the end-to-end partner journey from initial discovery through commercial agreement and market launch.
  • Identify, source, qualify, and prioritize strategic partnership opportunities based on their potential to generate revenue, acquire new restaurant customers, expand market reach, and unlock product capabilities.
  • Align partnership strategies with broader business objectives, revenue targets, go-to-market priorities, and product roadmaps while identifying high-impact opportunities.
  • Develop strong product and technical knowledge to communicate effectively with prospective partners about platform capabilities, integrations, APIs, and opportunities for market expansion.
  • Lead a structured business development process covering prospecting, discovery, qualification, commercial modeling, deal structuring, negotiation, contracting, and in-market execution.
  • Build and manage relationships with technology, integration, referral, channel, and other ecosystem partners, ensuring partnerships deliver measurable commercial and customer outcomes.
  • Evaluate opportunities to enter new markets or adjacent verticals and help determine whether the optimal approach is to build, buy, or partner.
  • Collaborate closely with executive leadership and cross-functional teams across Sales, Product, Marketing, Finance, Legal, Engineering, Customer Success, and other functions to ensure partnership initiatives are aligned and executable.
  • Develop project plans and launch strategies for new partnerships, establish stakeholder accountability, and monitor progress against timelines and commercial objectives.
  • Facilitate partner business reviews, maintain feedback loops across internal teams, and continuously improve the partnership development framework based on market insights and performance.
  • Monitor industry trends, competitive developments, and emerging opportunities to proactively surface new partnership ideas and strategic risks.
  • Represent the organization at industry conferences, partner meetings, and other relevant events, traveling periodically across the United States as required.

  Requirements

  • 8–10 years of experience in partnerships, business development, channel or reseller programs, strategic alliances, or POS integration, ideally within restaurant technology or a closely related technology ecosystem.
  • Proven track record of sourcing and closing new partnerships that generated measurable revenue, customer acquisition, or other meaningful commercial growth rather than focusing solely on relationship management.
  • Strong commercial acumen, including experience evaluating partnership opportunities, developing financial models, structuring agreements, and negotiating mutually beneficial commercial terms.
  • Demonstrated ability to operate effectively in ambiguous environments, identify opportunities independently, and build structured processes and frameworks from the ground up.
  • Working knowledge of APIs and technical integrations, with the ability to communicate confidently with Product and Engineering teams and understand how technology capabilities can support partnership opportunities.
  • Strong strategic and analytical thinking, with the ability to assess markets, prioritize opportunities, and connect partnership initiatives to broader business and revenue objectives.
  • Excellent relationship-building and communication skills, with the ability to influence executives, internal stakeholders, and external partners.
  • Highly organized, detail-oriented, self-motivated, and capable of managing multiple complex initiatives simultaneously.
  • A proactive mindset and willingness to challenge existing approaches, experiment with new ideas, and continuously improve business development processes.
  • Strong passion for supporting independent and local restaurants and understanding of the challenges they face in a competitive digital marketplace.

  Benefits

  • Estimated on-target earnings of $200,000–$250,000, depending on experience and location.
  • Ongoing training, professional development, and growth opportunities.
  • Comprehensive medical, dental, and vision insurance.
  • Mental health and wellness programs.
  • Unlimited paid vacation.
  • 7 weeks of paid baby bonding leave for new parents within the first year following birth or adoption.
  • 8 weeks of paid pregnancy leave.
  • 401(k) matching.
  • Employer-supported student loan assistance or continuing education reimbursement.
  • Employee stock incentive plan.
  • Pet insurance.
  • A supportive, inclusive, and collaborative work environment with a strong focus on employee experience.
  • Clear goals, consistent leadership, autonomy, and accountability.
  • Remote work flexibility for eligible U.S.-based employees.
  • Opportunities to work directly with senior leadership and influence strategic growth initiatives.
  • Periodic travel to industry events, partner locations, and company headquarters as business needs require.