Senior Director Business Development (Technology Partnerships & Marketplace)
About the role
Accountabilities
Lead the strategy, development, and continued growth of the technology partner ecosystem and Marketplace program.
Identify, evaluate, negotiate, and launch strategic partnerships that expand product capabilities, improve client outcomes, and generate revenue.
Develop category-level partnership strategies, including target partners, value propositions, commercial models, priorities, and execution plans.
Build scalable processes for partner sourcing, evaluation, onboarding, enablement, performance management, and long-term relationship development.
Collaborate with Product and Technology teams to influence integration capabilities, Marketplace functionality, and roadmap priorities based on client and partner insights.
Establish commercial frameworks, deal structures, negotiation approaches, and performance metrics that support repeatable partner growth.
Partner with Sales, Marketing, Enablement, Operations, Finance, Accounting, and Legal to activate partnerships and ensure effective go-to-market execution.
Lead, coach, and develop a team of business development professionals responsible for specific partner categories and ecosystem priorities.
Represent the Business Development function in executive-level discussions and provide recommendations regarding partnership strategy and investment priorities.
Monitor partner pipeline, launches, adoption, revenue contribution, engagement, and overall Marketplace performance.
Develop long-term relationships with senior external partners and internal stakeholders to support strategic objectives.
Drive partnership opportunities from initial identification through business-case development, executive alignment, negotiation, launch, and expansion.
Bachelor’s degree required; an MBA or other advanced degree is preferred.
15+ years of experience in technology, SaaS, HCM, fintech, enterprise software, or another high-growth technology environment.
10+ years of experience in strategic partnerships, business development, ecosystem development, corporate strategy, or a related commercial leadership function.
Demonstrated experience building, scaling, or monetizing a technology partner ecosystem, marketplace, integration program, or technology alliance function.
Proven ability to manage complex partnerships throughout the full lifecycle, from opportunity identification and business-case development through negotiation, launch, and expansion.
Strong commercial judgment and experience with partner business models, revenue-sharing structures, referral programs, marketplace monetization, and partner performance metrics.
Demonstrated success leading and developing high-performing business development, partnerships, or strategic alliances teams.
Strong executive presence and excellent communication, negotiation, presentation, and stakeholder-influence skills.
Ability to create alignment across senior stakeholders and advance initiatives through complex, matrixed environments.
Strong strategic thinking combined with the ability to translate long-term ecosystem strategies into practical execution plans.
Understanding of technology integrations, APIs, partner ecosystems, customer adoption drivers, and the operational requirements involved in scaling partnerships.
Strong ability to identify commercial opportunities, assess partnership value, and build scalable models for mutual growth.
Ability to work remotely and remain productive while collaborating across multiple functions and stakeholder groups.
Ability to sit for extended periods, typically 7–8 hours per day, and regularly use computers, phone systems, and multiple software applications.
Fully remote position for candidates based in the United States, with no regular in-office requirement.
Base salary range of $240,000–$265,000 per year, depending on job-related knowledge, skills, experience, and market location.
Eligibility for an annual performance-based bonus.
Restricted stock unit grant based on individual performance.
Comprehensive benefits package.
Medical, dental, and vision coverage.
Life and disability insurance.
401(k) matching.
Career development and professional growth opportunities.
Opportunity to lead a high-impact technology partnerships and Marketplace function.
Exposure to senior executive stakeholders and strategic initiatives across Product, Technology, Sales, Marketing, Finance, Legal, and Operations.
Flexible work-from-home environment designed for distributed collaboration.
Inclusive workplace focused on employee development, diverse perspectives, and collaboration.
Requirements
Benefits