Director of Business Development

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Business Development based in United States.

• Own the business development function, establishing a structured partner evaluation framework and managing the partner journey from initial discovery through market launch.
• Identify, prioritize, source, and develop strategic partnership opportunities based on their potential to generate revenue, acquire new customers, expand market reach, or unlock new product capabilities.
• Align partnership strategy with broader business objectives, revenue targets, go-to-market priorities, and the product roadmap.
• Build and maintain a disciplined business development process covering prospecting, qualification, discovery, commercial structuring, negotiation, contracting, and launch.
• Develop strong relationships with technology, referral, channel, integration, and other strategic partners, ensuring partnerships deliver measurable commercial value.
• Become a strong subject-matter expert on the product and its technical capabilities, communicating effectively with prospective partners and collaborating with Product and Engineering teams on integration opportunities.
• Evaluate potential expansion into new markets and adjacent verticals, helping leadership assess whether opportunities are best addressed through building, acquiring, or partnering.
• Create financial and commercial models to assess partnership opportunities and negotiate mutually beneficial agreements.
• Facilitate partner discovery sessions, QBRs, launch planning, and ongoing strategic reviews while maintaining accountability across internal stakeholders.
• Partner closely with executive leadership, Sales, Product, Marketing, Sales Enablement, Restaurant Success, Legal, Finance, Data, Engineering, and Customer Support to ensure partnership initiatives are aligned and effectively executed.
• Monitor market trends, competitive developments, and emerging opportunities, proactively surfacing ideas that could strengthen revenue growth and customer acquisition.
• Travel periodically to industry conferences, partner locations, and company offices to develop strategic relationships and support business development initiatives.

• 8–10+ years of experience in partnerships, business development, channel or reseller programs, or related commercial roles, ideally within restaurant technology, POS integrations, SaaS, or a comparable technology ecosystem.
• Demonstrated success sourcing, negotiating, and closing strategic partnerships that generated measurable revenue, customer acquisition, or market expansion rather than focusing solely on relationship management.
• Strong commercial judgment and experience evaluating deal structures, developing financial models, negotiating agreements, and creating win-win partnership strategies.
• Ability to operate effectively in ambiguous, complex environments and independently create structure, processes, and frameworks where established playbooks do not exist.
• Working-level understanding of APIs and technical integrations, with the ability to communicate effectively with Product and Engineering stakeholders.
• Strong strategic thinking and market awareness, with the ability to identify emerging opportunities, competitive threats, and new revenue channels.
• Excellent relationship-building, negotiation, presentation, and communication skills, with the executive presence to work effectively with senior internal and external stakeholders.
• Highly organized, self-motivated, detail-oriented, and comfortable managing multiple strategic initiatives simultaneously.
• Demonstrated ability to collaborate cross-functionally and influence stakeholders without direct authority.
• Passion for helping independent and local businesses succeed and enthusiasm for technology-driven solutions that improve their growth.
• A proactive mindset and willingness to challenge established approaches, experiment with new ideas, and continuously improve partnership strategies.

• Estimated on-target earnings of $200,000–$250,000, depending on experience and location.
• Remote role based in the United States, with periodic travel to industry events, partner locations, and company offices.
• Ongoing training, professional development, and growth opportunities.
• 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 of birth or adoption.
• 8 weeks of paid pregnancy leave.
• 401(k) matching.
• Employer-contributed student loan assistance or continuing education reimbursement.
• Employee stock incentive plan.
• Pet insurance.
• Supportive and consistent leadership with clear goals, transparency, and accountability.
• A flexible environment that provides autonomy while maintaining clear expectations.