Director, Strategic Business Development

<p><strong>About the Role</strong></p><p>As we scale our partner ecosystem, this is a rare opportunity to define it. We're hiring a Director of Strategic Business Development to own our ISV strategy end-to-end — from whitespace mapping and partner identification to deal structure, negotiation, and long-term ecosystem growth.&#xa0;</p><p>This role sits at the intersection of corporate strategy, business development, and product — working across AI, automation, cloud, and collaboration to build the partnerships that accelerate our product roadmap, expand our go-to-market reach, and drive long-term revenue. You'll operate with high autonomy, influence at the executive level, and mandate to build something lasting inside a fast-growing B2B SaaS company.&#xa0;</p><p><strong>What You'll Own:&#xa0;</strong></p><p><strong>Strategy &amp; Ecosystem Development</strong></p><ul><li>Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities across AI, automation, cloud, collaboration, and adjacent categories</li><li>Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem investment&#xa0;</li><li>Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals&#xa0;</li></ul><p><strong>Deal Origination &amp; Execution</strong></p><ul><li>Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities&#xa0;</li><li>Own the full deal lifecycle — from opportunity identification and qualification through proposal development, executive alignment, negotiation, and close</li><li>Structure and negotiate complex commercial agreements including integrations, co-sell, OEM, and joint solution partnerships</li><li>Build data-driven business cases that quantify revenue impact, product differentiation, and customer value&#xa0;</li></ul><p><strong>Cross-Functional Leadership</strong></p><ul><li>Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions&#xa0;</li><li>Develop scalable onboarding, enablement, and performance tracking processes for ISV partners&#xa0;</li><li>Define success metrics and regularly report ecosystem performance and partner impact to executive leadership</li></ul><p><strong>Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters.&#xa0;</strong></p> <p><strong>Required</strong></p><ul><li>8-10+ years in Strategic Business Development, Partnerships, Corporate Strategy, or Corporate Development, ideally within B2B SaaS</li><li>Proven success sourcing, negotiating, and closing complex partnerships with ISV's, OEMs, or enterprise technology providers&#xa0;</li><li>Deep understanding of joint GTM execution, co-sell motions, and ecosystem-driven growth strategies</li><li>Strong financial modeling and strategic planning skills; able to build compelling business cases and ROI frameworks&#xa0;</li><li>Experience aligning and influencing executive-level stakeholders across multiple functions&#xa0;</li><li>Exceptional communication, storytelling, and relationship-building skills&#xa0;</li><li>Bachelor's degree required&#xa0;</li><li>Willingness to travel up to 25%, including internationally&#xa0;</li></ul><p><strong>Preferred</strong></p><ul><li>MBA or background in management consulting, investment banking, or corporate strategy&#xa0;</li><li>Experience in or along side the ITSM or CX space</li><li>Familiarity with modern partner ecosystem tools and co-sell program structures (e.g., Salesforce AppExchange, Microsoft marketplace, AWS Partner Network)</li></ul> <p><strong>Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters.&#xa0;</strong></p><p>The annual base salary range for this position is $230,000 - $280,000. This role is also eligible for a target bonus.&#xa0;</p ... (truncated, view full listing at source)