Director, Strategic Business Development

About the Role

We're seeking a strategic, entrepreneurial Director of Strategic Business Development to join our ISV Partnerships organization. In this high-impact role, you will lead the development and execution of our technology partner strategy across AI, automation, cloud, collaboration, and more. 

You will identify, shape, and close transformative ISV partnerships that accelerate product innovation, expand our GTM footprint, and fuel long-term revenue growth. This role blends corporate strategy, business development, and deal execution, offering a unique opportunity to build and scale a modern partner ecosystem within a fast-paced B2B SaaS environment. 

What You'll Do

• Lead strategic business development initiatives across the ISV ecosystem, targeting high-value categories (AI, automation, cloud, collaboration, etc.).
• Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities 
• Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities. 
• Own the full deal lifecycle — from opportunity identification and qualification to proposal development, executive alignment, negotiation, and close.
• Structure and negotiate complex commercial agreements, including integrations, co-sell, OEM, and joint solution partnerships. 
• Build data-driven business cases that quantify revenue impact, product differentiation, and customer value. 
• Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem strategy. 
• Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals 
• Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions. 
• Develop scalable onboarding, enablement, and performance tracking processes for ISV partners. 
• Define success metrics and regularly report ecosystem performance and partner impact to executive leadership. 

Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters.