Director, 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. This is a high-visibility, revenue-focused leadership role responsible for building and scaling a strategic partnerships pipeline. You will identify, evaluate, negotiate, and launch partnerships that expand customer acquisition, revenue, and market reach. The role combines business development, commercial strategy, partner management, and market analysis in a fast-moving environment. You’ll work closely with Sales, Product, Marketing, Finance, Legal, Engineering, and executive leadership to turn opportunities into measurable results. A key part of the role is creating a scalable framework for discovering and prioritizing high-value partners from the ground up. You’ll have significant autonomy, operate comfortably amid ambiguity, and influence both go-to-market strategy and product direction. This is an ideal opportunity for an experienced partnerships leader who enjoys building new revenue channels and creating lasting strategic relationships. 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. Requirements: 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 pla